Full Job Description
Eagle Foods is a leading producer and marketer of canned sweetened condensed milk (SCM), evaporated milk (EVAP) products, and snack foods. Eagle was established in 2015 as a carve-out from The J.M. Smucker Company and subsequently has completed three key acquisitions:
December 2015: Carve-out of canned milk assets from JMS
August 2016: Purchase of Cornfields, manufacturer of the ready-to-eat (RTE) popcorn brand G.H. Cretors and other salty snack products.
August 2017: Acquisition of Popcorn Indiana
Eagle Foods represents a unique scale platform with both Branded and Private Label offerings and is currently the largest independent player of scale in its categories.
Current brands include:
Eagle Brands: Since 1856, Eagle Brand has been a strong player in the condensed milk space. Currently, the sweetened condensed milk comes in regular and fat-free. Eagle is the #1 brand in SCM with a premium price and high-level brand awareness. Other canned milks brands include Magnolia, PET, and Milnot.
Cretors: Cretors produces popcorn using real, simple high-quality ingredients. The unique artisanal process had been passed down for the past 130 years. Products include: Cheese & Caramel Mix, Cheese Lover’s Mix, Buffalo Ranch Mix, Honey Butter Kettle Corn, Organic Chile Jalapeno White Cheddar, Organic Extra Virgin Olive Oil, Organic White Cheddar, Organic Dill Pickle, Cheddar Cheese Corn, Caramel Corn and more.
Popcorn Indiana: Popcorn, Indiana is an innovator of popcorn and whole grain snacks. All Popcorn, Indiana products are made from non-GMO corn and contain whole grains. Products include a line of flavored classic popcorn as well as Drizzlecorn (Kettle Corn drizzled with milk chocolate). Popcorn Indiana has a strong brand heritage and consumer awareness.
Monster Pop: Monster Pop is a healthy, delicious and fun treat for kids to enjoy. It is healthy, natural, gluten-free. It comes in flavors like: Finger lickin’ Pizza, Big-Time Butter, Cheeserific Cheese and Kooky Kettle.
Crispy Fries: Crispy Fries are restaurant inspired, crispy, crunchy fries that you can enjoy at home. Made from 100% potato they are the perfect snack to enjoy at any time during the day. Crispy Fries come in 5 delicious flavors: Sea Salt, Hot!, Bacon Cheddar, Salt & Vinegar and Ketchup.
Skinny Sticks (formerly Hi I’m Skinny): Skinny Sticks are branded snacks that use only the highest quality ingredients for better taste and quality; without cholesterol, trans fats, and artificial flavors and preservatives. All snacks are vegan, certified gluten-free, and are certified Kosher.
Eagle foods has a Private Label business and is currently the #1 Private Label manufacturer in both SCM and EVAP and #3 manufacturer of RTE popcorn. Eagle Foods markets and distributes through many U.S. retail channels, which include grocery stores, club stores and mass merchandisers, as well as foodservice and export, U.S. military, and private label business.
To date, total net sales are ~$325-$350 million with projected next 12 months EBITDA of over $50 million.
Job Description Summary
The Director of Sales, Grocery/Drug contributes to Eagle Family Foods success by planning and developing the Eagle portfolio within the customer base of the assigned geography and is responsible for achieving sales target and assigned strategic account objectives (KPI’s.) This role requires previous account and sales agency (broker) management experience, the ability to understand and leverage syndicated data to influence customer decisions, and the ability to build a business plan aligned with Eagle’s strategic vision. This position requires leadership, influencing and activation with internal and external stakeholders. This position will report to the Vice President of Sales.
Ability to influence and lead customers, sales agency partners (brokers) and the internal cross-functional organization
Ability to analyze information and convert related activities into a comprehensive work plan and strategy for the assigned geography
Ability to communicate and make recommendations to upper management
Ability to identify basic problems and procedural irregularities, collect data, establish facts and draw valid conclusions
Ability to multi-task and drive multiple projects
Ability to work independently in a fast-paced environment with changing priorities
Demonstrated problem solving, time management and priority setting skills
Must live within the geographic area of the account responsibility
Tasks and Responsibilities
Delivering sales growth results across all Grocery and Drug Customers within the assigned geography
Creating a strategic vision of success for customers, as aligned with Eagle’s strategic goals
Developing clear business growth plans and executing with excellence with strong internal and external influence.
Developing compelling sales presentations utilizing multiple data sources to achieve DSMP activity aligned with Eagle’s priorities
Setting KPI’s for success, communicating and monitoring progress vs. targets
Effectively driving the sales agency (brokers) to achieve Volume, Trade Spend, and DSMP KPI’s in the most cost-effective manner.
Effectively managing Trade Funds within assigned budget in a manner that maximizes ROI
Effectively forecasting demand (in conjunction with the demand planning function) to ensure the highest levels of visibility and predictability.
Collaborating with Marketing to leverage Eagle promotional platforms with customer base
Strong collaboration with internal stakeholders to ensure effective execution
Eagle Foods will provide reasonable accommodations to allow an employee to perform the essential functions of the job.
Minimum Qualifications and Experience
Bachelor’s Degree required
5-10 years of experience managing customers in CPG
5 years of experience managing sales agency partners (brokers)
Competency managing dry grocery brands (center store)
Excellent written and verbal communication skills
Willing to travel extensively (40%)
Experience within a large CPG company and/or a private equity owned company is a plus
Strong analytical skills (syndicated data, consumer trends reports, etc.)
Both branded and private label experience a plus
Work Environment: The work is performed largely in a field environment. Hours of work will generally be during regular business hours with at least 40 hours a week. At times there will be some variation in work hours due to, special projects, deadlines and other concerns and the regional manager must be willing to put in the extra time & efforts to manage expectations.