Director of Commercial Operations, Value Add

Director of Commercial Operations, Value Add Carol Stream, IL Job Details Full-time $180,000•$205,000 a year 15 hours ago Benefits Paid parental leave Health savings account Paid holidays Disability insurance Health insurance Dental insurance Flexible spending account Paid time off Parental leave Vision insurance 401(k) matching Life insurance Qualifications Managing customer accounts Branding Master's degree in business administration Pricing Sales revenue Forecasting Strategic management EHS Customer relationship building Food safety management Operations management Operational risk management Identifying new business opportunities Competitive analysis Sales training Client relationship development Sales team management Compliance management implementation Change management Budget forecasting Team development Policy & process development Managing budgets in a finance role Bachelor's degree Sales budget management Sales coaching Performance Improvement (PI) Territory management Sales management systems proficiency Profit & Loss statement Organizational skills Sales strategy Business Administration Typing CRM system proficiency Achieving sales targets Training & development Financial management Senior level Cross-functional collaboration Business Account management Go-to-market strategy Master of Business Administration Profit and loss analysis Leadership Communication skills Marketing Conducting sales calls Stakeholder relationship building Cross-functional communication FDA regulations Senior leadership 10 years Full Job Description Unlock your potential with Prinova We are Prinova, a leading global supplier of ingredients and premix manufacturing solutions, and trusted by the world's best-known food, beverage, and nutrition brands. Part of the NAGASE Group, our expertise lies in Ingredient Distribution, Manufacturing Solutions, and Customized Services. Our global network of colleagues, located in offices and manufacturing facilities around the world, deliver sustainable value-added solutions to our customers. We are recognized for our deep expertise, commitment to excellence, and bold innovation, which have earned us a strong reputation as a trusted industry leader. Wherever your career is headed, you'll find direction, opportunity, and belonging with us.

Director of Commercial Operations, Value Add Department:

General & Admin, Solutions Location:

Carol Stream, IL Type:

Full-time Summary:

The Director of Commercial Operations has the primary commercial responsibility for customer execution for North America for the Solutions Business. The role is focused on achieving sales plans for the Prinova business for Solutions to support company growth goals. The role will drive profitable sales growth and maintain customer satisfaction while partnering with the Value-Added sales team. This role will also take ownership of the customer interface for our product and service offerings and ensure that all functions are aligned to meet our strategic commercial objectives. This position has direct responsibility for customer service and pricing for the Solutions Business Unit, delivering on the customer experience through order processing and delivering targeted growth while controlling profitability. Essential Duties and Responsibilities include the following, but are not limited to: Adheres to all company policies Other duties as assigned

Achieve Sales Growth Objectives:

Achieves financial targets for sales, gross margin, and profitability Maintains frequent in-the-field customer contacts via joint calls with Account Managers and Product Specialists Develops and maintains a strong working relationship with the Executive Team, Business Unit leaders, and other key personnel Provides direction and develops sales plans and strategies for the sales staff to implement Reviews and authorizes account assignments Directs the implementation and execution of effective sales policies and procedures Establishes metrics for both activity and results, including but not limited to sales funnel, account planning, joint sales calls, executive calls, supplier target accounts, etc.

Business Operations:

Direct involvement in resolving business issues with customers Conducts quarterly internal business reviews with leadership Interacts regularly with the executive team and individual department heads to ensure the group's operational priorities are aligned with the Value Added Business direction Develops and tracks financial results and success criteria for all group activities. Develops and implements a process to continually improve performance Ensures quality, food safety, risk management, and environmental sustainability practices are followed

Marketing:

Works closely with the Marketing Team to ensure a robust marketing strategy Reviews, plans, and executes, with Value Added Management, participates in key industry trade shows, optimizes our brand, shows our capabilities, and grows sales

Supervisory Responsibilities:

Leads, manages, and coaches the team, including managing subordinate managers who supervise employees Directs management responsibility of the Customer Service team and the Pricing team. Facilitates the Account Manager team for Solutions Business Unit with Commercial leadership. Produces annual goals for direct reports and their teams, with a focus on developing further management talent. Conducts regular coaching sessions Effectively and consistently communicates with direct team as well as cross-functionally across departments and divisions Ensures that all employees are following Food Safety, OSHA, and internal safety standards

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Required Education and/or

Experience:

A four-year degree from an accredited college is required, along with business-to-business industry experience. A Master's degree in Business Administration is beneficial. Minimum of 10 years of progressive experience.

Required Skills/Abilities:

Sales Execution Sales Execution Strategy . Develop an effective sales and go-to-market strategy, define the best sales force structure, determine the right sales force size, design effective and efficient sales territories, and implement sales force design changes successfully Forecasting . Ability to establish sales forecasts and financial budgets, including P&L as it relates to forecasting. Sales Plans and Budget . Coordinate and oversee the development and implementation of sales plans annually by identifying corporate goals, means of measuring achievement, implementation of strategy to achieve sales and profit goals, as well as holding oneself and others accountable for the success and progress toward goal achievement. Customer Accounts . Develop targeted customer account plans aligned with corporate strategy and profitability goals. Sales Process . Sales process that effectively captures customer relationship data and measures the effectiveness of the sales process; familiarity with CRM systems and ability to champion and embrace effective utilization of CRM to enhance customer relationships and manage the sales organization.

