Sales Lead, Target (JLB Division)

The Team:

The JLB Sales team operates as an extension of our client’s teams, driving successful business partnerships, strategies and executions between Target and our clients. Our approach to Account Management is to build strong relationships and bring actionable recommendations that lead to growth.

The Role:

As a Sales Lead you will drive sales growth and flawless execution of assigned business unit. You will be surrounded by partners across all jlb functions that will help you create and execute strategies on your assigned book of clients to deliver and exceed our client’s sales, revenue, and profitability plan. 

What You’ll Do:

Lead, Manage, and Develop Account Management Team

• Collaborate with your team of Sales Coordinators and Account Managers to set team and individual objectives, career development, and team workload
• Partner with broader Sales Team leaders and peers to understand account shift, position, and promotional opportunities
• Manage and delegate the day-to-day activities and communication within the Business Unit and to Key Stakeholders to achieve T&A and deadlines
• Collaborate with cross functional teams outside of sales to raise the value of JLB, our clients, and each other.

Drive Sales, Revenue, and Key Objectives

• Set plans to deliver sales, revenue, and profitability targets for your book of clients
• Manage weekly/monthly planning and forecasting of sales and reporting against cost shipment targets
• Develop strategies to manage the digital shelf and oversee promotional and marketing planning with our clients and Target’s Roundel team. Measure and report on KPIs
• Build a sustainable path for flawless execution with Clients, Target Merchandising and Planning teams, and the greater JLB team
• Become an industry expert in the Categories and Departments your business unit serves, and partner with Sales Director, Lead Strategist and Sales Insights Leads to ideate new business opportunities, uncover whitespace and bring new client proposals to Target
• Create and Document annual vendor activity through VLP process. Record negotiations, assortment planning, business awards, joint business planning and Vendor Agreements
• Build strong relationships with both vendor and Target merchandise teams to deliver profitable sales growth and excellent customer support
• Lead and facilitate Vendor Submissions and Line Review Planning/Process
• Conduct Terms Negotiation with Target merchants on your client’s behalf

What You’ll Bring:

• 7+ years of Account Management Experience
• 7+ years of item level forecasting Experience
• Proficient in Microsoft Excel and Powerpoint
• 5+ years of previous experience working with Target’s corporate offices
• Self-starter
• Customer service oriented
• Ability to communicate through story-telling
• Problem solving and navigating ambiguous situations

About JLB:

jlb is an award-winning, retail consulting firm that is passionate about helping brands succeed at Target, and Target win in the marketplace.  Over the past 35+ years, we’ve helped launch and grow some of the most innovative brands at Target, including Method, Harry’s and Olly, and hundreds more like them. We offer Sales and Strategy, Business Insights, Consumer Research, Category Management, Digital Services, Trend, Creative, and Retail Service, delivering a customized approach based on the unique needs of each client.  Our collaborative team of 120+ passionate employees come from a variety of backgrounds including emerging brands, large CPGs, and mass and specialty retailers. 

We work hard and we play hard.  Our office is a lively environment that was built for collaboration.  Sound fun? It is! Come join us!

Seniority Level: Senior - Level

Industry: Retail & Sales

Job Will Remain Open Until Filled

The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Position Summary

The Regional Business Development Manager is responsible for all regional business development activities and acts as a Client Team Leader to large/growing Regional Clients, who are not served by the National Client Team. This position oversees the On-boarding of New Regional Clients into the Company, as well as gaining additional business with Existing Regional Clients by expanding them to other markets and channels.

Essential Job Duties and Responsibilities

Revenue Budget Achievement

• Deliver well defined Regional new customer revenue goals and existing customer white space revenue goals, while ensuring that all Clients’ brand marketing and Customer strategies are implemented.
• Increase regional sales through efficient management of promotional spending within Client guidelines.

Regional Business Development

• Lead the effort to identify, quantify, pursue, interview and close new business with clients and customers.
• Expand business within existing clients via increased geography and/or additional product lines.

Regional Client Services

• Meet or exceed Regional Clients’ goals for sales, distribution, pricing, shelving, and promotional volume by working with all related departments within Company Markets and/or Customers.

Client KPI’s Achievement

• Meet or exceed Client’s sales objectives across region(s).
• Ensure all base authorization, new distribution, retail pricing, shelving, and promotional guidelines are met within the assigned markets or Customers by regularly reporting discrepancies to appropriate Business Development Managers.
• Attain sales and promotional objectives within Clients’ “zero overspend” guidelines.

Business/Category Reviews

• Demonstrate sales accomplishments and areas of opportunity by leading sales presentations for key Customers and Clients.
• Sell business-building ideas to Customers through the use of syndicated data, (i.e. Nielsen, IRI data, Spectra, and forms of demographic data). 

Supervisory Responsibilities

Direct Reports

This position does not have supervisory responsibilities for direct reports

Indirect Reports

This position does not have guidance or mentoring responsibilities for indirect reports

Travel and/or Driving Requirements

 Travel and Driving are essential duties and function of this job

 Travel up to 70%

Minimum Qualifications

Education Level: (Required): Bachelor's Degree or equivalent experience

Field of Study/Area of Experience:

8+ years of experience in applicable field (sales, business development, marketing agency, client relations)

Skills, Knowledge and Abilities

• Proven track record in business development and managing client/business relationships
• Proven track record in sales, and other applicable fields
• Solid working knowledge of syndicated data
• Strong sales presentation and platform skills
• Excellent interpersonal skills
• Strong organizational skills
• Excellent written communication and verbal communication skills
• Proven track record of building and maintaining customer/client relationships
• Intermediate level knowledge and proficiency with PC software applications (Excel, MS Word and PowerPoint)
• Demonstrated track record of success
• Ability to visualize and plan objectives and goals strategically
• Ability to develop strategic plans to grow the business

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

Additional Information Regarding The Company Job Duties and Job Descriptions

Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.