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VP Sales Strategy & Operations

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Date: Aug 14, 2019

Location: Broomfield, CO, CO, US

Company: DANONE

Danone North America is the largest Benefit Corporation in the world. Our mission is to bring health through food to as many people as possible. Danone North America is looking for a VP Sales Strategy & Operations in Broomfield, CO.

 

Vision of the role:

Provide strategic thought leadership for Danone North America sales organization with tight linkage to SVP and Chief Customer Officer.  Oversee development and provide tools, capabilities, and training to make the sales organization as effective as it can be.  Identify what is required to elevate DNA Sales to best-in-class commercial organization and build critical Centers of Excellence to do this.

 

Key responsibilities:

  • Develop strategic direction of the sales organization
    • Work side-by-side with SVP and CCO to develop unified sales strategies and an overall strategic plan for the sales organization
    • Determine the vision and resourcing of the center necessary to increase effectiveness in the field (e.g., in-store execution, customer relationships, etc.)
    • Identify new ways of doing business and resource sales support organization appropriately – ensure we evolve organization to match evolution of retail landscape
    • Make necessary trade-offs across sales-support functions
  • Lead and be accountable for the success of the Sales Planning organization
    • Establish clear expectations and timeline to develop best-in-class sales divisional and customer planning process
    • Align optimal processes, technology, and capability to drive improvement in planning process and execution
    • Ensure that customer planning group manages the end-to-end planning process
    • Coordinate the readout of planning output from Sales Divisions (3x annually)
    • Create linkage among field sales, HQ planning, demand planning, and sales finance to support monthly processes
  • Lead and be accountable for the success of the PRGM organization
    • Establish clear expectations and timeline to develop best-in-class PRGM (alignment across BU/functions, defined ways of working, etc.)
    • Provide executive support for PRGM to increase likelihood of success
    • Support Director of PRGM in building organization strategy and objectives
  • Lead and be accountable for the success of the retail organization
    • Ensure that retail group effectively delivers on in-store execution and utilizes broker model effectively
    • Support team in building organization strategy and objectives
  • Lead and be accountable for the success of the sales enablement organization
    • Ensure that the best tools, training, and resources are available to the sales organization (across disciples – key account management, category, etc.) 
    • Support Director of Sales Enablement in building organization strategy and objectives
  • Transfer knowledge to the sales organization
    • Bring the National Sales Meetings and Regional roadshows to life – coordinate the logistics, content development, etc.
    • Ensure that knowledge from across the company (BUs) and across the sales org is transferred to the entire organization (e.g., consistent approach across customers, clear strategy/priorities, etc.)
    • Manage the development and dissemination of unified sales documents (e.g., consolidated trade/customer grids, price lists, etc.)
  • Lead strategic projects and engage across businesses
    • Build a transversal perspective (cross-category, cross-channel) and build connections across the business
    • Provide critical support to all businesses in the organization
    • Lead strategic projects and ensure that results are carried through the go-to-market organization   
  • Manage non-customer facing sales needs
    • Identify opportunities for salesforce automation and establish cross-functional teams to tackle these technology projects
    • Document sales processes (ways of working) and sales roles and responsibilities to ensure sustainability and consistent approaches across the organization
    • Create processes so that learnings and best practices from all field teams are being compiled and analyzed in their respective centers of excellence
    • Manage/monitor quantity and quality of requests for information from the center to the field and vice-versa to minimize non-value-added activity
    • Build tangible processes and tools that provide critical communication linkages within sales (i.e. between sales support functions and sales field teams) and with cross functional departments (i.e. between sales and marketing or finance)
    • Guide the implementation of the sales calendar and communication to ensure that lead-times and key dates are known throughout the org
  • Manage the team
    • Build and maintain strong culture within team
    • Set and communicate clear objectives for the team and individual team members
    • Deploy team talent appropriately to build strong capabilities and performance
  • Grow your people
    • Identify, recruit, and retain a balanced and diverse team based on member/candidate strengths and role fit supported by relevant knowledge, skills, and experience
    • Work with Sales Training team to identify and address individual development needs of team (technical and analytical) skills
    • Provide the foundation for team effectiveness by creating and maintaining team processes
    • Apply training and coaching effectively for individual and team development
    • Complete performance evaluations for direct reports.

 

Qualifications:

  • Bachelor’s Degree required
  • Minimum of 15 years of experience in CPG Field Sales or related functions, including trade marketing, sales planning, broker management, direct customer selling experience, and Category Management or Shopper Marketing
  • 10+ years in a team leadership role
  • Demonstrated ability to achieve breakthrough results through the course of work
  • Strong team leadership and management skills – demonstrated ability to attract, develop, and maintain high performers
  • Ability to comprehend and manage a complex, fragmented business
  • 25% travel
  • Job location – Broomfield, Colorado

 

Danone North America is a Certified B Corporation business unit of Danone and operates in the U.S. from headquarter offices in White Plains, NY and Broomfield, CO. For more information, please visit DanoneNorthAmerica.com. Danone North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other unlawful criterion. 

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Nearest Major Market: Denver

Job Segment: Sales Management, Sales Operations, Operations Manager, Sales, Operations

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