Director of Sales International Development - San Leandro, CA

Overview

Director of Sales International Development

Locations:
Multiple locations including Orlando, Florida;
Chicago, Illinois;
Buffalo, New York;
San Leandro, California

Employment Type:

Regular

Salary/Home office details:
Home office in California: $157,184-$204,319; IL, FL, & NY: $148,911 - $193,566

At Ghirardelli, we aim to become a one billion dollar brand and beyond, driven by our brand commitment to Making Life A Bite Better. We are committed to personal and professional growth, and each employee contributes to Ghirardelli s growth and success.

The Director of International Development leads Ghirardelli internationally, including Professional Products (restaurant focused) and Branded (retail focused) businesses. The Director works with external selling agents and internal cross-functional teams, building export plans and executing them to drive strong sales growth outside the United States.

Key responsibilities include establishing strategic plans, brand building, marketing activation, pricing & promotion, supply chain management, and achieving sales & profit budgets. Success requires strong cross-functional collaboration to ensure offerings are appropriate and infrastructure, tools and products for international success are in place. Leadership of export management companies and country distributors is essential to achieve results through others. The Director brings top-line and bottom-line perspectives to decisions and manages forecasting, trade spending and sales reporting;

an entrepreneurial spirit is valued to pioneer the business.

The role also leads a team focused on expanding the Ghirardelli Duty-Free Global Travel Retail business across specified regions to meet or exceed annual objectives (Net Revenue, Profitability, Fair Market Share). The Global Travel Retail focus spans the Americas, APAC and Middle East regions, building the Ghirardelli brand profitably and sustainably.

The Director of International Development is a member of the Ghirardelli Professional Products leadership team and the Company leadership team, contributing to direction across the organization.

Lead International Sales & Marketing Organization

• Build strategic direction for the international business to achieve strong, sustainable long-term growth.
• Collaborate with importers to plan and execute growth across targeted countries.
• Ensure consistent product supply to importers.
• Create brand-building marketing activation plans for targeted countries.
• Offer the best products and packaging to international customers.
• Build internal support to champion export needs.
• Achieve NTS budgets and influence GP% budgets.
• Meet Professional Products and Branded Sales priorities; develop short- and long-term plans for country distributors and in-store presence.
• Spend within expense budgets and optimize trade funds ROI.
• Forecast and manage trade spending systems effectively.
• Select and manage Export companies; work with country importers and operators; champion resource expansion as needed.
• Intervene to resolve issues requiring oversight.

Deliver Financial Results

• Achieve NTS, GP% and OP budgets.
• Meet Professional Products & Branded Sales Priorities.
• Manage trade funds and departmental budgets; oversee related systems.
• Provide accurate monthly forecasting.
• Maintain high service levels.
• Lead scorecard planning and tracking with importers and key accounts.
• Provide timely updates to the VP of Professional Products.

Develop Team Members

• Hire, develop and manage performance of the team.
• Foster an inclusive environment aligned with values and purpose.
• Manage direct reports and coach for success.
• Oversee Export Management Companies and Country Importers; provide ongoing product, materials and program training.
• Assess and adjust team capability as needed; propose resource expansion when appropriate.
• Address performance issues promptly.
• Understand team members  professional goals and support achievement.

Develop Key Customers

• Develop a strategic vision for short- and long-term growth of the Ghirardelli business internationally.
• Lead international sales through export partners and country distributors.
• Penetrate key countries and identify business development opportunities with key customers.
• Engage personally with international importers and large customers to build the business.

Be a Leader within the Organization

• Demonstrate passion, commitment and integrity; protect confidential information.
• Treat issues with a top-line and bottom-line perspective; collaborate across functions.
• Sell and protect the premium nature of our products; build brand equity through quality in all actions.

May perform other duties as assigned.

• BA/BS Degree, MBA desired
• 10+ years of Professional Products/CPG selling, marketing and management experience
• Increasing levels of responsibilities; international experience preferred
• Ability to speak multiple languages is a plus
• Ability to travel domestically and internationally; travel 25% - 33% of the…