Retail Go-To-Market (GTM) Sales Director

OVERVIEW

Perfetti Van Melle (makers of Mentos, Airheads, Dentyne, Trident and Bubblicious!) is one of the world's largest manufacturers and distributors of confectionery and chewing gum with global brands that are being enjoyed in more than 150 countries worldwide. We’re currently seeking an enthusiastic Retail Go-To-Market Sales Director to join our growing team.  

WHAT YOU WILL DO

The Retail Go-To-Market (GTM) Sales Director is responsible for leading the US retail commercial strategy at Perfetti Van Melle (PVM). This role focuses on defining and executing the channel and customer vision, collaborating with Commercial Excellence to implement commercial standards, and optimizing the US Retail GTM strategy to enhance coverage and cost efficiency. Key responsibilities include identifying market opportunities, setting Retail GTM priorities, and managing resources to meet objectives. Success requires close collaboration across sales, marketing, finance, and operations, along with strategic alignment with external partners such as brokers, distributors, and customers.

Key Responsibilities:

Retail GTM Strategy & Commercial Execution:
- Develop and communicate the vision for the US Retail GTM strategy, including model, channel coverage, and field sales objectives.  
- Analyze market trends, customer needs, competitor activities, and industry practices to identify opportunities and risks.  
- Collaborate with cross-functional teams to ensure integration of commercial and GTM plans, aligning with business objectives, including strategic decisions on Where to Play / How to Win.  
- Manage the Retail RTM budget, securing resources to drive growth.  
- Lead the team in identifying growth opportunities across strategic channels and customers.  
- Define KPIs and performance standards for the sales teams and RTM partners.  
- Monitor and evaluate commercial plans, using data to drive continuous improvement.

Sales Activations & Execution:
- Set clear goals and targets for internal and external sales teams.  
- Translate commercial plans into channel, customer, and regional activity plans with KPIs linked to incentives.  
- Stay updated on technological, market, and commercial trends.  
- Ensure excellence in execution, improving people, processes, and technology for efficiency.  
- Oversee product education, execution analysis, and category insights for retail brokers.  
- Ensure successful implementation of retail strategies and programs.

Operational Delivery of Sales Plans:
- Manage retail sales systems, reporting, and processes, ensuring optimization of resources.  
- Oversee the DSMP strategy and execution, including Perfect Store – Perfetti Ready.  
- Develop and track account-specific strategies such as new item blitzes, promotions, and resets.

Insights-Led Sales Development:
- Lead the creation of insight-based sales stories and materials for broker partners.  
- Report on retail KPIs, helping sales leadership track progress against targets.  
- Provide resources, direction, and training for direct reports.  
- Ensure alignment with sales leadership on brand developments.

Project Leadership:
- Lead specific commercial projects to support the delivery of PVM’s US vision.  
- Work with Group Commerce to identify capability-building programs that improve sales and execution in the US.

WHAT WE NEED FROM YOU

•    BS/BA in Business or a related field required
•    10+ years of experience in the Consumer-Packaged Goods (CPG) Industry 
•    3-4 years of experience in managing retail teams and retail execution
•    Understanding of category and syndicated data analysis; interpreting and drawing accurate conclusions (Circana, Neilsen, and Retail Link) 
•    Understanding of SAP, TPM reporting, BI reporting, MSA and Circana data
•    Ability to achieve results with and through other departments who do not report directly to this position (including 3rd parties – e.g., brokers)
•    Ability to work effectively within a fast-paced, ambiguous, and changing environment
•    Ability to create business strategic plans using P&L/budget skills
•    Ability to effectively communicate key tactics and products that achieve the strategic objectives of brand and the business channels
•    Proficiency in MS Office apps Excel, PowerPoint, Word, Outlook, in addition to MS Teams and Access
•    Ability to analyze computer reports on sales data, forecasts, and budgets
•    Excellent analytical/problem solving skills with the ability to interpret data and handle complex situations in a cross functional environment

WHAT WE OFFER

At Perfetti Van Melle, we are committed to fostering a diverse, equitable, and inclusive workplace, where all individuals, regardless of background or identity, are valued, respected, and empowered to contribute their unique perspectives to the sweet success of our candy-loving community. Additionally, we have a core value of Care For Our People and we are proud to offer benefit programs that support our team members' goals and well-being including:

• PTO package including vacation, sick, personal, and pay it forward time off  
• 13 paid holidays  
• 401k with Company Match up to 8%, ranking in the top 1% of the country  
• Annual Bonus potential and merit-based increases
• Comprehensive Health Insurance
• Annual Well-Being subsidy
• Maternity & Paternity leave options   
• Sam's Club or Costco annual membership reimbursement  
• Tuition-Free College Program 
• Modest monthly candy allotment (Airheads, Airheads Xtremes, and Mentos)