**Job Description** GENERAL PURPOSE Direct the effective management of all sales activities and sales teams within the assigned business. Meet or exceed the established operating company sales volumes and margin objectives. Contribute to strategic planning, direction, and goal and/or quota setting for area of sales responsibility in collaboration with senior leadership. Provide leadership to management teams and take accountability for the performance and results of multiple teams such as sales, sales support, sales administration, customer service, or other sales related teams or work functions. JOB DUTIES AND RESPONSIBILITIES · Formulate, develop, and implement business action plans to achieve goals that are aligned with the overall operating company sales plan. Incorporate key performance indicators into cascading goals and action plans. Collect, maintain, and report information about competitors, the competitive marketplace, and other topics useful to current and future business planning. Ensure all resources are focused on appropriate priorities to maximize positive impact, and initiate action to reallocate when necessary · Set clear direction for sales activity within area of responsibility. Work with direct reports to establish and continuously improve sales processes and to effectively execute action plans. Assist direct reports in solving problems. Remove barriers and provides guidance as needed. Redirect sales activity as appropriate and hold direct reports accountable for executing action plans · Create a sales environment focused on fact-based selling, category management, and developing strong customer engagement and relationships. Apply an advanced understanding of syndicated data, sales, and marketing reports; interpret and use the information from these reports to leverage and enhance the sales effectiveness. Encourage strategic and analytical skill development at all levels of the sales organization · Establish sales goals and quotas for teams and individuals and track performance against expectations. Provide sales forecasts or related reports to senior leadership for use in strategic planning. Monitor pricing, sales volume, and product mix to ensure that organizational goals are met · Analyze sales volumes and margins and take necessary actions to achieve desired results. Identify gaps and opportunities by asking appropriate questions and working with finance to obtain financial data. Communicate and interpret financial results for sales team and explain the connection between team performance and results. Make decisions and take action based on what is best for the division’s sales and DFA overall · Build strong working relationships with others in plant operations, distribution, and business services to maximize effectiveness and efficiency through collaborative effort. Serve on cross-functional teams and support direct reports in doing the same. Proactively work with others to solve problems for the greater good of the organization · Work strategically with sales teams and business partners to grow business with current and prospective customers. Drive marketing strategies through the organization to the customer, ensuring that sales initiatives are in alignment. Hold direct reports accountable for utilizing a deliberate, measurable approach to new business development. Lead change initiatives to maximize results · Work as a partner and coach with direct reports to manage their performance and if applicable, help them effectively manage the performance of their direct reports. Communicate company and cascading goals. Clearly communicate expectations. Assist direct reports in establishing goals that align with department and company goals. Provide on-going performance feedback. Help the team stay focused on priorities and follow up to ensure success. Actively work with direct reports to cultivate capabilities and utilize their strengths · In addition to sales, lead sales operations, sales administration, customer service, and/or related functions (e.g., pricing, pricing analysis, trade spending, trade spending analysis, tactical brand marketing, package development, financial planning and analysis) · May have personal responsibility for large key accounts · Develop key performance indicators that track margin and volume results for the business · The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required **Requirements** EDUCATION AND EXPERIENCE · Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education) · 12 or more years of sales or related experience with 4+ years of management experience that includes leading managers and multiple departments · Experience in the retail, dairy, consumer packaged goods/foods or related industry · Certification and/or License – may be required during course of employment KNOWLEDGE, SKILLS, AND ABILITIES · Complete knowledge of sales techniques and the company, products, and application · Deep understanding of the customer’s strategic objectives · Strong people management and leadership skills · High level of strategic thinking skills · Strong executor who has the ability to assist with strategy development at all levels of the organization to drive business performance · Able to successfully develop and execute sales strategies that drive business results · Able to effectively read and interpret financial statements such as balance sheet, income statement, and general ledger; able to understand the business factors that impact revenue and expenses · Able to coordinate and integrate work efforts cross-functionally · Able to foster the alignment of goals across all functional areas and form positive working relationships with key people in other departments · Able to influence people in their opinions, attitudes, or judgments · Able to demonstrate successful problem solving for critical business issues · Able to adapt and refocus approach situationally or holistically to meet goals and objectives · Able to demonstrate excellent customer service skills and solve complex customer demands and problems · Able to communicate clearly and effectively, both verbally and in writing · Able to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills) · Able to deliver on commitments and deadlines · Must be able to read, write and speak English An Equal Opportunity Employer