Strategic Focus Vision:

Lead teams with a vision and relentless pursuit and expectation for sales excellence and sales leadership excellence; demonstrate understanding of how to transform the organization, prepare for growth, and outperform the competition. Having a vision and commitment to creating a culture that demands excellence. Strategy to Execution . Develop and implement a detailed strategic and tactical business plan to attain company growth targets. Supplier Plans . Conduct and implement strategic plans with key corporate suppliers annually. Influencer . Serve as a member of the Value Added Management team and collaborate with cross-functional teams as necessary. Market Trends . Assess market trends and quantify their effect on business opportunities; identify new business opportunities and determine how to expand or modify existing initiatives to meet on-going and changing customer needs. Competitive Landscape . Analyze competitive landscape and provide business forecasts regularly in support of management requirements and strategic organizational objectives. Leadership Sales Transformation. Ability to establish a multi-product/service business strategy that is aligned to the Prinova vision for growth; to transform the organization from good to great and to outperform the competition. Continuous Improvement. Commitment to ongoing organizational improvement, relentless pursuit of 'raising the bar' and improving organizational performance, never accepting the status quo, regardless of the company's position in the market. Managing Change. Experience in "transforming a sales organization," i.e., changing an organization from 'good' to 'excellence' and/or from reactive plans to proactive strategic planning; a demonstrated ability to manage through the reluctance to change experienced within the organization by leaders, peers, managers, and sales people. Leadership Development/Coaching. Successful experience in developing current leaders and/or recruiting, training, and coaching new leaders that are necessary to assist the organization in achieving long-term vision and business growth goals. Budgeting/Forecasting. Ability to establish sales forecasts and financial budgets, including P&L as it relates to forecasting. Sales Training. Ability to establish a Prinova structured sales process for Value Added Businesses that delivers predictable successes, is easily learned, customer needs-focused, and sells value rather than only features and price. Share these best practices across the enterprise in terms of sales tactics, customer knowledge, sales force training, and methods to increase market share. Customer Relationships. Directly maintain and foster outstanding customer relationships (executive and local as appropriate) with key accounts. Interpersonal Skills Requirement Lead by example , champion customer-centric leadership and sales excellence Communicator , outstanding communication skills, both written and oral Solution-Oriented , problem analysis and business judgment; solid business acumen skills and ability to negotiate complex situations with competing priorities, demonstrate common sense judgment Entrepreneurial, work ethic Team player/collaborative , high propensity for partnering with executive leadership to understand needs and deliver solutions that meet expectations Organization skills , proven ability to plan, organize, and follow up to realize sales growth objectives, ability to multitask across multiple business units and market segments Leadership skills , leadership in an entrepreneurial growth company•nimble, opportunistic, and responsive to business opportunities Pro-active initiative , takes action without having to be told, and exercises good judgment when taking initiative Sales persuasiveness , a proven history of persuasiveness in sales with both internal and external customers Creativity , willingness to explore and uncover creative new solutions and strategies in order to meet and exceed goals Stress tolerance , ability to manage competing priorities, and demands of a senior-level sales leader Passion , exhibit a high level of enthusiasm and passion for the job Digital mindset , bias to build sales infrastructure and processes that are digital, scalable, and repeatable. Change agen t, proven ability to champion and lead change within an organization

Travel:

Up to 50% travel

Work Conditions & Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Ability to lift up 10 lbs. Work environment is normally in an office setting. Must be able to make frequent rounds in a warehouse environment Ability to view a computer screen and type for extended hours Ability to sit and stand for extended periods of time Other physical requirements include moderate standing and occasional squatting, bending, and twisting Ability to adjust work schedule as business needs require.

Quality/Safety Responsibilities:

All Prinova employees are required to ensure compliance standards with food safety, food defense, and food quality (FDA, ILDPH, FSMA, and BRC). It is the responsibility of each employee to comply with occupational safety and health standards issued under OSHA and to follow all rules, regulations, and procedures established by the Company to ensure that their actions do not impact the health and safety of themselves or others. What's in it for you? Competitive Pay•$180,000•$205,000 annually Experience, education, geographic location and shift all taken into consideration.

Benefits:

Medical, Dental, Vision Employer paid STD and LTD HSA and FSA Paid Maternity and Paternity Leave PTO Employer paid Basic Life Insurance 401(k) & Roth with employer match Eight Paid Holidays + 3 Floating Holidays Voluntary•Critical Illness, Hospital Indemnity, Accident Personal growth including training and development opportunities

Disclaimer:

Prinova is committed to providing equal opportunities without regard to race, color, religion, sex, pregnancy, creed, national origin, age, physical or mental disability, protected medical condition, medical leave, marital status, citizenship status, ancestry, veteran or military status, sexual orientation, genetic information, domestic violence victim status, Civil Air Patrol status, or any other characteristic or group status protected under applicable law.