Ecommerce Sales Director - King Arthur Flour - Norwich |

Ecommerce Sales Director

King Arthur Flour | Norwich,

The Employer has temporarily removed this posting
Reports to Vice President of Sales

The Ecommerce Sales Director develops, oversees, and manages all aspects of Ecommerce sales for King Arthur Flour's (KAF) retailers. He/she is responsible for developing and executing specific sales plans/programs with said retailers resulting in the delivery of his/her assigned revenue budget and the overall teams' budget. The role works cross-functionally with a variety of departments including, but not limited to, Sales (brick & mortar), Marketing, Trade/Digital/Shopper Marketing, Operations, and Finance to develop and execute brand strategies which build KAF brand awareness, drive sales and deliver profitable revenue growth. This position utilizes best practices research to achieve maximum organizational effectiveness and is expected to strongly represent KAF's mission and core values.

  • Develop and drive profitable sales within Ecommerce accounts for King Arthur Flour
  • Understand Internet Sales and Marketing best practices to increase customer acquisition, retention and growth
  • Understand search engines (SEO & PPC) and those factors that create high rankings in Google
  • Lead new channel expansion of direct-to-consumer marketplaces, for example, Amazon,,, Thrive,, Fresh Direct, Peapod, etc.
  • Shape and deliver new go-to-market and investment models to increase growth opportunities with strategic eCommerce accounts
  • Deliver assigned revenue and volume sales targets within budgeted guidelines
  • Manage trade budget and other resources to optimize results
  • Forecast sales (updating in REAL time) per Ecommerce retailers; provide guidance to KAF inventory/supply teams
  • Grow / Maximize KAF distribution with Ecommerce retailer accounts:
    • Own the Ecommerce retailers' product portfolio
    • Ensure the right balance of product offerings
    • Lead the development of "right" size/pack configurations and other appropriate innovations built to optimize Ecommerce sales
  • Understand and manage all aspects of the "evolving" decision making/go-to-market process within Ecommerce retailers including account direction/changes/new tools and how decisions are made at the individual retailer level in order to optimize KAF presence
  • Effectively manage and optimize KAF's relationship with Ecommerce accounts
  • Willingness to travel as needed (usually 30% of time)
  • Identify, foster, build and operationalize new customer relationships to compete in online marketplaces
  • Lead, shape, and fully operationalize KAF first party (1P) strategies while simultaneously growing third party (3P) strategies to continuously optimize the impact of being an effective seller through online marketplaces
  • Lead across eCommerce accounts to deliver strategies and tactics using relevant insights stemming from category, shopper, competitive, and business performance analytics
  • Develop and implement necessary capabilities required to win in online marketplaces across multiple KAF stakeholders including sales and marketing
  • Shape existing product mix, pricing and promotional strategies with consideration of individual marketplace dynamics to drive growth and increase share of category among competitive brands for KAF
  • Collaborate across sales channels to help all eCommerce partnerships drive growth using insights from online marketplaces
  • Execute the overall 4P Guidelines, Product, Placement, Promotion, and Pricing, working closely with KAF's trade/category management and marketing teams
  • Leverage marketplace/Ecommerce retailer learnings/insights and other data source analytics into opportunistic plans to support KAF's Marketing planning process and brand strategy development
  • Contribute to KAF's category and marketing plans, with Ecommerce specific insights and promotional strategies
  • Manage assigned trade budgets to ensure that all resources are effectively used to drive both optimal results and ROI while delivering profitable revenue/sales growth
  • Analyze promotional activities - performance / level of spending, and evaluate key programs' results against established Key Performance Indicators (KPIs), leveraging trade and finance teams as needed for ROI assistance
  • Drive marketplace planning with internal stakeholders to design sales strategies that result in successful outcomes for eCommerce accounts
  • Track retailer performance in all sales fundamentals against the category, competition and growth targets/KPI's
  • High degree of honesty; is trustful, self-confident, and performs all activities in an ethical and respectful manner
  • Ability to provide exceptional customer service to both internal and external stakeholders
  • Results Oriented: self-directed, motivated
    • Holds both his/herself and others accountable for results; maintains environment of high integrity
    • Seeks challenges and has a results-oriented mindset
  • Strategic
    • Good Listener - Listens first; then responds based on what he/she has learned
    • Ability to not only see what is but also be able to imagine what could be
    • Ability to anticipate change and look for opportunities
    • Demonstrates passion for product line
  • Organizational Leadership
    • Excellent leadership skills; able to effectively inspire and direct people and manage/support a wide breadth of retailer accounts
    • Collaborative management style - Ability to involve other organizational members as appropriate
    • Ability to prioritize and focus on responsibilities which will deliver the greatest impact
    • Skilled and experienced communicator; possesses strong presentation skills
    • Demonstrates a high degree of emotional intelligence
  • Intellectual Horsepower
    • Thrives in a fast-paced, dynamic work environment with tight timelines
    • Able to navigate the challenges of a high performance, entrepreneurial environment
    • Analytical - Ability to seek data and make decisions based on a combination of both fact-based information and experienced intuition
    • Demonstrated complex problem-solving skills
  • Flexible and Adaptable
    • Welcomes change; willing to try new approaches/methods/technology
    • Risk Taker - Comfortable with unfamiliar paths and exploring the "what if's" of the Ecommerce function
  • Innovative and Creative Thinking
    • Challenges Status Quo
  • Intellectually Curious
    • Pioneering spirit and drive - Proactively seeks knowledge and skills
  • Influencing Skills - Ability to persuade and inspire others towards an idea or goal; effectively utilizes a strong sense of urgency when required
  • Bachelor's degree in business, marketing or related field
  • Master's degree in business or relevant field preferred
  • Minimum 5 years of sales experience
  • Ecommerce and CPG experience required, flour category experience a plus
  • Proficient in Word, Excel and PowerPoint

Job Code: 242
Posted On: 2019-03-19 10:00:31
Closing Date: Open Until Filled
Telecommute: Yes
Categories: Management, Sales
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