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Vice President, B2B Sales

2 months ago

Chicago, United States South Chicago Packing LLC Full time

Position Description:

Reporting directly to the Senior Vice President & General Manager of South Chicago Packing, the Sales leader will spearhead the Customer Development and Commercial Excellence initiatives for the Division. In addition to serving on the South Chicago Packing Leadership Team, the individual will lead and manage the South Chicago Packing Sales Team, establishing performance goals to drive profitable growth across the specialty oils portfolio. The individual will foster a high-performing sales organization through strategic coaching and the disciplined implementation of best-in-class sales practices and innovative commercial strategies. The Sales leader will steward and reflect the Miniat Values in all internal and external interactions.


Primary Responsibilities:

Commercial Leadership

  • Create a holistic sales plan to consistently deliver volume and profit margin targets, as well as annual Key Performance Indicator (KPI’s) objectives for the Sales function.
  • Drive growth of customer and channel profitability and create action plans where needed to ensure delivery of monthly & annual KPIs for overall business health.
  • Provide fact based and qualitative updates to the South Chicago Packing leadership team on business performance and key customer initiatives.
  • Owns the route to market design thru regular assessment of sales territory and call books of direct and indirect selling activity. Implements changes to resourcing, distribution, agency/broker strategy, and focus channels as appropriate.
  • Champion the use of CRM as the central hub for customer intelligence to optimize sales team call strategies, customer tiering, and the balance between existing and prospective customers by Account Manager.
  • Utilize analytical insights to enhance visibility into the new business pipeline, track customer opportunities, and provide a reliably accurate demand forecast for the business.


Category & Customer Development

  • Customer Value Proposition Enhancement – map the Customer Journey to gain a clearer understanding of unmet needs and collaboration opportunities. Develop persuasive, data-driven sales playbooks tailored to specific channels and customer segments.
  • Cultivate and deepen solid professional relationships with existing clients and build successful engagement plans to develop new customers from prioritized leads.
  • Monitor the development of new business pipeline within defined areas of focus.
  • Implement an Account Planning Model that clearly outlines customer objectives and strategic alignment with South Chicago Packing capabilities and focus areas.
  • Serve as the conduit for marketplace insights, including customer and competitor perspectives, to help South Chicago proactively address business needs and capitalize on opportunities.
  • Create and present engaging customer presentations and effective sales playbooks designed to ensure consistent success.
  • Partner with Customer Service & Solutions Team to deliver best in class service levels, and maximize revenue delivery


Build a Winning Team Culture

  • Drive a capability training and development mindset that ensures continuous growth, balancing technical and leadership skill to develop future Miniat Company leaders.
  • Guide and oversee Account Managers in setting goals, identifying target accounts, crafting strategies, defining tactics, and offering support as needed to help them achieve their objectives.
  • Design and implement incentive programs that inspire impactful behaviors and deliver meaningful rewards.
  • Directly accountable for establishing and managing topline deliverables and controllable expenses for the Sales and Customer Solutions team.
  • Embody an innovation and continuous improvement mind-set to business processes & resource allocation, continually looking for ways to increase customer impact and performance.


Revenue Management Excellence

  • Direct and deliver the achievement of specific sales goals including business unit volume and margin plans.
  • Collaborate with Finance and Strategic Sourcing Partners to understand impact of oil markets, leading pricing decisions within an established management framework.
  • Ensure proactive management of contract renewals and lead recommendations for Customer RFP and negotiation strategies across channels.


Supervisory/Management Responsibilities:

  • Build clear roles and ways of working across the Sales and Customer Service organization, setting ambitious performance standards
  • Establish a talent development framework: balancing technical and leadership capability to create career pathways and future Miniat Company leaders.
  • Contribute to the South Chicago Packing Leadership Team by fostering a results-driven culture that embodies the core values of the Miniat Company.


Requirements:

  • Bachelor’s degree in Business, Agriculture or Food science, or relevant experience
  • 10+ years Sales or related Commercial experience, preferably in a Food/ Foodservice or related Business to Business industry.
  • Previous experience developing a successful sales team, achieving revenue objectives and developing team performance
  • Strong working knowledge of CRM Platforms; excellent capability within Microsoft Office applications
  • Strong thought leader who is curious about the business to drive results.
  • Excellent interpersonal and communication skills with experience translating fact based insights into compelling opportunities.
  • Up to 25% travel required.

Competencies – A Leader in Demonstrating the Miniat Values:

  • A Privilege to Serve the Customer – Acts with a clear Customer Focus
  • We Are A Family – A Strong Collaborator, Who Instills Trust with Peers, Direct Reports, and Leaders
  • We Take Pride in What We Do – Committed to Self-Development, Relentlessly Drives Results
  • We Act with Integrity – Acts with Courage, Demonstrates Accountability
  • We Take A Long Term View – Shows a Strategic Mindset, Is Resilient with a Positive and Confident Outlook