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