Sales Director Club Channel

Company: Del Monte Foods
Location: Walnut Creek
Posted on: April 7, 2025

Job Description:

Company and Position Information:Del Monte Foods (DMFC) is a multi-national food company headquartered in Walnut Creek, CA, with a powerful portfolio of brands, including iconic Del Monte, Contadina and College Inn. Our premium-quality meal ingredients, snacks and beverages can be found in six out of ten U.S. households.At Del Monte Foods, we believe in supporting one another. In helping our people shape their own careers - in letting them grow outward, upward and across disciplines. We are tending to the greater good, providing accessible, nourishing, great-tasting food for all. We are Del Monte Foods - Growers of Good.The salary range for this role is:$117,880.47 - $212,096.80Responsibilities:The Sales Director Club Channel will be responsible for the successful achievement of the ongoing Merchandising, Assortment, Pricing and Shelving objectives established each fiscal year for Costco and BJs.The key competencies associated with this position include (but are not limited to):

• establishing a strategic vision & perspective for assigned customers and the Club Channel
• effectively managing ambiguity & complexity in the marketplace
• developing strategically aligned partnerships with assigned customers
• demonstrating decision making agility
• providing thought leadership through creative and innovative customer approaches
• utilizing business & financial acumen to deliver assigned revenue & profit goals within assigned spend.This position involves direct sales responsibility for Costco HQ/PL initiatives, Costco Regional management, responsibility for Costco's International business (Mexico, Asia, Europe), BJs Wholesale, and leading strategy & innovation for Costco and BJ's.Achieve Fiscal Year Financials:
  • Direct and deliver key financial metrics versus AOP sales with an aligned trade spend planIn-Market Execution:
    • Develop customer specific objectives in support of Del Monte's strategic plan
    • Merchandising: Execute against key event merchandising objectives
    • Pricing: Manage everyday pricing within GTMS
    • GDP's: Grow GDP's/maintain share of GDP'sCustomer Development:
      • Direct and drive JCBP partnership at appropriate levels of Costco Corp and Regional offices, BJs Wholesale, and strategic approach to entire Club channel.
        • New Item Selling and New Item Development: Deliver new item objectives
        • Develop and submit KS/Private Label bids and contracts for current and new distribution opportunities
        • Work with Corporate buying teams as well as internal innovation teams to facilitate and implement labels/graphics and packaging changes as appropriate.
        • Lead and coordinate all Plant Tours content, logistics and attendance on an on-going basis
        • Develop and gain alignment of KS forecast in accordance with the existing contracts
        • Work with international buyers to provide all required documentation for international regulatory compliance
        • Train/educate internal teams on Costco, BJs, business requirements
        • Develop and track annual CY plans with strategies to deliver continued growth over the next 2-3 years; share progress with senior management on a quarterly/bi-annual basis.
        • Effectively engage and leverage cross functional resources (HQ Business Unit, CS&D, Shopper Marketing, Retail Operations, Supply Chain,Capabilities:
          • Leverage customer development of above identified customers utilizing cross functional resources such as Marketing, Operations, Demand Planning, R&D, Customer Finance and Business Intelligence Analytics, to drive volume and share growth.
          • Manage the business forecasting across all business segments and entry into our trade and forecasting systems.
          • Leverage CS&D to translate, integrate and activate Del Monte Consumer strategies into key customer-level business plans.Applied Focus Areas:
            • Achieve customer penetration and deliver sales presentations to critical personnel at Costco and Region offices assisting with BJs.Other duties as assigned.Del Monte Foods Leadership Behaviors:As leaders we:Ground Our Teams
              • Connect our teams to a clear strategy.
              • Provide the support our teams need for success.
              • Hold ourselves and our teams accountable.Create the Climate
                • Solve problems together with our teams.
                • Enable smart risk taking.
                • Empower our teams to make decisions and take action.Nurture the Good
                  • Are intentional about building trust.
                  • Lead with empathy.
                  • Grow and develop our teams.Qualifications:
                    • Bachelor's degree (BA or BS) required.
                    • 10+ years of retail sales experience in the CPG industry or with a broker; 5+ years focused on Club channel sales.
                    • Proven success managing all aspects of Club channel sales planning and execution, including:
                      • Strategic business planning, forecasting, and fiscal management.
                      • Trade spend optimization and retail execution.
                      • Innovation leadership and collaboration with cross-functional teams.
                      • Deep knowledge of Costco and Club culture, go-to-market strategy, and experience launching Kirkland Signature and other private label items (D13 experience a plus).
                      • Strong understanding of P&L management, syndicated data (e.g., Nielsen), and pack-based forecasting.
                      • Demonstrated ability to develop and present growth strategies to both Executive Leadership and account teams.
                      • Skilled in identifying customer needs and customizing plans via CS&D and internal resources.
                      • Strong analytical, strategic thinking, and problem-solving skills; self-starter with high integrity and team orientation.
                      • Excellent leadership, interpersonal, and communication skills.
                      • Proficient in Microsoft Excel and PowerPoint.WE OFFER:
                        • Competitive salary.
                        • Comprehensive benefits package including Medical, Dental, Vision, and 401(k).Please be advised that your application is not complete until you fill out, sign, and submit an Application for Employment for a specific position for which Del Monte Foods is actively recruiting. Your application must reflect that you possess the required qualifications for the position.No sponsorship is available for this position.No agencies or 3rd party vendors.

Keywords: Del Monte Foods, Concord , Sales Director Club Channel, Executive , Walnut Creek, California