Director of Sales – Mass & Club

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ADVANTAGE AUSTRIA Croatia

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B2B • eCommerce • Retail

ADVANTAGE AUSTRIA Croatia is a platform promoting Austrian businesses and products, focusing on connecting them with local markets. The organization provides information and resources to help Austrian firms expand their reach and assist Croatian enterprises in sourcing high-quality Austrian goods, especially in sectors like gourmet foods, such as specialty olive oils. They aim to foster trade between Austria and Croatia, enhancing business opportunities and partnerships.

2 - 10 employees

Founded 1954

🤝 B2B

🛍️ eCommerce

🛒 Retail

📋 Description

• Lead Graza’s Mass and Club expansion business • Full ownership of sales, forecasting, promotion, and customer relationships, secondarily supported through broker partners • Deliver channel revenue, share and distribution goals; own annual and quarterly planning and performance tracking • Work closely with existing Club business lead, ensuring expansion plans are well coordinated to be complimentary and incremental • Lead customer joint business planning and relationship development with senior-level retail buyers and cross-functional stakeholders • Successfully expand Graza’s presence across new categories, ensuring flawless market entry and execution • Manage Graza’s mass and club broker relationships; set direction, strategy, and priorities while being the primary face of Graza to key customer partners • Manage trade spend effectively and efficiently; ensure strong ROI and alignment with brand and channel objective • Maintain high forecast accuracy and tight collaboration with Demand Planning to ensure strong in-stock performance • Partner with Category and Shopper Marketing to develop integrated customer plans and storytelling that highlight Graza’s total value proposition • Identify and mitigate potential conflicts across channels; ensure aligned, consistent execution across customers • Foster a high-energy, accountable, and collaborative team culture that thrives in a fast-paced, growth-oriented environment

🎯 Requirements

• 8–12+ years of CPG sales experience, including direct management of large grocery customers (Walmart and/or Target required preferred) • Proven success leading sales teams and delivering strong results in fast-growing or entrepreneurial environments • Deep understanding of trade management, category strategy, and the grocery retail landscape • Highly analytical and organized, with strong forecasting and planning discipline • Proficient in syndicated data tools such as Nielsen & Retail Link; able to translate insights into actionable sales and customer strategies • Excellent communicator and relationship-builder, able to influence internal and external stakeholders • Comfortable working in ambiguity and energized by building structure in a fast-moving company • Passion for food, innovation, and building brands that consumers love

🏖️ Benefits

• Health Care Plan (Medical, Dental & Vision) • Monthly Wellness Stipend • 401(k) Plan • Flexible Paid Time Off (Vacation, Sick & Public Holidays) • Bonus • Lots of olive oil!