Version: V13

Job description

Title:                 Director of Sales

Company :       Redemption Plus

Industry :        Distributor: Toys & Prizes for Family Entertainment Centers (FEC)

Brand:              Products that perform. Services that simplify.

Web:               

HQ Location :  South of Mass Pike, Rt 495 area in Massachusetts

Candidate Location : 45-minute commute

Report to :      Chief Eecutive Officer

Hybrid : P         Partial WFH

About our Client

Headquartered south of the Mass Pike, near major highways; Redemption Plus is a large distributor of toys that thrives on innovation.

With thousands of customers, they are the premier source for redemption toys and novelties. Since 1996, Redemption Plus has been helping customers grow their game room revenues with redemption, crane, and merchandiser prizes.

In addition to data-driven prize curation, we also provide valuable redemption management training and technology solutions to empower employees and help businesses reduce the time and resources spent on mismanaged inventory.

The company is privately owned and has grown to be a dominant player in each industry segment.

Our Customers

Currently Redemption Plus works with large and medium-sized players in three large verticals:·

• Large Family Entertainment Centers (FEC) operators like Dave & Busters·
• Small and Medium multiple location retail outlets with Arcades-examples are bowling alleys, movie theatres, and similar venues
• Route operators that service “Crane Machines” in high-traffic areas

Our products

See

The Search Process

Derby Management is coordinating the search process for Redemption Plus, recognizing that past and future success is directly related to the quality of the people on the team. Through careful selection, the company identifies individuals who possess the ability, desire, and dedication to grow with Redemption Plus

Why is our client a great career move?

If you would like to work for a company where your disciplined skills are essential to success, and your proven past successes are appreciated and valued, then please read further. Success in this senior management position is defined by an individual who loves both the art and the science of the profession of Sales, and wants the opportunity to drive customer value and is committed to making it happen.

The result of your efforts is a base of highly satisfied customers providing the ability for the company to increase its “share of wallet” in current markets, drive lead generation, and expand into additional markets.

The company believes your assessment of customers, products, and market developments is essential information to run the business profitably.

Position Summary

We are searching for an experienced CPG Sales Director to drive our growth strategy focused on current customers and new prospects. As a key part of the Leadership Team reporting to the Chief Executive Officer, the Sales Director will drive revenue, lead a high-performing sales team, and optimize sales strategies.  With 10 years of progressive sales experience, this person is expected to lead with expertise, mentor the team, and contribute to the broader success of the company.

Specific responsibilities would be the following:

Sales Strategy Development and Execution

• Develop and implement sales strategies : Create long and short-term sales strategies aligned with the company’s business objectives, market trends, and consumer behavior.
• Identify growth opportunities : Monitor market conditions, competitors, and customer preferences to find new opportunities for product penetration and market expansion.
• Set annual and quarterly sales targets : Define clear revenue goals and track performance to ensure sales targets are met or exceeded.
• Develop and manage detailed sales plans and selling tools including playbooks, lead gen templates, value propositions and similar requirements.

Team Leadership and Management

• Lead and manage the sales team : Oversee the hiring, training, development, and performance of sales representatives, sales support and customer service.
• Foster a high-performance culture : Set performance expectations, provide regular coaching, feedback, and professional development to enhance the team's productivity and morale as a high-performance team
• Collaborate across departments : Work closely with marketing, product development, operations, and finance to ensure seamless alignment between sales strategies and company initiatives.

Customer Relationship Management (CRM)

• Identify and pursue new business opportunities : Develop a pipeline of new accounts, expand relationships with existing customers, and work on securing major contracts. This person is currently highly fluent in one of the primary CRM platforms

Sales Performance Monitoring and Reporting

• Analyze sales performance : Monitor sales data, trends, and KPIs to assess team performance, identify areas of improvement, and optimize strategies.
• Commissions : use data to set commission targets by group and team member

Budgeting and P&L Responsibility

• Manage the sales budget : Oversee the sales department budget, ensuring that resources are allocated efficiently for maximum ROI.

