Vice President of Commercial Strategy – Value Added
Full Time
Carol Stream, IL 60188
Posted
Job description
At Prinova, WE LOVE FOOD! We are a billion dollar company with over 40 years in the food industry. As a leading global supplier and manufacturer of functional food ingredients, flavors, and aromas, we help our clients with their various food, beverage, and sports nutrition solutions. With CUSTOMER FOCUS as our central core value, we put pride in our work to ensure the end user has a quality product.
Awarded national recognition with Best and Brightest Companies to Work For
®
in 2022, Prinova has proven to be "an employer of choice." This award singles out companies with excellent HR practices and employee appreciation. Following the FISH® philosophy, Prinova strives to create memorable work interactions, foster community involvement, and encourage professional growth.
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Vice President of Commercial Strategy – Value Added
Department: Sales, Solutions
Location: Carol Stream, IL
Type: Full-Time
Location: Carol Stream, IL
Type: Full-Time
Summary:
The Vice President of Commercial Strategy – Value Added has the primary commercial responsibility for all sales execution for North America for the Value Added Businesses. The role is focused on achieving sales plans for the Prinova business for premixes, flavors, and contract manufacturing to support company growth goals. The role will promote profitable sales growth, and maintain customer satisfaction while leading the Value Added sales team. This role will also take ownership of the customer interface with our product and services offerings; and make sure that all functions are aligned to meet its strategic commercial objectives.
Essential Duties and Responsibilities include the following. Other duties may be assigned
Achieve Sales Growth Objectives
- Achieve financial targets for sales, gross margin, and profitability
- Maintain frequent in-the-field customer contacts via joint calls with Account Managers and Product Specialists
- Develop and maintain a strong working relationship with the Executive Team, Divisional leaders, and other key personnel
- Provide direction and develop sales plans and strategies for sales staff to implement
- Review and authorize account assignments
- Directs the implementation and execution of effective sales policies and procedures
- Establish metrics for both activity and results including but not limited to sales funnel, account planning, joint sales calls, executive calls, supplier target accounts, etc.
- Ultimately responsible for the success and development of the sales team members
- Directly manage and develop a few select accounts for sales growth
Business Operations
- Direct involvement with resolving business issues with customers
- Conduct quarterly internal business reviews with leadership
- Interact regularly with executive team and individual department heads to ensure the group’s operational priorities are aligned with the Value Added Businesses direction
- Develop and track financial results and success criteria for all group activities.
- Develop and implement a process to continually improve performance
- Ensure quality, food safety, risk management, and environmental sustainability practices are followed
Marketing
- Work closely with the Marketing Team to ensure a robust marketing strategy
- Review, plan and execute, with Value Added Management, participation in key industry trade shows, optimize our brand, show our capabilities and grow sales
Supervisory Responsibilities:
- Lead, manage and coach the team; including managing subordinate managers who supervise employees
- Direct management responsibility of Account Managers for Value Added Business
- Produce annual goals for direct reports and their teams, with a focus on developing further management talent. Conduct regular coaching sessions
- Effectively and consistently communicate with direct team as well as cross functionally across departments and divisions
- Ensure that all employees are following Food Safety, OSHA, and internal safety standards
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.
Required Education and/or Experience:
A four year degree from an accredited college is required along with business to business industry experience. A Master’s degree in Business Administration is beneficial.
Required Skills/Abilities:
Sales Execution
- Sales Execution Strategy. Develop an effective sales and go-to-market strategy, define the best sales force structure, determine the right sales force size, design effective and efficient sales territories, and implement sales force design changes successfully
- Forecasting. Ability to establish sales forecasts and financial budgets, including P&L as it relates to forecasting.
- Sales Plans and Budget. Coordinate and oversee the development and implementation of sales plans annually by identifying corporate goals, means of measuring achievement, implementation of strategy to achieve sales and profit goals, as well as holding oneself and others accountable to the success and progress toward goal achievement.
- Customer Accounts. Develop targeted customer account plans aligned with corporate strategy and profitability goals.
- Sales Process. Sales process that effectively captures customer relationship data and measures the effectiveness of the sales process; familiarity with CRM systems and ability to champion and embrace effective utilization of CRM to enhance customer relationships and manage the sales organization.
