Job Description
Job Description
Counter Culture Coffee was founded in 1995 and is headquartered in Durham, NC, with regional offices in 12 major cities across the country. Counter Culture Coffee has been continuously innovating in the coffee industry and we’re looking for passionate, dynamic, diverse team members to help us expand our efforts.
Counter Culture Coffee is :
- A relentless pursuit of coffee perfection
- A dedication to real environmental, social, and fiscal sustainability
- A commitment to creating cutting edge coffee people
Our Core Values are :
Quality Coffee | We continue to cultivate relationships with growers and organizations around the world in order to build trust, improve quality, and foster transparency.Education | We believe the pursuit of coffee perfection includes educating ourselves, our partners, and our customers about the coffee supply chain and the best methods of preparation.Sustainability | Our commitment to affecting positive change in every community to which we are connected is driven by our belief that we can–and should–always strive to improve upon the present.Transparency | We are committed to sustainability and holding ourselves and our peers accountable for creating a more sustainable future of coffee.Position : Vice President of Sales
Department : Sales
Location : Corporate, Hybrid
Reports To : President
FLSA Status : EXEMPT, 8810
Job Overview :
We're looking for a coffee-loving sales leader with extensive experience in the consumer-packaged goods industry to join our senior leadership team.You'll oversee our sales strategy across all channels with the primary focus on sales into the retail channel.Your primary goal will be to drive revenue growth by developing sales plans, managing the sales team, and building strategic customer relationships.You will be a leader in the business, someone who supports our culture and is a team player.As we discussed in your interview process, the responsibilities, requirements, preferred skills, physical activities and 90-day goals of the position include, among others :
Job Duties :
Executive Leadership :
As a member of the Senior Leadership Team, adopt an enterprise view of the business that prioritizes the company’s overarching long-term objectives.Develop strong, productive relationships with other leaders of functions, and be a great teammate.Live the values of Counter Culture (Sustainability, Education and Quality), and as one of the company’s primary brand ambassadors, reflect those values out to the marketplace.As a member of the Senior Leadership Team, operate with a sense of total accountability for business performance.Strategic Sales Leadership :
Develop and execute a sales strategy that aligns with our brand and business goals, and the goals of the account. Build a plan that considers where we want to expand in terms of geography, strategic account expansion, depth on the shelf, and spending to drive velocity.Find growth opportunities, assess the competition, and develop targeted sales strategies, with particular focus on price and profit optimization while getting the most out of our trade spend and integrated marketing programs.Set and achieve sales targets and performance metrics for your team.Help author and manage our company’s focus. Prioritize opportunities that support our Long-Term Plan for Growth while also taking stock of our constraints as a challenger brand.Sales Team Management :
Lead and manage a sales team focused primarily on retail sales; which include grocery, wholesale, and food service channels.Recruit, develop, and keep top sales talent.Create a team culture of accountability, collaboration, and customer focus, and shared sense of purpose and tight integration with Marketing.Customer Relationship Management :
Build strong relationships with key executives at our current and potential customers, especially in Grocery and Food Service.Using data and insights, build the Counter Culture growth narrative that resonates with key accounts.Oversee our Retail promotional spending budget, driving maximum returns on our promotional spending by knowing the ins and out of each account, and what tools work best to achieve our growth objectives.Negotiate pricing, contracts, and promos to maximize sales and profits.Keep customers happy and find ways to improve their buy-in to the Counter Culture role in the category.Sales Operations & Analysis :
Track sales performance against key metrics and manage your sales teams accordingly.Analyze sales data to find trends, opportunities, and risks to the business.Find ways to improve our sales process and make things more efficient.Develop and run promo campaigns using sales data and customer behavior to drive growth.Get the most out of our broker and distributor relationships, ensuring that the value chain makes sense, and that we are moving the business forward with our partners.Oversee account profitability, ensuring that each key account relationship, and the associated costs of doing business, are balanced and equitable.New Market Development :
In partnership with Marketing, ensure ample support from Sales is allocated to support New Growth Initiatives (vs. “Base Business”).Articulate Brand and New Product growth opportunities in crisp narratives that help retailers “get it”.Cross-Functional Collaboration :
Work closely with Finance to develop accurate sales projections and manage the sales department budget.Work closely with marketing, product development, and operations to align sales with overall brand strategy and the long term growth plan.Work with Marketing to develop sales materials based on syndicated data and on primary research, if applicable.Two way street : Share market insights back to Marketing to help with product development and communications.Requirements :
At least 15 years of experience in the CPG industry, selling into Grocery Retail.Proven ability to build a go-to-market strategy and sales planProven ability to grow grocery sales and food service channelsExperience assessing Sales talent, building productive teams that are accountable for resultsDemonstrated leadership skills in all aspects of sales management, inclusive of pipeline development, sales conversion, and account management for growth, getting the details right profit management (price and trade, understanding our costs), and accurate demand planning, partnering with Operations and Marketing to forecast sales.Physical Aspects of this Job :
The physical activity of this position :
Talking. Expressing or exchanging ideas by means of the spoken word. Those activities must convey detailed or critical verbal instructions to other workers accurately, loudly, or quickly.Hearing. Perceiving the nature of sounds at normal speaking levels with or without correction.Ability to receive detailed information through oral communication and to make the discriminations in sound.The physical requirements of this position :
Sedentary work. Exerting up to 10 pounds of force occasionally and / or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.
The visual acuity requirements (including color, depth perception, and field vision) of this position :
The employee is required to have close visual acuity to perform an activity such as : preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts, and / or operation of machines (including inspection); using measurement devices; and / or assembly or fabrication parts at distances close to the eyes.
The conditions the worker will be subject to in this position :
None. The employee is not substantially exposed to adverse environmental conditions (such as in typical office or administrative work).
90 Day Goals :
Attend New Employee Orientation, where applicable.Strong understanding of LEAN, GGOB, B-CORPStrong understanding of Counter Culture’s vision, mission, values, and planBuild vital relationships with key stakeholders.Develop understanding of the current sales team and identify areas for improvement.Benefits : Currently, the offered benefits include : group health (medical, dental and vision), available the first of the month after 30 days of employment; Flexible Spending Accounts for Healthcare and for Dependent Care; short- and long-term disability; life insurance; Wellness Benefits; 401(k) program; paid time off; eight company holidays; Stock Option Plan; A Stake in the Outcome.
Counter Culture Coffee a growth-oriented company, team of coffee driven individuals working together on continuous improvements.
Counter Culture Coffee is an Equal Opportunity Employer in both policy and practice.
Counter Culture Coffee assesses candidates for employment based on their knowledge, skills, and abilities to perform the job for which they are applying and without regard to any non-job-related category as protected by federal, state or local law.
Finalist candidates for employment will be required to demonstrate USA employment eligibility - per federal and state law, Counter Culture Coffee participates in the federal E-Verify program.
