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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, it 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 such as Brach’s, NERDS, SweeTARTS, Laffy Taffy, and Trolli, reaching over 66 million U.S. households annually. The company also offers popular Dori snacking products in Brazil, including brands like Dori, Gomets, Pettiz, and Yogurte 100. Additionally, Jelly Belly, known globally for its confections, was acquired in November 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 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 planning across the Everyday Confections, Fruit Snacks, and Seasonal businesses to deliver profitable, sustainable growth and share gains in Club & Discount channels.
* NOTE: Role can be remote
Ways you will make a difference
* Manage direct customer relationships with Club (Costco / BJ’s) & Discount (Aldi & closeout customers) with support from the account management team
* Lead business development and sales strategy for these channels with support from the Sales Strategy & Customer Marketing team. Collaborate with peers on Club-specific innovation
* Develop performance objectives and metrics for three direct reports, aligned with their career development and goals
* Lead coordination and development of JBPs, QBRs, Innovation Summits, and strategic reviews with customers and internal teams
* Oversee the annual planning process for the channels, coordinating cross-functional needs and adhering to timelines
* Build and maintain long-term, collaborative relationships with customers through excellent service
* Establish internal relationships to influence and achieve objectives collaboratively
* Develop 2-3 year strategic plans for growth
* Support contingency planning to maximize growth and mitigate risks
* Collaborate effectively with multiple departments to maximize results
* Own the P&L, IBP process, and forecast accuracy for the channels
* Aim to meet or exceed growth objectives within the trade budget
* Contribute to continuous process improvement
* Demonstrate company core values and adhere to policies
* Perform other duties as assigned
Skills that will make you successful
* Ability to travel approximately 20% per month
* Proven leadership and team engagement skills
* Proactive, collaborative, and influential self-starter
* Strong organizational and detail-oriented skills
* Analytical mindset with understanding of retailer data (Circana)
* Ability to influence through fact-based recommendations and deliver impactful presentations
* Excellent communication, negotiation, and relationship management skills
* Physical ability to lift 40 pounds
Experiences that will support your success
* Bachelor’s degree required; Master’s preferred
* At least 8 years of sales experience, with strong preference for experience selling to Costco
* Minimum of 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
* Proficient in Microsoft Office, especially Excel and PowerPoint
What We Offer
Ferrara provides comprehensive benefits supporting health, financial wellness, and paid time off. Eligible employees may receive an annual bonus based on company performance. Learn more about our benefits at [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, with over 27 locations across North America, Brazil, and China, 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.
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