Senior Director, Sales Development

BACKGROUND:

Due to our rapid growth, our success is directly dependent on attracting and retaining the best possible talent across our teams. To this end, we are posting for a strong Senior Director, Sales Development. This opportunity will be based in our corporate headquarters in Needham, MA and follow our hybrid work model: a minimum of three days working onsite and two remote working days.

OVERVIEW OF ROLE:

The Senior Director, Sales Development, centralizes the interface between the Field Sales organization and Home Market Foods’s Commercial Finance, Growth (Marketing), and Operations departments. This position leads and facilitates the Sales organization’s input on the following: sales forecasting, demand planning, trade funds management, pricing, category management, order management, in-market strategy, and T&E and sales tactical budgets. The incumbent will play a key part in establishing the Annual Operating Plan and the multi-step process to finalize the Plan. Key departments that report into this role are Sales Operations, Sales Administration, Customer Service, Category Management, and Sales IT).

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Reporting & Analysis: Monitor, audit and evaluate the business performance of the Sales organization against Company objectives. Responsibilities include, but are not limited to:

• IBP-2 process leadership (monthly)
• Sales scorecard development and execution – key activity and objective tracking
• Sales reporting (Power BI)
• ROI trade spend analysis
• Incremental business building opportunity assessments and recommendations
• Competitive business analysis

Sales Operations and Sales Planning: Lead pricing, demand planning, and trade funds management strategy and execution with consultation from Field Sales, Growth (Marketing), and Commercial Finance leadership. Responsibilities include, but are not limited to:

• Pricing strategy and preparation for execution in the marketplace
• Pack strategy development by channel
• Activity level sales forecast – as part of monthly IBP2 process
• Customer level trade marketing plans
• Promotion strategy development (DSMP)
• Trade funds management (D365 TFM tool, listings, allocations & approvals)
• New item listing assessments, approvals, and reconciliation
• Collaborative planning process management, including development of the Annual Operating Plan
• Competitive intelligence collection and knowledge maintenance
• Category management presentations
• D365 training for Field Sales & Brokers

Sales Administration: Develop, prepare, and distribute the sales materials and selling tools necessary for the Field Sales organization to execute HMF’s strategies and achieve the Sales organization’s in-market objectives. Responsibilities include, though not limited to:

• Bid facilitation and submission
• Sales & Broker communications
• Price List administration & tracking of pricing actions
• Allocations and tracking of customer specific marketing budgets
• Customer support materials (sell sheets, ad slicks)
• Management and tracking of sales discretionary budget
• Consumer complaint response and tracking/data

Customer Service: Order processing, customer set-up, GDSN administration, production planning team facilitation, and facilitation of communications between the Operations department and Field Sales. Responsibilities include, though not limited to:

• Order fulfilment
• New customer set up
• Power BI reporting - case cuts and out-of-stocks
• Pricing action support - monitoring for “buy-ins”
• Aged inventory management
• Consumer affairs
• Represent the Field Sales organization as a member of the Business Leadership Team and sales lead as part of the IBP3/IBP4 steps of the integrated business planning process.
• Other duties as assigned

EDUCATION AND/OR EXPERIENCE:

• A bachelor’s degree in a business-related field is required. Advanced degree (MBA) or comparable work experience preferred.
• Minimum of 10 years of experience in consumer products sales and/or marketing required
• Previous experience in a similar internal corporate role, with a specific focus on business and sales planning, trade funds management, and category management preferred
• Previous experience in customer service preferred
• Strong management and leadership skills, including the ability to organize/prioritize workloads and meet deadlines required
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