Date: Dec 12, 2019
Location: Downers Grove, IL, US, 60515
Company: Glanbia
The Vice President of Sales is responsible for providing top-level leadership and direction to maximize business results and achieve volume and profit objectives. This role is responsible for growing and better serving retail accounts to achieve assigned gross and net sales quotas, and improve profit objectives for the following year. The Vice President Sales will be responsible for the Internet Channels of business as well as FDM in Canada, the US and Mexico. This individual will also be responsible for managing the sales merchandising function. This position will lead a team of approximately 10 people and a combination of brokers and distributors. This Vice President develops strategic and collaborative business plans to deliver long-term mutual growth with key accounts and business segments to attain company goals, and positions Optimum Nutrition, BSN, Isopure and ABB Brands as a leader penetrating all levels within the customer organizations to deliver growth and maintain goodwill.
Essential Functions:
- Promote and maintain a positive rapport with all key customers to achieve Company objectives. Cultivate respect, support and business partnering of all senior management with all key accounts to insure the achievement of national goals
- Work cross-functionally to develop partnerships with other key disciplines (e.g., marketing, manufacturing, human resources) to ensure that company resources are focused to maximize marketplace opportunities
- Develop a customer-focused culture and exploit new market opportunities
- Meet and exceed Company volume, profit and share sales objectives on products sold through all key customers
- Lead team to make fact based decisions, and to identify opportunities and threats through strong analytics
- Develop an organization structure and manpower plan to support the strategic needs of the Retail Sales Team. Hire, train and develop talent and implement a fair and equitable management performance system
- Work in conjunction with the operations, marketing and finance teams to deliver a best in class forecasting and S&OP process
- Establish annual, quarterly and monthly sales targets, and monitor results versus individual objectives, taking necessary actions to improve performance and provide innovative approaches for success
- Instill a culture of innovation by driving knowledge and best practices throughout the organization
- Promote sound account responsibilities and develop partnering plans with retail execution that is monitored for effective program delivery
- Identify opportunities for mutual profitability for customers
- Develop, execute and evaluate sales promotion plans, utilization of market development funds and merchandising ideas and ensure execution, review and tracking of all plans, programs
- Effectively trains sales personnel to improve all aspects of their job performance and prepares leaders for advancement
- Continually evaluates the performance of all associates ensuring that high performers are challenged and developed for advancement, and that the strongest people in the division are supporting the most important accounts
- Responsible for ensuring the development and implementation of new selling programs are in line with corporate strategy.
- Ensure that Sales personnel are provided with timely notice of key market events, price changes, new product introductions, competitive activity, and potential problems / opportunities.
- Continually evaluate distribution and establish distribution objectives for each sales territory
Knowledge, Skills and Abilities:
- Candidate needs to be a strong leader who has demonstrated success in inspiring and leading cross-functional business initiatives
- Excellent, professional relationships with senior levels of retail stores and Internet retailers such as Amazon, Jet.Com, Iherb or Vitacost. nationwide with experience in both the Canadian and the Mexico markets.
- Exceptional sales skills including negotiation, account management, account penetration, and strategic selling
- Strong demonstrated background in working with a direct sales force
- Strong, professional relationships with senior levels of major retail stores nationwide
- Exceptional record of hiring, managing, and promoting top performers
- Straight-shooter with sense of high accountability
- Strong demonstrated track record of problem solving and priority setting. This position requires strong strategic and tactical skills
- Proven success leading a sales organization targeting major and chain accounts
- Hands-on knowledge of sales planning/customer marketing with strategic planning, implementation, and experience in multiple channels of distribution
- Team leader with demonstrated success in inspiring and leading business initiatives
- Track record of meeting and exceeding goals, and strong year-over-year growth
- Recognized as a successful leader with ability to organize, recruit, retain, motivate, and develop a cohesive and high performance team
- Strong communication and listening skills with the ability to adjust style to effectively interact with external customers and internal staff
- Excellent track record of achieving tough, demanding goals
- A foundational knowledge of CRM and TPM systems and process.
Education/Experience:
- Four year undergraduate degree in Business Administration, Marketing or related field
- Minimum of 10 years of progressive sales management experience at a national level within the consumer products industry
- Experience strategically assessing the market landscape, building and executing specific, segmented strategies to win business across a diversity of customers
- International experience is a plus but not required
Nearest Major Market: Chicago
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