Sr. SALES DIRECTOR, FUN 101 (JLB)

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.  For almost 40 years, we’ve helped launch and grow some of the most innovative brands at Target, including FAO Schwarz, Method, 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 passionate employees come from a variety of backgrounds including emerging brands, large CPGs, and of course, Target.

The Team:

The JLB Sales & Account Management team helps brands grow at Target, and Target win in the marketplace. We intimately understand Target’s strategy and can help translate brand ideas into business opportunities. Our experienced team guides our clients through all stages of Target, from launch to execution.

The Role:

As Sr. Director of Sales – FUN 101, you are directly responsible for identifying and pursuing new business and clients that will grow the business in some of the most exciting industries. You will operate as the industry expert in all things PLAY & POP, reporting to the Vice President of Sales who oversees all Discretionary businesses. Additionally, you will deepen and enhance relationships across the current FUN101 portfolio of vendor partners and Target Merchant Team. You will oversee and mentor a team of sales professionals (Sales Leads, Account Managers and Specialists), providing guidance, training, and support to achieve and exceed sales, revenue, and profitability targets.

As Sr. Director of Sales, FUN 101 (JLB)

• Oversee all business planning and sales-related activities on behalf of our brand partners at Target.
• Develop and maintain strong relationships with our client base and strive to achieve both their goals and the goals of Target.
• Actively manage, grow and scale your assigned client portfolio through assortment expansions, merchandising, displays, pricing and more
• Build meaningful and strong connections with key Buying & Planning leaders in FUN101 at Target to understand business focus, strategy, and key initiatives.
• Drive the identification, solicitation and sourcing of new business and whitespace opportunities, attending industry events as needed
• Dive Deep into data, constantly analyzing performance, leveraging competitive market data, and unearthing opportunities for growth and improvement
• Coach, Develop and Train a team of Sales Leads, Account Managers and Specialists, and ensure outstanding operational excellence on behalf of your clients
• Constantly ideate with and bring new initiatives and opportunities to Target
• Coach our brand partners on thriving in a complex and ever-changing retail landscape
• Collaborate with cross functional teams to raise the value of JLB, our clients, and each other
• Drive financial performance by building annual strategic category plans to achieve annual sales/revenue and margin goals
• Negotiate client relationship, scope of work and commission/fee structure
• Contract Management, including initiating, negotiating, executing, and renewing
• Coach and train team to have a strong financial acumen foundation

What You’ll Bring:

• 10+ years of Sales/Account Management experience (required), preferably in the Toy & Entertainment industry
• 10+ years of item level forecasting experience (required)
• 7+ years of previous experience working with Target’s corporate offices (required)
• 5+ years of mentoring and people leadership experience (required)
• Passion for all things Pop Culture
• Proficient in Microsoft Excel (required)
• Self-starter
• Ability to communicate through story-telling
• Problem solving and navigating ambiguous situations

What we offer:

• Full-Time Benefits (Medical, Dental, Vision, Life)
• 401(k) with company match
• Training and Career Development
• Generous Paid Time-Off

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 Sr Director of Sales is responsible for the overall management of assigned market(s), achieving client deliverables related to each client’s budget and bonus objectives, achieving the market’s Profit and Loss (“P&L”) targets, generating new business opportunities, and managing the business unit operations. This incumbent may be dedicated to servicing several significant clients, or may be responsible for multiple clients’ goals, while also encompassing customer relations and implementation. Title of Sr Director Sales is awarded based on a combination of the market’s volume, number of customers and associated complexity, and the market’s strategic importance.

Essential Job Duties and Responsibilities

Financial

• Achieve P&L Targets - Manage business unit resources to deliver EBITDA* objective. [* Earnings Before Interest, Taxes, Depreciation, and Amortization].
• Drive Revenue Growth - Identify revenue opportunities and align business unit resources to gain those new revenue opportunities.

Business Development

• Client Management - Work with the Business Development Manager (BDM) to organize business unit team to retain and grow all client relationships. In conjunction with the BDM, ensure that a plan is in place with each client to achieve client Key Performance Indicators (“KPIs”) to create “raving fans”.
• Customer Relationships - Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid-level of the organization; help sales associates establish a pattern of regular communication and business reviews to create “raving fans” of our customers.

Optimization

• Ability to anticipate future market changes so that resources can be adjusted accordingly; this includes planning for new revenue growth as well as customer shifts/consolidations.

People Development

• Manage talent to meet future business needs by identifying high potential(s) within the team, create and implement individual development plans for high potential(s), identify a successor, and effectively manage associates who are not satisfactorily achieving Company, client, and/or customer performance/business objectives.
• Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid-level of the organization; help sales associates establish a pattern of regular communication and business reviews to create “raving fans” of our customers.

Supervisory Responsibilities

Direct Reports
- Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources

Indirect Reports
- May delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements
- Travel and driving are essential duties or functions of this job.
- Travel up to 30-50%

Minimum Qualifications

The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job

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

Field of Study/Area of Experience:

- 12+ years of experience in retail sales/marketing and business development role
- 6+ years of experience in P&L management
- 6+ years of experience in management/leadership; working in a fast paced, dynamic business environment, and managing a team of direct and indirect reports

Skills, Knowledge and Abilities

• Conflict management skills
• Well-organized, detail-oriented, and able to handle a fast-paced work environment
• Good interpersonal skills
• Ability to make oral presentations
• Team building Skills
• Decision making skills
• Extensive understanding of the CPG industry
• Ability to work effectively with management
• Flexible and adaptable, able to change and alter according to changes in projects or business environment
• Excellent written communication and verbal communication skills
• Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers
• Ability to complete multiple duties with accuracy shifting from one to another with frequent interruptions and competing deadlines
• Ability to exercise sound judgment
• Ability to direct, lead, coach, and develop people
• Ability to research and analyze data effectively
• Demonstrated ability to provide cross-functional leadership

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.

Any estimate, schedule, or guideline provided to associates in this job description or elsewhere in connection with their jobs is only intended to help describe job duties and for planning purposes. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).

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.