Vice President Sales Development

3 weeks ago

New York, United States Consumer Food Co. Full time

The VP of Sales Development has a top-level responsibility to ensure that the strategic business plans set by company leadership are transformed into measurable and achievable sales plans. By understanding the priorities and activity of all three major sales channels, this role is in a unique position to ensure all sales activity and sales staff are working cohesively and effectively towards revenue and case sales targets.

 

People – Management, Mentorship, & Communication

·     This role is responsible for continuously monitoring and assessing the overall expertise and abilities of our sales team, collaborating with channel managers on:

o Recruiting top-tier talent

o Ensuring onboarding/training sets talent up for success

o Recommend continued skills assessments and field training as dictated by company initiatives or individual need

·     Act as the primary advocate on behalf of Sales with FM operational, administrative, marketing, and HR teams. Ensure that our sales team is represented at the highest levels of the organization regarding resources, processes, policies, etc.

·     Create alignment between all 3 sales channels (Grocery, Specialty Retail, Foodservice) ensuring that operational updates, product information, etc. gets properly disseminated to sales team. Likewise, ensure that decisions or strategies being set and executed by sales channels are done collaboratively and without silos.

·     Set the structure, processes, roles, and responsibilities of our Sales Support team and evolve their capabilities to include higher-level ownership of work such as lead qualification, customer reporting, sales presentations, customer troubleshooting, etc. (This team directly reports to this role)

 

Sales Operations

·     Our VP of Sales Development will act as the point person for ensuring reciprocal, closed-loop communication between sales and operations in regards cross-functional activities such as:

o Projections: getting accurate/timely information to B.I., Sourcing, and Purchasing

o Inventory: managing allocations with B.I., Purchasing, and Customer Service, ensuring that both out-of-stocks and back-in-stocks are communicated to customers, working across channels and with customers to push out at-risk inventory, etc.

o Budget: work with BI and channel VP’s to monitor spend, track success of promotions and other key investments, etc.

o CRM: ensure all relevant sales activity is active and accurate with our CRM and optimize best practices to ensure the tool is best supporting our team’s ability to manage customers and grow business

o Product Sampling: develop ROI metrics and continuously monitor success of our product sampling program

o Product Development: Receive new item forms from sales reps and analyze for full business potential across all sales channels.

 

Customer & Business Development

·     Collaborate with Marketing and Sales on evolving our processes and methods for filling our sales pipeline with qualified leads

·     Identify and implement industry data, insights, software/tech, and other tools that will widen our pipeline of new business leads or build awareness and growth with existing customers.

·     Identify desired customer profiles and work with channel VPs to set target lists for acquisition

·     Collaborate in the field to understand the needs of our diverse customer base. Attend key meetings, shows/events, conferences, etc. Understand the needs and challenges of our customers, therefore being in prime position to recommend solutions and opportunities for growth.

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