Senior Director, Strategic Business Management

4 weeks ago

HUNT VALLEY, United States McCormick & Company Full time

You may know McCormick as a leader in herbs, spices, seasonings, and condiments – and we’re only getting started. At McCormick, we’re always looking for new people to bring their unique flavor to our team.

McCormick employees – all 14,000 of us across the world – are what makes this company a great place to work.

 

We are looking to hire a Senior Director, Strategic Business Management to join our team based at our Global Headquarters in Hunt Valley, Maryland. The position is eligible to participate in our hybrid work program (50% onsite, 50% remote per month). 

 

What We Bring To The Table:

The best people deserve the best rewards. In addition to the benefits you’d expect from a global leader (401k, health insurance, paid time off, etc.) we also offer:

• Competitive compensation

• Career growth opportunities

• Flexibility and Support for Diverse Life Stages and Choices

• We prioritize our communities and the planet we share. We are proud to be awarded as a Diversity Inc. Top 50 company for Diversity and have multiple Sustainability awards (ranking #22 in the World and #1 in Food Products)

• Wellbeing programs including Physical, Mental and Financial wellness

• Tuition assistance

 

POSITION OVERVIEW:

The Senior Director, Strategic Business Management & Non-Commercial Sales – Food Away from Home (FAFH) is the primary leader for this business’ sales-related enablers. This leader, working with Executive Leadership Team (ELT) Commercial and cross-functional partners, is responsible for the strategic direction, development and mobilization of the business plan and annual planning process which involves all elements of our activation agenda (spending, stocking, merchandising in physical and digital environments, assortment, pricing, category management, revenue management, innovation incl. sales technology strategy and roadmap and insights activation). This leader is also responsible for overseeing all of our North American Non-Commercial channels (Aramark, Sodexo, Compass, Premier, AVI, Elior, and Delaware North) across the U.S. and Canada.

 

This role will be pivotal in identifying and developing new business opportunities and relationships which results in the achievement of increased revenue and profitability within the Contract Management Caterers (CMC’s) as well as the Group Purchasing Organizations (GPO’s). Utilizing Category Development Plans to work with Non-Commercial partners to develop to craft compelling category leadership plans that drive value growth in alignment with the Business Unit objective. This role will build positive relationships with strategic customers across the enterprise (Merchandising, Sourcing, Marketing, Digital, and Culinary) to create long-term value and new business opportunities.

 

This role is also responsible for leading our tools, insights and technology capabilities across the sales function. This includes our category management strategy and plans, pricing / assortment analytics, merchandising / component unit activation (physical and digital) and trade spend/revenue management strategy, tracking tools and deployment of improvement.  This role develops spend strategy and internal oversight for regular business activities as well as all food-away-from-home RFPs.  This role will oversee the Integrated Business Planning (IBP) Process, implement revenue management actions to identify revenue opportunities on pricing, trade, and sell/cross-sell initiatives.

 

RESPONSIBILITIES:

  • Lead all aspects of Sales Planning, Sales Operations, Sales Technology, Category Management and Revenue Management functions to develop and deliver category, customer-specific long-range and annual business plans & strategies to achieve Sales, Profit and Volume Goals
  • Key influencer into annual, quarterly & monthly forecasting grounding knowledge of Category, Customer, Competition & Brand (Leader of IBP/S&OE process)
  • Leads total North America Food Away from Home Non-Commercial business
  • Leads the sales enablement functions that drive insights, analytics, category stories and key strategic initiatives across all categories, brands, and classes of trade
  • Responsible for creating sales technology, merchandising and route-to-market strategies and plans
  • Attract, develop, and retain a highly talented and diverse team to enable broader sales capabilities and succession planning.
  • Influence the divisional portfolio, innovation and commercial agenda across physical and digital routes-to-market, inclusive of RFP strategy, management and completion. This role shapes the choices across our divisional leadership.
  • Partner with Sales leaders to create Sales go to market plan.

 

REQUIRED QUALIFICATIONS:

  • Bachelor’s degree in Business, Marketing, Management or related field
  • 12-15 years sales, sales planning or marketing management experience including the management and development of manager or senior-level professional employees
  • Required proven experience with food service or retail channels
  • Ability to set strategic direction and handle complexity required
  • Strong leadership, performance management & coaching skills required
  • Expert level understanding of concepts, principles and practices in commercial space across marketing, sales, and cross-functional project management.
  • Experience defining standards and processes by which other functions operate
  • Expert level understanding of how own area integrates across matrix organization with Marketing, Sales, Finance, Legal and other functions
  • Expert level understanding of industry sector and competitive landscape (Non comm)
  • Experience collaborating/negotiating with major customers - top-to-top relationship
  • Strong analytical and communication skills, calm & thoughtful under challenging circumstances
  • Ability to thrive in highly matrix organization - demonstrated ability to partner, influence and collaborate
  • Proven experience Negotiating and influencing internally/externally at a top-to-top level
  • Technically savvy - high level of proficiency with information systems, communication tools, UX assessment and databases
  • Ability to define sales technology vision; translate vision into strategies and plans, lead team to implement plans

 

PREFERRED QUALIFICATIONS:

  • MBA
  • Experience in customer facing role

 

 

McCormick & Company is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

 

As a general policy, McCormick does not offer employment visa sponsorships upon hire or in the future. 

 

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