Training and Development

• Conduct training sessions : Ensure the sales team has the necessary tools, skills, and knowledge to succeed in their roles.
• Stay updated on industry best practices : Encourage continuous learning and improvement, ensuring the sales team remains competitive and adaptable.

Crisis Management and Problem Solving

• Handle escalated issues : Address conflicts or challenges between the company and clients, ensuring timely and professional resolution.
• Navigate changing market conditions : Adapt the sales strategy to respond to market disruptions, competitive actions, or supply chain issues.

Customer Relationships

·      Build and foster strong relationships with key customers and oversee Line Reviews where appropriate

·      Devise strategies to increase share of wallet at key customers (roughly top 10% of customers by number

·      Customer visits:  Coordinate and ensure communication continuity with major customers

·      Major Trade Show:  organize meetings with key customers and the CEO well in advance of major shows.

Other as assigned.

Required Sales and Business Analytics Skills: ·

·      Manages and sells through a sales process with selling tools (playbooks, templates, other )

·     Highly Organized

·     Excellent communication skills: writing, listening, speaking, presentation

·     Excellent time management skills

·     Tech Fluent: CRM, lead gen, , online sales skills training

·     Proven ability to create an accountability culture

·     Owns a hiring and onboarding process for sales and support people

·     Creates metrics that drive behavior

·     Understand a process to sell to “C” level execs

·     Understands personas and value proposition selling

·     Relatable to all levels of buyers and management

·     KPI’s: Develops and sets KPI’s for the team

·     Implements and executes a basic commission plan

·     High Volume: Experience with a business that offers 1,000+ sku’s would be helpful

·     Metrics: Proven ability to discuss your accomplishments in quantitative terms and the resulting revenue results

·     Talent Management: comfortable discussing talent upgrade issues

·     Low Turnover: intimately understands what motivates top sellers and why they stay and why they leave

Experience:

·     7 years direct selling for a consumer products manufacturer or distributor

·     7 years managing sales in a B2B company where customers and prospects are reselling your products to consumers

·     International Selling: some would be ideal; either South America or Middle East/Asia

·     History of successful Product Line Reviews with customers that resulted in a larger “share of wallet”

·     Shelf Space: Can build and manage battle plans for “shelf space” wars

·     Sales Leadership: has implemented cultural change and accountability establishing and implementing the company’s core values

Industry Focus

o  Currently employed by a Consumer Product Company (CPC) is a baseline requirement 

o  Toy industry would be ideal

o   Family Entertainment Center (FEC) experience would be outstanding

Travel Expectation

o  5 days/month managing our inside sales team based in Kansas 

o  In-person selling with Account Managers and Account Execs is required

o  Total travel of 40%

Personal Attributes Required for Success:

·     High emotional intelligence : can read a room

·     Grit : instill the value into the sales team to be highly focused on customer satisfaction and how the company helps them to be better.

·     Charismatic

·     Exudes confidence : customers understand how you help them be better

·     Roll-up sleeves : fully believes “we are all in this together.”

• Business Acumen : Unique combination of being business-minded and highly analytical
• Personal Productivity : Ability to maintain a high level of activity, manages multiple competing priorities, and works effectively in a results-driven culture.
• Minimal Oversight : Able and willing to work independently with minimal supervision
• Exceptional Communication abilities : written, verbal, and presentation communication skills.
• Organization and Details : Attention to detail, excellent organizational and time management skills.
• High Integrity : Put the company’s reputation first in all interactions
• Self Confident so that you know anything is possible with hard work, planning, and good teammates
• Able to prioritize responsibilities with the appropriate level of urgency
• Highly motivated and strong work ethic ; someone who takes initiative and does not wait to be told to do things

Education.  Bachelor’s degree in Business or a related field.

Geography: currently resides West or South West of Boston

Compensation.  Marketplace competitive: Base and Bonus