Sales

Director of Sales - Superstores

Full Time
St. Louis, MO

Company Description: Instinct® is a rapidly growing, family-owned marketer and manufacturer of science based 100% natural pet food for dogs and cats.  Instinct® is the Raw Brand, with a mission to get more raw nutrition into every bowl of dogs and cats, for proven healthier and happier long lives.  Our company mission is to Empower people to transform the lives of pets.  We are committed to hiring and developing a team of passionate, performance-oriented professionals who live by our 4 values of championing raw, empowered to make a difference, collaborating as one team, and striving for excellence through continuous learning and improvement. Our home office is located in St. Louis, Missouri with our Center of Excellence Raw Food kitchens in Lincoln, Nebraska.

Instinct® is part of the family-owned group, Agrolimen, who owns leading petfood and human food businesses in the US, China, Europe, and Africa.

Position Summary: This proven Sales & Commercial leader will help deliver Instinct® revenue and contribution margin targets, market share and overall brand health in Pet Specialty Superstores: PetSmart and Petco. This individual develops strong, collaborative relationships with customer leadership and will lead a talented and motivated Instinct Key Account Team to deliver disciplined planning, analytics and outstanding in-store execution. This person is a key member of the Commercial Leadership team and is expected to have some influence on the direction of the brand and go-to-market strategy model in collaboration with commercial partners.

Primary Job Responsibilities:

  • Develop and own Annual Sales and Operational Plans effectively aligned with customer revenue and investment (JBP) plans and Instinct® annual budget process
  • Leadership of the planning process which includes forecasting baseline sales and impact of incremental innovation, assessing more effective investment vehicles and management of the sales force budget
  • Lead JBP process discipline to maximize revenue growth opportunities and direct course correction action
  • Ownership of terms negotiation with customers, ensuring performance driven outcomes and highest return on investment
  • Aligning Instinct category strategy with our customer’s ambitions and leading the team to collaborate on joint growth initiatives to deliver profitable growth and in-market impact
  • Through the monthly business review process, identify root cause of any major deviation from plan and drive initiatives to help course correct in order to achieve revenue goal
  • Partner with Retail Marketing Team to deliver customer strategy against price promotion planning and effectiveness, post-promotional analysis and in-store marketing initiatives including retail training & education
  • Partner with Finance Team to optimize Monthly & Quarterly Business Reporting discipline, including functional usage of industry data, business insights and market data (NielsenIQ)
  • Collaborate with our Marketing Team to provide long lead Innovation input and gain customer input to help shape successful launch programs
  • Develop and strengthen Top to Top relationships, seeking strategic alignment to Raw category
  • Review and maximize Supply Chain efficiencies including forecast accuracy, reduced returns/compliance costs
  • Identify and develop a talent and motivated team of Sales Leaders, with annual development plans and pipeline of leaders for the future

Personal Attributes:

  • Proven track record in Key Account Management within Consumer Packaged Goods
  • Category Management experience with ability to understand the business from the retailer perspective
  • Demonstrated success and experience delivering win-win, principled negotiations
  • Collaborative team player with demonstrated ability to successfully work cross-functionally delivering the best of Instinct to our customers
  • Demonstrated experience in quantitative analytics including ROI analysis, syndicated data and data point connection
  • Excellent written and verbal Executive Communication skills
  • Strong attention to detail with a high level of accuracy
  • High degree of proficiency across Microsoft Office

Preferred Experience

  • Bachelor’s degree or higher
  • 5+ years sales leadership experience including, not limited to, account and category management, field sales leadership and retail management
  • Experience in Revenue Growth, Customer Relationships, Business Development, Business Planning

Travel Requirements:  

  • Regular travel to Customer HQs and St. Louis HO if remote
  • Regular travel to work with field sales execution/retail stores
  • Annual travel to Lincoln, Nebraska for Company Rally

Compensation and Benefits

Highly competitive compensation package includes health and dental insurance, life and AD&D insurance, flexible spending accounts, health savings account, short and long-term disability, paid time off, Purpose Days off for company partner volunteer opportunities, and 401k with company match.      

Our Instinct is to CHAMPION Diversity

At Instinct, we are as passionate about our people as we are about the pets we call family. We are committed to inclusion, empowerment, and respect. We believe that just like our pets, what sets us apart unleashes our greatest strengths. We thrive on the ability to not only empower people to transform the lives of pets through raw nutrition, but also to empower each other to inspire a culture that celebrates our differences. Our unique approach to pet food is what makes us who we are as a company, and our individual identities are what makes us a successful, innovative, authentic team.

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Instinct is subject to certain governmental recordkeeping and reporting requirements for the administration of civil rights laws and regulations. In order to comply with these laws, we invite applicants and employees to voluntarily self-identify their gender, race and ethnicity.

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  • Voluntary Self Identification of Gender, Ethnicity/Race

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Any answers you give will be kept private and will not be used against you in any way. You are not required to disclose any of this information and completion of the questionnaires is entirely voluntary.

Invitation to Self-Identify Gender, Ethnicity/Race

Instinct is subject to certain governmental recordkeeping and reporting requirements for the administration of civil rights laws and regulations. In order to comply with these laws, we invite applicants and employees to voluntarily self-identify their gender, race and ethnicity.

Submission of this information is strictly voluntary and refusal to provide it will not subject you to any adverse treatment.

The information obtained will be kept confidential and may only be used in accordance with the provision of applicable laws, executive orders, and regulations, including those that require the information to be summarized and reported to the federal government for civil rights enforcement. When reported, data will not identify any specific individual. This information will be maintained separately from your application for employment. If you do not wish to self-identify at this time, you may do so in the future by submitting this form. Failure to provide the following information will not subject you to any adverse action or treatment.

At Instinct there’s no room for racism or discrimination. We believe that every person must be treated equally and have the same opportunities. Thus, Instinct does not discriminate, as defined by applicable laws, based upon a person's race, color, religion, sex (including pregnancy and sexual orientation), gender (including gender nonconformity or transgender status), veteran status or current or prospective service in the uniformed services, political affiliation or activities, national origin, citizenship status, age, disability, marital status, ancestry or ethnicity, genetic information, or any category recognized by federal, state or local law or ordinance. The Company maintains its nondiscriminatory policies in compliance with not only the letter but the spirit of these laws. All employees are prohibited from engaging in unlawful discrimination. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. Upon hire, each employee will sign the acknowledgement page of the Instinct Employee Handbook to acknowledge all such policies including, without limitation, the foregoing policy concerning Equal Opportunity Employer policy.

A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race.
A person having origins in any of the original peoples of Europe, the Middle East, or North Africa.
A person having origins in any of the black racial groups of Africa.
A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands.
A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam.
A person having origins in any of the original peoples of North and South America (including Central America), and who maintains tribal affiliation or community attachment.
All persons who identify with more than one of the above five races.
Director of Sales - Superstores
St. Louis, MO
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