POSITION AVAILABLE:

         JO 15225

 Corp Executive Sales Director - Industrial Ingredients & Flavors
Directs all facets of industrial ingredients products, devising and implementing sales strategies, forecasting sales,  management and development of assigned team as well as supporting  peer division teams where needed. Strong focus on Building a high performance sales team, developing the team for growth, Development & implementation of Individual sales plans. Absolute Potential to be promoted into a VP Sales & Marketing role.

Location:

Upper Central Midwest Great Lakes Corp Headquarter Office based.  (relocation package provided)

Salary Range:

$Six-figure base + bonus /incentives + car allowance 

Summary:

The Director of Industrial Ingredients will lead, direct, manage, and coordinate the efforts of 6-8 direct home office based regional sales reports and cross-functional team.  Responsible for the creation, development and execution of sales strategies, business plans, forecasts, and results for the food ingredient accounts and customers.

Product line: Innovative  Custom Spices/Seasoning Blends, Sauces,  Flavor Systems & Modifiers, & other ingredients

Major Duties:

 

·   Deliver new product wins, sales, and margins across all US Industrial ingredients categories & products.

·   Develop and execute account business plans that outline customer strategies, requirements, sales forecasts, and customer satisfaction thresholds for accounts.

·   Execute sales strategy and tactical execution to assure strategic alignment with the company's overarching strategic plan.

·   Work with technical and operations personnel to assure alignment of sales strategy and product offerings with technical and operational capabilities.

·   Strengthen customer relations through proactive communication, customer responsiveness, satisfaction, and strategic alliances.

·   Implement annual price increases, by product, to obtain targeted margins, profits, and profitability.

·   Prepare & attain budgets while conducting business activities in accordance with approved corporate guidelines.

·   Lead, manage, direct, report activities. Monitor performance against objectives & established deliverables.

·   Develop & implement quarterly tactical plans in conjunction with management & cross-functional teams.

·   Represent the company in various industry and professional organizations

Essential
Functions:

 

·         Establishes and attains sales goals, strategic and tactical plans for assigned personnel

·         Provides leadership activities, training and support for assigned personnel.

·         Directs &  supervises all the activities of the Industrial Ingredient Sales Team (6-8 home office based)

·         Hires, trains, and coordinates account planning efforts for each assigned person's training.

·         Provides access to technical sales training & support with the other members of the assigned group

·         Develops and implements strategic sales plans to accommodate corporate goals to include: sales analysis, problem solving, account planning, market analysis to determine customer needs, and pricing requirements.

·         Communicates through effective tools to ensure development & implementation of programs & utilization of proper research & development capabilities. Communicate cross-functionally internally.

·         Meets with assigned and prospective accounts to present products, concepts, sales and marketing programs.  Manage relationships and establishes targets/goals as appropriate.

·         Maintains existing relationships and manages ongoing support requirements with existing accounts.  Monitors implementation of sales/marketing programs to assure they meet planned objectives.

·         Provides support for sales presentations with all targeted accounts to assure customers are knowledgeable about Co’s value proposition utilizing company technologies, products & capabilities.

·         Provides ongoing recommendations for profitable and marketable new product opportunities based on customer intelligence and feedback.  Partner with internal R&D, operations, etc to evaluate feasibility of new opportunities and develops business case analysis for it.

·         Initiates and participates in new product development process as established by the company.  Establishes link between customer requirements, R&D, Quality, production and facilities operations.

·         Creates and presents professional conceptual and product presentations as well as business reviews as required.  Represents the company at trade association meetings and conventions to promote this Company’s capabilities.

·         Prepares periodic sales reports showing volume, potential sales, and areas of proposed client base expansion as well as defense of current business.

·         Monitors and evaluates the activities and products of the competition and reports pertinent activities to the organization.

·         Effectively communicates in all levels of the organization in a leadership role.

·         Effectively handles difficult and sensitive employee or customer relationship.

·         Travels as needed.

Expectations:

Director, Industrial Ingredients Expectations:

·   Deliver new product sales and margin improvement across Industrial Ingredients and Technology product lines.

·   Develop and execute account business plans that outline customer strategies and requirements for accounts

·   Execute sales strategic and tactical plans in support of business strategy and objectives (aligned with company goals)

·   Work with technical and operations personnel to assure alignment of sales strategy and product offerings with organizational capabilities and resources

·   Strengthen customer relations through proactive communication, customer responsiveness, satisfaction survey, and strategic alliances

·   Implement pricing increases to obtain targeted margin and profitability goals

·   Prepare and attain budget objectives

·   Lead, manage, and direct sales team (6-8)  activities and monitor performance against objectives and established deliverables

·   Develop and implement quarterly tactical plans in conjunction with management and cross functional teams

·   Represent Company in various industry and professional organizations

·   Strategy training for team  /  CRM utilization for team

·   Cross Functional Team leadership and participation: 90% participation in semi-monthly meetings

·   Reporting of sales data to VP Sales and Marketing

·   Alignment with Marketing for tradeshow participation and prospect lists

Qualifications:

BA or BS Degree, additional MBA, a plus 

 

MUST have: 5 yrs minimum experience in a sales management/leadership position, directly managing other sales reps from a corporation location as well as territory home office based & responsibility for their individual development.

 

Must have:  9-10 yrs experience selling value-added Food Ingredients or flavors,

A thorough knowledge of the value-added ingredients industry such as Industrial Manufacturing & Foodservice Headquarter Chain Acct companies that would utilize custom seasonings, flavors, other food ingredients.

Well-developed interpersonal and communication skills and the ability to lead, motivate and develop sales personnel are necessary. Effective organizational and managerial skills are required.

Contact:

Terri Sherman, Vice President-Industrial Foods, Ingredients & Flavors, Tom Sloan & Associates, tsherman@tsloan.com,  414-530-4171 cell

Please reply to position #15225 when responding to this position.