Position Title: VP Go to Market Sales (North America)

Position Type: Regular - Full-Time ​

Position Location: Oakbrook Terrace 

Grade: Grade 08 

Requisition ID: 32060 

 

 

Summary

The Vice President of Go-To-Market (GTM) for North America is a key member of the senior leadership team responsible for driving McCain Foods' in-market sales execution strategy across North America. This role requires a blend of strategic vision, commercial acumen, and hands-on leadership to create a unified \"One McCain\" approach tailored to the unique dynamics of different channels. The VP GTM will collaborate closely with senior leadership across commercial functions to deliver sustained, profitable growth and maintain McCain’s competitive advantage in the market.

The ideal candidate will have an outstanding record of accomplishment leading high performing sales and category teams and fuelling incremental growth for top-tier organizations. They will pair strategic thinking and commercial acumen, with an entrepreneurial bias and tendency to thrive in environments with broad flexibility and scope. This leader will have the drive and vision to creatively grow the business, bringing fresh ideas and embracing change and innovation through leveraging data and insights. 

 

Key Responsibilities and Accountabilities

Strategic Go-To-Market Planning and Execution:

Lead the development of comprehensive GTM strategies that align with North American, Business Unit (BU), and brand objectives followed by flawless execution with our customers by channel.Integrate sales, channel, culinary, and category management to deliver coordinated and impactful channel-specific plans, focusing on competitive advantage and market share growth.Incorporate Revenue Growth Management (RGM) principles to drive pricing, packaging, and promotional strategies, and manage omni-channel sales and marketing plans. 

Data-Driven Decision Making and Sales Analysis:

Leverage advanced business intelligence tools (e.g., Salesforce, PowerBI) to analyze sales performance, customer segmentation, and market trends to support each channel with driving profitable growth.Establish robust data sourcing and analytics frameworks to continuously monitor McCain's performance across channels and customers, providing actionable insights for the Sales and Operations Planning (S&OP) process.Drive rigorous ROI evaluation processes and integrate learnings to enhance sales execution excellence and efficiency of spend.

Leadership in Category and Channel Management:

Advocate for and develop category strategies to unlock growth opportunities, including conducting detailed menu analysis, food trend analysis, and aligning product propositions with customer needs.Lead cross-functional teams to commercialize category perspectives in Joint Business Planning (JBP) and Category Growth Plans (CGP), ensuring alignment with customer priorities.

Innovation Commercialization and Market Readiness:

Active involvement and collaboration in driving the innovation process, from ideation to market launch, ensuring effective commercialization and market readiness through well-coordinated GTM plans.Integrate customer feedback and competitive intelligence into product innovation strategies to enhance McCain’s value propositions and maintain a competitive edge.

Operational Excellence and ROI Management:

Develop and manage performance metrics, including ROI evaluation, spend efficiency, demand gaps, customer acquisition targets, and channel performance metrics.Lead continuous improvement initiatives to optimize resource allocation, enhance executional excellence, and drive operational efficiency in sales and marketing activities.

Sales Enablement and Customer Engagement:

Develop and deploy sales enablement tools, content, and training that empower sales teams to drive customer engagement and achieve “Potato Leadership” in key segments.Actively seek customer perspectives and integrate them into the sales strategy to strengthen McCain’s positioning and relevance across channels.

Competitor and Market Intelligence:

Establish processes for capturing, interpreting, and maintaining competitive intelligence to inform strategic decision-making at the channel and customer level.Monitor external dynamics (e.g., market headwinds, tailwinds) and their implications on GTM strategies to ensure McCain remains agile and responsive to market changes.

 

Profile: 

 

The ideal candidate will have a successful track record of leading high-performing sales and category teams and driving incremental growth for top-tier organizations. They will pair strategic thinking and commercial acumen with an entrepreneurial bias and a tendency to thrive in environments with broad flexibility and scope. This leader will be a change agent who brings fresh ideas, embraces innovation, and demonstrates a relentless commitment to excellence, even in a world of limited resources.

 

Required Skills and Experience:

 

Minimum of 15 years of solid commercial experience, including 10+ years managing direct reports.Proven experience in senior leadership roles within a large division of a global organization, preferably in the food industry.Demonstrated expertise in strategic planning, category management, sales enablement, and GTM execution.Strong analytical skills with experience using business intelligence tools (e.g., Salesforce, PowerBI).Excellent leadership and team development skills, with a history of fostering high-performing, empowered teams.Advanced communication, collaboration, and influencing abilities across all organizational levels.Entrepreneurial and results-driven mindset with a high sense of urgency and ability to execute at speed.

 

Education:

Bachelor’s degree required; MBA or advanced degree in a relevant field is preferred.

 

Core Competencies:

Strategic ThinkingCommercial Decision-MakingData-Driven AnalysisCross-Functional LeadershipInnovation and Change ManagementCustomer-Centric Focus

 

 

 

McCain Foods is an equal opportunity employer. We see value in ensuring we have a diverse, antiracist, inclusive, merit-based, and equitable workplace.  As a global family-owned company we are proud to reflect the diverse communities around the world in which we live and work. We recognize that diversity drives our creativity, resilience, and success and makes our business stronger. 
 
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to meet your needs.
 
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Job Family: Sales      
Division: NA Sales 
Department: ​Category Leadership ​
Location(s): US - United States of America : Illinois : Oakbrook Terrace || CA - Canada : Ontario : Toronto 

Company: McCain Foods (Canada)