As Head of Sales/Sales Director, you will lead efforts to increase sales of existing and new products across go-to-market channels, with a primary focus on offline distribution. You will own distributor engagement and distributor strategy, directly partnering with key distributors while also managing a sales team to achieve and exceed key objectives. The role includes direct account responsibility for key on- and off-premise accounts, securing new distribution in top accounts, and working closely with the distributor network to maintain and grow accounts.
Responsibilities include directly managing key distributors and owning cross-distributor strategy, such as distributor tiering. You will manage pricing approval across all SKUs and product lines, develop and oversee trade incentive and free goods budgets, and ensure strong field execution. You will oversee regional managers, set and manage in-market execution, lead risk mitigation to extend opportunities for both top- and bottom-line growth, and own recruitment and development for the field sales team. You will also develop a comprehensive sales plan covering pricing analysis, revenue targets, target retailers, and sales team activities, and define and deliver the go-to-market process in collaboration with trade marketing and online sales teams to drive an effective approach across channels.
You will design and present distributor programs to strengthen in-store execution, lead annual planning including pricing, programming, and forecasting based on sales data, and drive monthly forecasting in coordination with the Supply Director and global SOP team to improve forecast accuracy and support working capital outcomes. You will engage in consumer-facing events as a brand ambassador, including hosting events and using social and other tools to promote the company’s products and brands. Preferred qualifications include Arabic language ability, knowledge of tobacco/vape category considerations (including excise taxes and state tobacco taxes) and related risks, and strong negotiation skills; additional relevant trade market and in-store activation experience and high emotional intelligence are also valued. Quarterly travel across the USA is expected to visit distributors and support performance.