Director, Club & Discount

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For more than 115 years, Ferrara has created sugar confections that enable moments of sweetness, celebration, and connection for candy lovers of all generations. Today, the company is the #1 sugar confectioner in the United States. Ferrara boasts a passionate team of nearly 9,000 employees creating and delivering hundreds of products sold under 20 popular brands like Brach’s, NERDS, SweeTARTS, Laffy Taffy, and Trolli to more than 66 million U.S. households annually and popular Dori snacking products under brands such as Dori, Gomets, Pettiz, and Yogurte 100 in Brazil. Additionally, Jelly Belly, known world-wide for its confections, was acquired in November of 2023.

Work Location : Chicago Want to make an impact?

Reporting to the VP of Sales for Small Format & Club, the Director of Club & Discount will develop, plan and help drive business initiatives through collaboration with cross functional partners to achieve company objectives aligned with customer objectives. This includes the management and development of (3) Account Managers of varying levels and accounts. He / she will lead in plan development across the Everyday Confections, Fruit Snacks and Seasonal businesses to deliver profitable, sustainable growth and share gains for Ferrara across Club & Discount channels.

• NOTE
• Role can be remote

Ways you will make a difference

• Manage Club (Costco / BJ’s) & Discount (Aldi & various closeout customers) direct customer relationships with support of the account management team
• Lead business development & sales strategy for Club & Discount retailers with support of the Sales Strategy & Customer Marketing team. Partner with Sam’s Club peer on Club specific innovation
• Develop Performance objectives and measurements for 3 direct reports that align with employee’s career development and aspirational goals
• Lead coordination and development of JBP’s, QBRs, Innovation Summits, Strategic Customer & Commercial Reviews with customer VP and internal CCO / CMO audiences
• Lead the annual process for Club & Discount channel, coordinating cross-functional needs, adhering to Ferrara & Customer timelines : Modular Line Reviews, Rotationals, Feature Submissions, Samples, Item Setup, Forecasting, Monthly Demand Reviews, and Annual Planning
• Build and retain long-term, collaborative relationships for Ferrara team with Club & Discount customers via excellent customer service
• Establish internal relationships to effectively influence and collaboratively achieve objectives
• Develop and implement 2-3 year plans and strategies to deliver profitable, sustainable growth
• Lead in development and support execution of contingency plans to maximize growth while mitigating risks
• Effective cross-functional collaboration with Sales Strategy, Category Leadership, Supply Chain, Demand Planning, Sales Finance, and Retail Merchandising to maximize results
• Own the Club & Discount P&L, IBP process and forecasts accuracy
• Meet or exceed company growth objectives while adhering to trade budget
• Desire to provide constructive input to continuously improve Everyday processes
• Demonstrate the company’s core values
• Adhere to company policies and procedures
• Perform other duties as assigned

Skills that will make you successful

• Ability to travel approximately 20% / month
• Track record of leading an effective and engaged team
• A Collaborative & Influential Self-starter who proactively identifies business risks and opportunities with drive to pursue initiatives
• Detail oriented, strong organization skills, and ability to manage process effectively
• Analytical mindset. Understanding of retailer specific & syndicated data (Circana)
• Ability to influence through fact-based recommendations, and create and deliver strong presentations across functions and levels, internally and externally
• Excellent communication, presentation, and negotiation skills
• Strong relationship management skills, emphasis on collaboration and alignment, across functions and levels
• Ability to lift 40 pounds

Experiences that will support your success

• Minimum of Bachelor’s degree. Master’s degree is a plus
• Minimum of 8 years of Sales experience including experience selling to Costco strongly preferred
• Minimum of 2 years People Management
• Expertise in Club merchandising strategies and execution in FMCG categories
• Experience in P&L management and sales forecasting
• Experience in Customer / Channel Marketing, Category Management, and / or Sales Operations is a plus
• Experience working in Confections is a plus
• Proficient in Microsoft Office suite, emphasis on Excel and PowerPoint

What We Offer

At Ferrara, we're proud to support our employees with comprehensive benefits that enhance health, financial wellness, and include paid time off (PTO). Eligible employees may also receive an annual bonus based on company performance. Learn more about our benefits at

Compensation

The salary range for this position is $141,750 - $198,000 annually.

Ferrara’s success in industry-leading innovation has been driven by deep consumer insights, strong retailer co-creation and partnerships, and a dedication to diversity of thought, experience, and people. A privately held company, Ferrara has its global headquarters in Chicago and an operational network of more than 27 locations in North America, Brazil, and China that includes manufacturing, distribution, sales, and R&D facilities. Ferrara is a privately held Ferrero related company. Learn more at or .

EQUAL OPPORTUNITY

We are proud to be an equal opportunity employer. In order to provide equal employment and advancement opportunities to all qualified applicants and employees, employment decisions and opportunities at Ferrara will be based on merit, qualifications, and abilities, without regard to race, color, creed, religion, sex, sexual orientation, gender identity and expression, marital or civil union status, national origin, ancestry, citizenship, age, military or veteran status, disability, handicap, genetic information, pregnancy (childbirth or related medical condition), or on any other basis prohibited by law. This policy governs all aspects of employment, including selection, job assignment, compensation, discipline, termination, and access to benefits and training.

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