Director, Commercial Distribution, Away From Home

Califia Farms is seeking a highly motivated and experienced Director of Commercial Distribution, managing all aspects of our corporate Broadline Away From Home Corporate partnerships. Working closely with the General Manager, Director of Field Sales, and Director of Non-Commercial, this position will serve to elevate our industry position as a partner for growth. This individual will develop, maintain and manage existing Broadline Commercial Distribution Accounts: Dot, Sysco, Odeko, Chefs’ Warehouse, US Foods, PFS, Vistar, and Ben E Keith, with the possibility of expansion into convenience distribution and groups.

• Oversee distribution strategies and joint partnership planning by developing annual business growth, sales and margin plans in line with strategic goals
• Plan, manage and forecast annual revenue targets, for annual plan and quarterly re-forecasts
• Drive continued growth through new programming to unlock effective new business
• Development and deploy account strategies amongst the cross functional teams through monthly communication updates of priorities and share opportunities
• Lead annual negotiation with partners and strategic planning around RFPs
• Strategize and implement unlocking new segments of business through our distributor partners and Califia product extensions
• Spearhead driving internal cross functional strategy sessions across field sales and Non-Commercial to identity under penetrated markets and action plans against the respective targets
• Develop quarterly promotional plan to further unlock voids
• Manage and develop a direct report that supports Commercial accounts
• Manage and build strong customer relationships via consistent and value-add communication and messaging
• Communicate Califia Farms annual sales strategies and quarterly/monthly initiatives to distribution
• Establishes and manages a clear set of KPIs
• Implement systems to track and benchmark against key initiatives and goals
• Work with Distributors to align on performance gap closure, monthly priorities
• Ensures Califia resources (POS, Trade Funds, Incentives) are managed utilizing Telus and Salesforce diligently
• Direct and monitor all aspects of trade promotion to ensure maximum impact
• Work in lockstep across segments to benchmark performance and best practices with Field Sales and Non-Commercial teams
• Proactively uses Business Intelligence to increase account penetration
• Travel for customer and company meetings, events, and food shows: up to 40%

• Bachelor’s Degree preferred
• 10 years of relevant experience in food & beverage and 3+ years in sales management
• Outstanding sales distribution management experience and achievement
• Understanding of broker business model
• Strategic thinker and excellent negotiator and influencer
• Strong attention to detail, organizational and analytical skills
• Entrepreneurial spirit with growth mindset and strategic skillset
• Excellent communication and presentation skills (written and verbal)
• Strong understanding of industry data and access, interpret and draw accurate conclusions to make the case for a plan of action or decision
• Good interpersonal, organizational, and time management skills

The expected salary range for this position is between $150,000 - $180,000 per year based on a full-time schedule.  Location, confirmed job-related skills, and experience will be considered in setting the actual salary.

The Company is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law.