Director, Club & Discount

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

Work Location: Chicago

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 goals. This includes managing and developing three Account Managers of varying levels and accounts. The role involves leading 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 from the account management team
• Lead business development & sales strategy for Club & Discount retailers with support from the Sales Strategy & Customer Marketing team. Partner with Sam’s Club on Club-specific innovation
• Develop performance objectives and measurements for three direct reports, aligning with their career development and goals
• Lead coordination and development of JBP’s, QBRs, Innovation Summits, and Strategic Customer & Commercial Reviews with customer VPs and internal stakeholders
• Oversee the annual process for the Club & Discount channel, coordinating cross-functional needs and adhering to Ferrara & customer timelines, including Modular Line Reviews, Rotationals, Feature Submissions, Samples, Item Setup, Forecasting, Monthly Demand Reviews, and Annual Planning
• Build and maintain long-term, collaborative relationships with Club & Discount customers through excellent customer service
• Establish internal relationships to influence and achieve objectives collaboratively
• Develop and implement 2-3 year strategic plans to deliver profitable, sustainable growth
• Support the development and execution of contingency plans to maximize growth and mitigate risks
• Collaborate effectively with Sales Strategy, Category Leadership, Supply Chain, Demand Planning, Sales Finance, and Retail Merchandising to maximize results
• Own the P&L, IBP process, and forecast accuracy for the Club & Discount channels
• Meet or exceed company growth objectives while managing trade budgets
• Provide constructive input to improve everyday processes
• Demonstrate the company’s core values and adhere to policies and procedures
• Perform other duties as assigned

Skills that will make you successful

• Ability to travel approximately 20% per month
• Proven track record of leading an effective and engaged team
• Collaborative & influential self-starter who proactively identifies risks and opportunities
• Detail-oriented with strong organizational skills and process management
• Analytical mindset with understanding of retailer-specific & syndicated data (Circana)
• Ability to influence through fact-based recommendations and deliver compelling presentations
• Excellent communication, presentation, and negotiation skills
• Strong relationship management skills emphasizing collaboration
• Ability to lift 40 pounds

Experiences that will support your success

• Bachelor’s degree required; Master’s degree a plus
• Minimum of 8 years of sales experience, including selling to Costco preferred
• At least 2 years in people management
• Expertise in Club merchandising strategies within FMCG categories
• Experience in P&L management and sales forecasting
• Experience in Customer/Channel Marketing, Category Management, or Sales Operations is a plus
• Experience working in Confections is a plus
• Proficiency in Microsoft Office, especially Excel and PowerPoint

What We Offer

Ferrara supports its employees with comprehensive benefits focusing on health, financial wellness, and paid time off (PTO). Eligible employees may also receive an annual bonus based on company performance. Learn more about our benefits at (company website).

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

Ferrara’s success is driven by innovation, retailer partnerships, and diversity. Headquartered in Chicago, Ferrara operates over 27 locations across North America, Brazil, and China, including manufacturing, distribution, sales, and R&D facilities. Ferrara is a privately held company related to Ferrero. Learn more at (website).

Equal Opportunity

Ferrara is an equal opportunity employer. Employment decisions are based on merit and qualifications without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, national origin, age, disability, or other protected status as required by law.

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