Director of Sales Execution bei Caffey Distributing Company & Carolina Premium Beverage

Description

SUMMARY
The Director of Sales Execution leads regional sales teams and drives field-level strategies to grow revenue, expand market presence, and enhance customer satisfaction. This role ensures alignment with company goals, fosters a high-performance culture, and manages daily sales operations while coaching teams and building strong retail relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Formulate and implement effective sales strategies to achieve revenue, profit, and growth targets in alignment with organizational goals.
• Inspire, coach, and lead a high-performing sales team, fostering a culture of accountability, collaboration, and continuous improvement.
• Establish clear performance expectations and monitor key performance indicators (KPIs) to evaluate team effectiveness and guide improvement efforts.
• Design and oversee comprehensive training and development programs to build sales capabilities and maintain a “best-in-class” salesforce.
• Partner with operations, finance, brand management, and executive leadership to ensure alignment on company goals and strategic initiatives.
• Conduct market research and competitor analysis to identify new opportunities, drive market expansion, and strengthen competitive positioning.
• Develop, manage, and monitor the sales department budget, ensuring optimal allocation of resources and adherence to financial targets.
• Build and maintain strong relationships with key suppliers, distributors, customers, and industry partners to support strategic business goals.
• Drive the execution of sales initiatives, including promotions, incentives, special events, and merchandising efforts, in collaboration with internal teams and suppliers.
• Collaborate with the director of sales strategy, finance, operations, and executive leadership to align sales execution with broader business goals and resource planning.
• Oversee pricing strategy and contract negotiations to ensure competitive positioning and margin optimization in the marketplace.
• Conduct regular market visits and “work-withs” to assess executional standards, identify opportunities, and ensure field team effectiveness.
• Identify and implement tools, technologies, and processes to increase sales efficiency and streamline organizational workflows.
• Collaborate with brand management on forecasting, inventory control, and ensuring retail price realization to meet customer and company expectations.
• Ensure adherence to company policies, regulatory requirements, and quality standards including freshness and merchandising compliance.
• Prepare and present regular sales performance reports to the executive team, highlighting trends, insights, achievements, and strategic recommendations.
• Assist in talent acquisition and onboarding efforts, ensuring the recruitment of qualified and culturally aligned individuals.
• Represent the organization at industry events, trade associations, and community functions to strengthen brand reputation and partnerships.
• Ensure compliance with all applicable Federal, State, and Local regulations.
• Adhere to the company dress code and be properly groomed at all times.
• Perform other duties as assigned.

COMPETENCIES REQUIRED

• Analytical – Synthesizes complex or diverse information; uses intuition and experience to complement data.
• Problem Solving – Identifies and resolves problems in a timely manner; develops alternative solutions; uses reason even when dealing with emotional topics.
• Technical Skills – Strives to continuously build knowledge and skills; Shares expertise with others.
• Interpersonal – Listens to others without interrupting; remains open to others’ ideas and tries new things.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations; responds well to questions; participates actively in all company meetings. Provide ongoing training and professional development opportunities for the sales team.
• Teamwork – Puts success of team above own interests; able to build morale and group commitments to goals and objectives; recognizes accomplishments of other team members.
• Change Management – communicates changes effectively; monitors transition and evaluates results.
• Leadership – Exhibits confidence in self and others; inspires and motivates others to perform well; accepts feedback from others.
• Managing People – Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates’ activities; makes self available to staff; continually works to improve supervisory skills.
• Business Acumen – Understands business implications of decisions; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Cost Consciousness – Works within approved budget; contributes to profits and revenue.
• Organizational Support – Follows policies and procedures; supports organization’s goals and values; benefits organization through outside activities.
• Judgement – Displays willingness to make decisions; supports and explains reasoning for decisions.
• Motivation – Sets and achieves challenging goals; measures self against standard of excellence.
• Professionalism – Treats others with respect and consideration regardless of their status or position.
• Safety and Security – Observes safety and security procedures.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION
Duties require a broad knowledge of a general technical field such as accounting, finance, economics, industrial management, human resources, supply chain management, marketing, advertising, or business administration, etc. Education acquired in four years of college resulting in a B.A. or B.S. degree or by equivalent on-the-job training.
Degree: 4, Points: 60

EXPERIENCE
Over 3 years up to and including 5 years.
Degree: 5, Points: 100

COMPLEXITY OF DUTIES
Duties are widely varied and include an overall general knowledge of inter-related company operations, policies, and procedures and their applications to cases not previously covered. Duties require considerable judgement, originality and creative thinking to work independently toward general results; to apply logical thought processes to define problems, collect and interpret data, establish facts, and draw valid conclusions to devise new and modify and adapt existing methods, techniques and procedures in order to meet new or unusual requirements and to make related decisions guided by precedent and within limits of established policies.
Degree: 4, Points: 60

SUPERVISION RECEIVED
Under general direction working from company policies and general objectives with little functional guidance. Rarely refers specific cases to supervisor unless clarification or interpretation of company policies is involved.
Degree: 4, Points: 40

RESPONSIBILITY FOR ERRORS
Probable errors would not be apparent and would be difficult to detect, usually subject only to broad controls. Errors could result in serious losses so as loss of contracts, recommendation of unsuitable equipment, resulting in excessive cost or losses over an extended period’ or other complications requiring long range corrective measures. Work not subject to audit requiring considerable accuracy and responsibility.
Degree: 4, Points: 40

CONTACT WITH OTHERS
Outside and/or inside contacts with employees, major suppliers, customers, or general public involving use of influence, tactful judgment and proper conduct to negotiate matters and carry out policies and programs for the best interests of the company where improper handling will have a marked effect on operating results.
Degree: 4, points 40

CONFIDENTIAL DATA
Full and complete access to reports, records, plans, and programs of the company, where utmost integrity is required to safeguard the company’s competitive position.
Degree: 5, Points: 25

MENTAL / VISUAL / AUDITORY DEMAND
Frequently requires close application of thought processes for sustained periods, analysis, correlation, and application of factual and theoretical material of a lengthy and complex nature. Requires creative thinking about complex organizational goals, such as cost savings, operations optimization, brand acquisition, synergies, contract negotiations, etc.
Degree: 5, Points: 25

WORKING CONDITIONS
Usual office working conditions.
Degree: 1, Points: 5

CHARACTER OF SUPERVISION
General supervision of a department involving responsibility for results in terms of costs, methods, personnel, where “complexity of duties” factor warranted at least a fourth degree.
Degree: 4, points 40

SCOPE OF SUPERVISION
Responsible for supervising more than 50 and seldom over 100 persons.
Degree: 5, points 60
TOTAL POINTS: 495, GRADE: 14

EQUIPMENT
Ability to operate standard office machines such as copier, computer, fax, calculator, etc. Proficient with Microsoft Office programs.

LANGUAGE SKILLS
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and training manuals. Ability to effectively present information and respond to questions from groups of managers, employees and customers.

MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

PHYSICAL DEMANDS
The physical demands described here represent those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee frequently is required to stand, walk, and reach with hands and arms. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move more than 100 pounds. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus. Ability to travel between company locations and to accounts and special promotional events.

A job description, by its nature, can only include some aspects of the job. Because of this, any function that would reasonably fall under the responsibility of the Director of Sales Execution is assumed, and it is expected that the Director of Sales Execution will act accordingly. The Director of Sales Execution will be expected to perform any other task not included in this job description requested by management.

Qualifications