Director of Sales FDM (Food Drug Mass)

Job Details

Level

Management

Job Location

Gorilla Glue Tri County - Sharonville, OH

Position Type

Full Time

Education Level

4 Year Degree

Travel Percentage

Up to 20%

Description

Position can be based out of Atlanta, Charlotte, Chicago, Cincinnati

Summary Description

Reporting directly to the VP Channel Sales, the Director of FDM (Food Drug Mass) will develop and execute sales strategies to drive profitable revenue growth across the FDM Channel which includes retailers in Strategic Mass, Grocery, Convenience and Dollar for both our Gorilla and O’Keeffe’s brands. The ideal candidate will have extensive experience in sales leadership with a proven track record of success in the consumer-packaged goods (CPG) industry. This role requires a strategic leader with experience in managing diverse set of key accounts across multiple channels, driving category growth, and working collaboratively with cross-functional teams including Marketing, Finance, and Supply Chain. This individual will manage a team of five direct reports, ensuring that sales objectives are met or exceeded through effective forecasting, trade management, joint business planning (JBP), and strong retailer partnerships.

Ideal Candidate Account/Channel Experience: Grocery, Drug, Convenience, Club & Mass

What's in it for you?

Thanks to our commitment to creating a supportive and engaged workplace culture, Gorilla Glue has been recognized as a top place to work for 14 years in a row. We offer competitive compensation packages, comprehensive healthcare benefits, and other perks and incentives to ensure our employees feel valued and supported.

Joining the Gorilla Glue family means being part of a team passionate about building strong brands and promoting a culture of excellence. As an employee, you'll be able to help create high-quality products and build brands that people love. Join us in an inspiring workplace where you can belong, grow, and make a difference!

What will your day look like?

Sales Leadership

• Own and drive the sales strategy across the FDM Channel for both our Gorilla & O’Keeffe’s brands.
• Lead, mentor, and develop a team of five direct reports, setting clear objectives and ensuring accountability.
• Manage the P&L for the business channel, ensuring profitable growth while achieving sales targets.
  
  

Forecasting & Planning

• Develop and manage accurate sales forecasts to support demand planning and production.
• Lead the various joint business planning process, Top-to-Top meetings with key customers across the channel aligning both short-term and long-term strategic goals with the retailer’s priorities
• Drive internal alignment on volume and financial projections with cross-functional teams.
  
  

Trade Management

• Lead trade spend management to maximize ROI and ensure compliance with the company’s trade policies.
• Collaborate with the internal finance team to optimize trade spending and deliver budgeted margins.
• Analyze trade effectiveness to identify opportunities for growth and improved performance.
• Lead team through negotiations including contracts and pricing.
  
  

Joint Business Planning (JBP)

• Collaborate with key accounts on the development and execution of Joint Business Plans that align with both companies’ strategic objectives.
• Foster strong partnerships with all account’s key decision-makers to influence category growth initiatives.
• Monitor and adjust business plans to ensure continued alignment with evolving market and customer needs.
• Address and resolve customer issues and concerns promptly and effectively.
  
  

Market & Customer Insights

• Stay ahead of market trends, competitive activity, and customer insights to inform sales strategy and execution.
• Provide thought leadership on category and shopper trends, influencing innovation and in-store execution plans.
• Leverage data-driven insights to identify growth opportunities within the confections, seasonal, and fruit snacks categories.
  
  

Collaboration

• Work closely with internal Marketing, Category Management, Supply Chain, and Finance teams to ensure alignment on go-to-market strategies.
• Ensure effective communication and collaboration between the sales team and cross-functional partners.
  
  

Sales Operations

• Oversee the development and execution of annual sales plan
• Monitor and analyze sales performance metrics and adjust strategies as needed to meet objectives
  
  

Qualifications

What you bring to the table:

• Entrepreneurial spirit, ability to take calculated risks, capitalize on opportunities and pioneer new business development.
• Strong strategic thinking and problem-solving abilities
• Excellent leadership and team management skills
• Strong track record of successfully collaborating with other functional teams
• Executive presence and comfort around sharing vision/strategies with senior management
• Strong ownership for results and how those results are achieved for the team
• Superior negotiation and communication skills
• Financial acumen and budget management skill
• Ability to build and maintain strong customer relationships
  
  

Experiences that will support your success:

• Bachelor’s degree required. MBA or equivalent advanced degree a plus
• Minimum of 10 years of progressive sales experience in the CPG industry
• Proven track record of success in managing sales in large retail accounts, particularly Kroger, with demonstrated success in driving profitable growth.
  
  

Company Values:

Must adhere to The Gorilla Glue Company’s Core Values that ensure everyone works together to exceed expectations.

Have fun, be passionate and show it!

Act with integrity and respect in all relationships.

Communicate openly and appreciate the effort of others.

Embrace knowledge, growth, and change.

Strive for excellence in what we do every day!