Strategic Focus
- Vision: Lead teams with a vision and relentless pursuit and expectation for sales excellence and sales leadership excellence; demonstrate understanding of how to transform the organization, prepare for growth and outperform the competition. Having a vision and commitment to creating a culture that demands excellence.
- Strategy to Execution. Develop and implement a detailed strategic and tactical business plan to attain company growth targets.
- Supplier Plans. Conduct and implement strategic plans with key corporate suppliers annually.
- Influencer. Serve as member of the Value Added Management team and collaborate with cross functional teams as necessary.
- Market Trends. Assess market trends and quantify their effect on business opportunities; identify new business opportunities and determine how to expand or modify existing initiatives to meet on-going and changing customer needs.
- Competitive Landscape. Analyze competitive landscape and provide business forecasts regularly in support of management requirements and strategic organizational objectives.
Leadership
- Sales Transformation. Ability to establish a multi-product/service business strategy that is aligned to the Prinova vision for growth; to transform the organization from good to great and to outperform the competition.
- Continuous Improvement. Commitment to on-going organizational improvement, relentless pursuit of ‘raising the bar’ and improving organizational performance, never accepting the status quo regardless of company position in the market.
- Managing Change. Experience in “transforming a sales organization,” i.e. changing an organization from ‘good’ to ‘excellence’ and/or from reactive plans to proactive strategic planning; a demonstrated ability to manage through the reluctance to change experienced within the organization by leaders, peers, managers and sales people.
- Leadership Development/Coaching. Successful experience in developing current leaders and/or recruiting, training and coaching new leaders that are necessary to assist the organization in achieving long term vision and business growth goals.
- Budgeting/Forecasting. Ability to establish sales forecasts and financial budgets, including P&L as it relates to forecasting.
- Sales Training. Ability to establish a Prinova structured sales process for Value Added Businesses that delivers predictable successes, is easily learned, customer needs focused, and sells value rather than only features and price. Share these best practices across the enterprise in terms of sales tactics, customer knowledge, sales force training, and methods to increase market share.
- Customer Relationships. Directly maintain and foster outstanding customer relationships (executive and local as appropriate) with key accounts.
Interpersonal Skills Requirement
- Lead by example, champion customer centric leadership and sales excellence
- Communicator. Outstanding communication skills, both written and oral
- Solution-Oriented. Problem analysis and business judgment; solid business acumen skills and ability to negotiate complex situations with competing priorities, demonstrate common sense judgment
- Entrepreneurial work ethic
- Team player/collaborative; high propensity for partnering with executive leadership to understand needs and deliver solutions that meet expectations
- Organization skills; proven ability to plan, organize and follow up to realize sales growth objectives, ability to multi-task across multiple business units and market segments
- Leadership skills; leadership in an entrepreneurial growth company - nimble, opportunistic, and responsive to business opportunities
- Pro-active initiative; takes action without having to be told and exercises good judgment when taking initiative
- Sales persuasiveness; a proven history of persuasiveness in sales with both internal and external customers
- Creativity; willingness to explore and uncover creative new solutions and strategies in order to meet and exceed goals
- Stress tolerance; ability to manage competing priorities and demands of a senior level sales leader
- Passion; exhibit a high level of enthusiasm and passion for the job
- Digital mindset; bias to build sales infrastructure and processes that are digital, scalable, and repeatable.
- Change agent; proven ability to champion and lead change within an organization
Travel:
Up to 50% travel
Work Conditions & Physical Requirements:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Ability to lift up 10 lbs.
- Work environment is normally in an office setting. Must be able to make frequent rounds in a warehouse environment
- Ability to view a computer screen and type for extended hours
- Ability to sit and stand for extended periods of time
- Other physical requirements include moderate standing and occasional squatting, bending, and twisting
- Ability to adjust work schedule as business needs require.
Quality/Safety Responsibilities:
All Prinova employees are required to ensure compliance standards with food safety, food defense and food quality. (FDA, ILDPH, FSMA and BRC).
It is the responsibility of each employee to comply with occupational safety and health standards issued under OSHA and to follow all rules, regulations, and procedures established by the Company to ensure that their actions do not impact the health and safety of themselves or others.
The above description is not intended to be a comprehensive list of the duties and responsibilities for this position .Prinova reserves the right to change or assign other duties and responsibilities without notice.
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