About the role:
As the Director of Sales at Clover, you will hold a vital position in driving the company’s sales and sustainability initiatives. Your primary responsibilities encompass strategic planning, team leadership, and stakeholder engagement, ensuring the growth of the business while upholding its commitment to ethical and environmentally conscious practices. Reporting to the VP of Sales.
As a purpose-driven, certified B corporation, Clover is leading the way for conscious businesses by demonstrating care for all stakeholders and moving the world forward. We are committed to lowering our environmental impact and meeting our sustainability targets, by providing kids and adults with healthy, nutritious, and delicious products that are made with care for animals, people, and the planet.
Salary range: $107,400 – $153,400 DOE
Key Responsibilities
- Assist teams in developing the annual sales plan/budget by customer, category, and
SKU and be accountable for the integrity of the plans that are put forward
- Lead team members to execute against annual plan Accountable for P&L management
of channel and ensuring team members have a very clear sense of the financial targets
to achieve
- Support high-value sales process activities and problem solve best approach with Sales
team – opportunity identification/creation, negotiations, deal closure
- Participate with customer and internal team on business planning process throughout
the year
- Participate in demand planning process to monitor forecast versus plans, new item
launches, and new customer onboarding
- Oversee trade spending, promotional programs, spending across the natural channel to
ensure targets are met
- Review monthly and quarterly sales volumes and profitability versus plan for each market
- Work cross-functionally with marketing, operations, finance, and other business
functions to lead aligned execution of how Clover goes to market
Deliver in-store execution performance
- Define what success looks like in the store and hold team accountable for deliverables
- Regularly walk stores to stay as close to the business and flag issues/celebrations with
team
- Build deep and strategic relationships with customers
- Cultivate and manage profitable relationships with customers
- Attend top-to-tops and engage sales leadership as necessary (i.e VP, Sales)
- Develop a clear understanding of customer’s organizational/decision-making structure to
maneuver effectively within organization
- Deliver customer business reviews and category performance presentations
- Participate in long-term planning and execution with customer leadership
Manage sales organization strategically to deliver the best results
- Actively look for business development opportunities and coordinate approach
accordingly (e.g., private label, cross-business/channel) – should have a hunting mindset
- Provide insights from the sales field back to the business
- Build and maintain strong culture within team to boost morale across organization
- Set and communicate clear objectives for the team and individual team members
- Manage business complexities (e.g., fragmented coverage across categories, difference
in customer re-set periods, etc.)
- Manage department budgets for travel, and entertainment
Grow your people
- Identify, recruit, and retain a balanced and diverse team based on member/candidate
strengths and role fit supported by relevant knowledge, skills, and experience
- Continuously work with team members to understand the day to day business while
influencing key strategic decisions
- Provide the foundation for team effectiveness by creating and maintaining team
processes
- Apply training and coaching effectively for individual and team development
What You Bring To The Team
- Bachelor’s Degree in Marketing or Business preferred, or relevant work experience
- 6-10 years of progressive experience in CPG Sales
- 5+ years of senior leadership experience, managing a team of up to 10 individuals
- Experience working with and owning National accounts, preferably within the Natural
Channel
- Exposure to and knowledge of category management and shopper marketing preferred
- Demonstrated ability to achieve and exceed results
- Strong team leadership and management skills with the ability to coach and mentor
- Ability to attract, develop, and engage high-performing teams
- Ability to comprehend and manage a complex, fast-paced business while managing
multiple priorities
- Possess a valid US passport and Drivers License
- Must have the ability to travel 6-10 days per month throughout California
About Clover Sonoma
Third-generation family owned and operated, Clover Sonoma is recognized as a leader at the
forefront of the dairy industry with their full line of conventional and organic dairy products. The
Petaluma-based company in California’s beautiful Sonoma County has always held themselves
to higher industry standards and is a dairy with many firsts. Clover was the first dairy in the
United States to become American Humane Certified for the humane treatment of their animals,
the first to switch to a 100% plant based, renewable carton and the first milk brand to launch a
post-consumer recycled (PCR) gallon milk jug, made with 30% recycled plastic. In addition,
Clover holds their partnership of family-owned dairy farms to a higher standard with its own
unique Clover Promise of Excellence — a set of regulations to ensure the highest level of
animal welfare, product quality, and sustainability measures are followed.
Clover is also known for their involvement in the community, giving back at least 5% of annual
profits through Clover Cares and most notably their infamous mascot, Clo the Cow, whose witty
puns and billboards have been delighting Northern California for over 50 years! With a history of
‘do-gooding’ built into their DNA, Clover was proud to become a Certified B Corporation® in
2016 – meaning that we use business as a force for good by putting people and planet
alongside profit.
Clover Sonoma is a proud equal opportunity employer. We value and embrace diversity for the
benefit of our employees, our consumers, our products, our community and the planet. We are
committed to building an inclusive workplace for everyone. We do not discriminate on the basis
of race, color, ancestry, age, religion, marital status, disability, medical condition, pregnancy,
genetic information, gender, sexual orientation, gender identity or expression, veteran status, or
any other status protected under federal, state, or local law. All employment is decided on the
basis of qualifications, merit, and business need.
