Director, Sales Planning and Support
Company: Kayem Foods, Inc.
Location: Chelsea
Posted on: January 26, 2023
Job Description:
Kayem Foods is looking for our first ever Director of Sales
Planning & Support (Commercial Development). This sales leader will
serve as a key connection point between field sales and
cross-functional leadership while creating our sales/channel
strategies, selling programs, and sales support capabilities as we
build a world-class sales organization.The Director of Sales
Planning & Support will report to the CEO and will work closely
with Kayems executive management team to address challenges and
opportunities, helping to drive sales growth and productivity. This
role will manage the role of Sales and Marketing analyst to create
a centralized center of excellence for sales while also serving as
a key player in shaping the future of our sales organization.This
key person will be focused on driving sales effectiveness and
operational consistency across the organization.ESSENTIAL DUTIES
AND RESPONSIBILITIES:Sales Leadership
- Develops sales priorities and goals, channel strategies, as
well as the programs that translate into growth plans for sales
execution
- Leads the field in the delivery of annual volume, trade, and
profit plans
- Partners with Sales and Marketing Leadership to drive
implementation of organization objectives across the Sales and
broker organizations to ensure delivery against Kayems goals
- Acts as the voice of the customer: A true advocate who can
articulate the customer point of view cross-functionally
- Oversee the development of customer profitability analysis and,
management and execution of customer strategy and goals
- Serves as the core internal connection point for sales across
marketing, operations, and finance, key contributor, and presenter
for sales performance
- Ownership of yearly AMPS (assortment, merchandising, pricing,
shelving) strategy working in collaboration with finance, sales,
and marketing
- Participate in the development and execution of presentations,
quarterly objectives, and success metrics delivered to executive
team and board of directorsPlanning, Execution, and Support
- Chief contributor in the forecasting process, representing
Sales perspective
- Collects information from sales/customer teams to improve
forecast accuracy; collaborates with Production Planning to drive
internal consensus
- Pricing: Works in partnership with brand team on pricing
strategy, with ownership of channel pricing execution ensuring
smooth delivery of pricing programs
- Category: Helps develop category growth goals and sell stories
as well as the development of key sales collateral and programs in
conjunction with
- Sales & Marketing Analyst which will report into this
individual)
- Leads sales yearly business planning process as well as ongoing
risks and opportunities map to close gaps if/when needed
- Work with Sales and Marketing Analyst to develop and distribute
monthly and ad hoc reports, templates and category, competitor, and
marketplace insights to drive understanding of business performance
and raise risks and opportunities for our business
- Partner with Marketing in the development of business cases,
channel plans, and forecasts for new products, product
improvements, and ongoing portfolio optimization and SKU
rationalization
- Oversee and manage periodic analysis for key customers and
brand projects
- Own relationship with syndicated data partners and optimize
relationships, deliverables, and partnership terms. Be the expert
in IRI, Nielsen, Numerator, and other data toolsSales Operations
- Develops and progresses commercial operations within the sales
team as a means to ensure seamless execution; builds out needed
process and/or systems to support a world-class sales function
- Work cross-functionally with various internal departments
including contracts, finance, marketing, and operations to create
and define processes to continuously improve business
processes
- Define KPIs and Service Level Agreements and establish insights
into performance, market opportunities and lead cross functional
strategic, operational & financial planning processes
- Oversee pricing actions in development of scheme,
communication, and execution
- Drive performance, ensure pipeline progression, and produce
actionable reporting and analysis across GTM, Account Management
and senior leadership
- Lead customer programs, requirements and private label/contract
bid development, review, and approval process
- Manage syndicated data partnerships and contractsQUALIFICATIONS
- 10+ years experience in sales, category management, and/or
similar functions within a CPG company; experience within a sales
planning or commercial development function preferred
- B.S. required and preferred in Food Science, Engineering,
Chemistry or Microbiology
- Ability to travel up to 15% of the time
- Excellent leadership skills and an ability to inspire direct
and cross functional teams
- Ability to understand high-level sales strategies and translate
them into system and process requirements
- Experience working within the CPG food categories a plus
- Demonstrated ability to create and develop sales plans and
channel strategies for large commercial customers within Food,
Club, Alternative, Mass & Food Service
- Rich experience in customer/channel forecasting with experience
working cross-functionally to align on latest estimates and report
out key changes across the organization
- Powerful analytical skills: fluency in Nielsen or IRI category
data analysis; experience leading or working closely with category
management analysts
- Strong project management skills with aptitude to prioritize
what is important
- Ability to motivate and influence cross-functional teams and
stakeholders across the organization to execute
projects/programs
- Creative and resourceful problem solving, and ability to change
course when priorities change
- Energetic, self-motivated, and the ability to act with a sense
of urgency
- Adaptability as we are a small organization; job scope evolves
as business needs evolve
- Fluent written and verbal communication skillsKayem Foods is a
family owned and operated craft meat business that has been making
New Englands favorite franks, sausages, and prepared meats in
Chelsea, Mass. since its founding by Kaz Monkiewicz back in 1909.
Well over 100 years later, we are the largest meat processor in New
England and still pushing our craft to the next level tweaking
recipes to have the perfect flavors and extending our expertise
into delicious new areas and collaborations such as Kayems Night
Shift Brewing Small Batch Beer Brats. One thing will never change,
its our Old World food philosophy: to only make food we would share
with our own friends and family. We offer the opportunity for
professional growth and to make a difference in a flexible and
collaborative environment.Kayem offers competitive wages and
benefits to full time employees. Kayem benefits include medical,
dental and vision coverage, employer funded life insurance, 401k
with employer match, paid vacation / PTO, FSA (flexible spending),
tuition reimbursement and more.(No external agencies or recruiters
please; local candidates preferred)
Keywords: Kayem Foods, Inc., Chelsea , Director, Sales Planning and Support, Executive , Chelsea, Massachusetts
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