3P Partners

  • Sales Director - Foodservice, Distribution and Co-Manufacturing

    Job Locations US-OH-Orrville
    Job ID
    2018-1482
    Category
    Business Development, Sales and Marketing
    Type
    Full-Time
  • Overview

    We are searching for a Sales Director to lead the Contract Manufacturing, Food Service and Distributor (CFD) sales team for a mid-sized dairy company in Ohio.

     

    This position will be based with the team in Ohio with some travel to customers and trade shows.

    Job Function

    Sales Leadership Activities

     

    • Participate on the Sales Leadership Team by contributing strategic feedback and ideas for improving partnerships, platforms, processes, and programs
    • Establish and manage the sales strategy to drive growth in the CFD business by collaborating with marketing, the channel teams, operations, and other key stakeholders
    • Provide general leadership to the sales organization through leading by example, being a positive influencer of change and growth, and building talent within the full organization
    • Work with the Vice President of Sales to build fiscal annual operating plans and set annual objectives, goals, strategies and measures for the CFD team as a whole and its individual members
    • Interview, hire, and manage distributors and brokers as needed to support the CFD business
    • Plan and execute territory and channel priorities including priorities for specific key accounts in concert with the channel and marketing leaders that include but are not limited to product new product roll outs, product development prioritization, customer strategic planning, and other planning activities
    • Ensure the Company is appropriately represented and participates in the relevant trade groups, trade shows and other business development activities
    • Collect, organize and draw insights from competitive intelligence gathered in the field and ensure these market themes and trends, both threats and opportunities, are well represented back into the business and appropriately acted upon
    • Ensure customer feedback is appropriately organized, prioritized, and effectively represented back into the business
    • Manage sales contracts within the CFD customer base including facilitating the creation of new agreements, monitoring compliance with existing agreements and streamlining the commercial contracting process
    • Create and manage appropriate change management practices are followed for key commercial terms including within the team including pricing and other terms-of-trade
    • Participate in problem solving teams as necessary to drive improvements in sales processes, cost-to-serve, service level performance, etc.
    • Track and manage the performance of each member of the CFD team ensuring compliance with the Company’s bi-weekly coaching model, individual development plans, year-end performance evaluations, and personal improvement plans (PIPs) as necessary
    • Ensure the CFD team is in compliance with key sales and cross-functional business processes including but not limited to pipeline planning, weekly reporting, promotion planning and execution, service level management, etc.
    • Lead forecasting efforts for the CFD channel team to inform operations, marketing and set financial guidance
    • Evaluate current portfolio of products and identify ways to drive higher levels of top-line and bottom-line growth through portfolio mix and margin mix analyses
    • Evaluate CFD distribution network and work key customers and members of the Supply Chain organization to drive greater profitability and service
    • Manage and approve all team expenses

    Sales Growth Activities

    • Identify new territory and customer growth opportunities for the Company in the CFD team including expanding into acquiring new customers, expanding our portfolio in existing customers and developing new products for new growth opportunities
    • Be an ambassador for the Company including its mission/vision, core values, value-proposition, brands, products, and services to customers, trade groups, and key CFD stakeholders
    • Build strategic relationships with key buying influencers within existing customers and potential customers
    • Work with the Key Account Development Managers to accelerate the CFD team’s ability to identify, qualify, present to and close new business
    • Drive our food service strategy across commercial and non-commercial food service businesses, including key broadline, system and specialty distributors

    Sales Maintenance Activities

    • Ensure the Company and the CFD team maintains goodwill with existing accounts and drives positive customer satisfaction by effectively executing against service and quality objectives and advocating for the Company and customer while demonstrating appropriate field problem solving management when those service and quality objectives are not being met
    • Assist the CFD Key Account Development Managers in helping customers with promotional activities or deviations from existing programs
    • Ensure the CFD team keeps customer receivables current and conduct collection activities or remediation on behalf of the Company where needed
    • Collaborate with the CFD supply chain team to ensure alignment of priorities, execution against terms of trade and appropriate improvement in service levels
    • Monitor CFD customer pricing and recommend updates when appropriate
    • Ensure that customer information files are up-to-date and coordinate CRM efforts to easily cross-pollenate talent

    Required Duties of all Associates

    • Manage all business according to the cultural objectives of the Company (values and behaviors)
    • Understand and execute the principles of the Company’s Operational Excellence program driving the right behaviors, standards and continuous improvement across all operating entities
    • Participate in cross-functional teams as required to advance the business interests of the Company
    • Compliance with all company and regulatory policies/guidelines relating to associate safety, food safety and food quality
    • Other duties as assigned

    Job Requirements

    • Bachelor’s Degree with 10+ years of progressive sales leadership experience in the CPG industry.
    • Existing relationships with key stakeholders at quick serve restaurants, food service distributors and brokers. 
    • Experience managing national accounts and selling dairy products via mid-size or specialty distribution channels is an added bonus.
    • Track record of utilizing data analytics and industry insights in value-added sales pitch.
    • Strong financial acumen, probelm solving and decision making skills
    • Ability to execute strategy and work effectively within established business processes
    • Good organizational agility and cross functional matrix management
    • Proven ability to work collaboratively with manufacturing, supply chain, quality and R&D to deliver results for the customer.
    • Working knowledge of food service industry trends, especially distributor segmentation
    • Ability to analyze and synthesize all types of data (e.g. consumer, customer, market, financial)
    • Experience commercializing new food service product platforms
    • Strong supply chain background and understanding 
    • Experience building high-performing teams, empowering direct reports through rewards and recognition, in addition to coaching and development.

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