Senior Director of Sales - West Zone

fairlife, LLC is a Chicago-based dairy company that produces nourishing and great-tasting milk-based products made using a patented cold-filtration process that removes some natural sugars while concentrating the protein and calcium naturally found in real cows’ milk.

Our line of delicious, lactose-free fairlife® products includes: fairlife® ultra-filtered milk, which has 50% more protein and 50% less sugar than regular milk; fairlife® with DHA, ultra-filtered milk with DHA Omega-3 fatty acids to support brain health; fairlife YUP!®, a line of flavored milks; Core Power® High Protein Shakes, a sports nutrition drink to support post-workout recovery; fairlife® nutrition plan™, a nutrition shake to support one’s journey to better health; and the newly launched fairlife® creamers, coffee creamers designed to help enhance your coffee experience; and the newly launched fairlife® Light Ice Cream, a line of creamy, frozen desserts. In partnership with The Coca-Cola Company®, fairlife ultra-filtered milk and Core Power high protein shakes are distributed throughout the United States (U.S.) and Canada; all other fairlife products are available in the U.S.

To learn more about fairlife and its collection of products, please visit fairlife.com.

job purpose:  The Senior Director of Sales is responsible for leading all fairlife sales and commercial objectives across the fairlife portfolio of dairy-based nutrition brands in the West Zone of the Coca Cola North American Operating Unit (NAOU).  This role requires a true GM mindset to lead a team responsible for commercial, sales, planning and execution across all routes to market to drive flawless execution and partnership with our Retail, Foodservice, and On-Premise customers in the West Zone. The Sr. Director of sales will also be responsible for key Coca-Cola Bottler relationships in the West Zone including Reyes Coca Cola Bottling and Swire Coca Cola USA.  In addition, the Senior Director is responsible for meeting sales targets and company objectives for key customers and bottlers, while maintaining positive ongoing relationships with Zone leadership and the Zone Franchise Leadership organization within the NAOU. This individual will deliver against strategic commercial and sales initiatives based on company goals that will promote brand love, accelerate growth, and deliver unmatched value for our customers, the Coca-Cola system, and the company.  This person will be responsible for the full fairlife P&L across all brands and all routes to market in the West Zone of the NAOU.

responsibilities:

• Accountable for support with NAOU Zone and Bottler leadership to profitably grow fairlife business across all key customers in the West Zone.

• Responsible for development and execution of an aligned annual business plan with the NAOU West Zone leadership and Bottler leadership consistent with fairlife business objectives and commercial strategies.
• Serve as the lead fairlife Zone point of contact with respective Zone and bottler leadership to ensure strong collaboration and alignment with West Zone objectives

• Manage the development and stewardship of all fairlife region marketing and trade investments with the West Zone.
• Ensure that fairlife customer and bottler plans are developed and executed across full fairlife portfolio of dairy-based nutrition brands consistent with national commercial strategies and priorities for retail, foodservice, and on-premise channels to exceed fairlife’s Annual Business Plan.
• Ensure that bottler channel plans and region priority customer plans are developed and executed consistent with zone commercial plan strategies and priorities for retail, foodservice, and on-premise channels.
• Participate in all NAOU West Zone routines and planning process to drive business and ensure fairlife business goals are met with the customers and bottlers within the West Region.
• Deliver insights and clear performance executional scorecards vs. plan and recommendations for corrective actions to ensure delivery of business plan.
• Monitor fairlife portfolio performance vs. commercial execution objectives and re-plan as needed, including providing feedback to zone leadership, bottler leadership, and fairlife management via RE process.
• Responsible for talent development of direct reports.
• Responsible for full Zone P&L across all fairlife brands and routes to market, and ensure all guidelines and targets meet company financial goals and objectives.

key relationships and partnerships:

• NAOU West Zone leadership, West Zone franchise leadership, West Zone Customer team leadership, Bottler Senior Leadership

skills/qualifications required:

• Bachelor’s Degree in related field or equivalent work experience required
• Minimum of 5 years’ Key Account Management sales experience required, with a focus on food or beverage products preferred
• Minimum 8 years’ Bottler/Distributor management experience; preferably with food or beverage products
• Ability to leverage data and insights to tell a compelling story and drive business plan objects
• Strong business acumen ability
• Possess existing knowledge of local market
• Proactive attitude with entrepreneurial skill set, who thrives in a multi-tasking environment.
• Demonstrated ability to deliver creative solutions that meet business objectives in response to inevitable market challenges
• Effective communication, interpersonal, and organizational skills
• Ability to handle ambiguity and work in a fast-paced, entrepreneurial environment

position location: Home Office within designated territory (preferably Southern California)

reports to: Vice President, Field Sales and Regional Accounts

travel requirements: 50%

fairlife, LLC is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, national origin, gender, age, disability, veteran status, or any other category protected by law. All qualified applicants and employees will be given equal opportunity. Selection decisions are based on job-related factors.

In addition to its nondiscrimination commitment, the Company will also provide reasonable accommodation of qualified individuals with known disabilities unless doing so would impose an undue hardship on the Company. If you have a disability and would like to request accommodation in order to apply for a position with us, please email [email protected].