Director of Business Management

Indiana Packers Corporation • Delphi, IN

4d

About The Position

Indiana Packers Corporation (IPC) is a fully integrated foodservice and private label producer of fresh and processed meats based in Delphi, Indiana (near Lafayette, Indiana). Since the start of operations in 1991, we have experienced rapid growth from a single pork processing company into a multi-plant diversified producer of fresh and processed meats, with locations throughout America's Heartland. We are best known for our national brand Kentucky Legend (the best-selling quarter-sliced ham in the United States) as well as several well-known regional brands, including Indiana Kitchen, Fischer's, Field, Mickelberry's, Kentuckian Gold, and Scott Pete. We have additional processing facilities in Frankfort, Indiana, Holland, Michigan, and Owensboro, Kentucky. Summary: This role is responsible for developing sale strategies and pipeline creation aligned to increase profitability of sales within IPC's existing customer base. Align and engage the business management team to implement and maximize planned sales volume and gross profit contribution potential for IPC. This position oversees domestic retail, food service, and independent wholesale channel sales, policies, objectives, and initiatives. This position is required to set short-term and long-term channel sales strategy, evaluate effectiveness of current programs, and further develop existing relationships. This role is expected to recommend product and/or service enhancements to improve customer satisfaction and sales potential as needed. The Director of Business Management will oversee, manage, and price forward sales opportunities in conjunction with Product Management, Field Sales, FP&A and other various departments as part of IPC's strategy to leverage known available supply. Coordination with Product Management, Operations, S&OP teams, and others, on breakeven and build back primal values, to provide insight and team recommendations for make sheet optimization. The ideal candidate will also manage existing customer pricing models, conduct performance assessments and implement policy changes for optimal margin opportunities as required. This position will be reporting to the Senior Director - Fresh Sales and is expected to be highly collaborative with leadership and key individuals amongst various departments to ensure growth of customer relationships and profitability maximization of existing supply.

Requirements

• Bachelor's degree in business, Ag Economics or related field preferred or demonstrated equivalent knowledge and experience.
• Minimum 7 years' experience in fresh pork sales or protein industry related roles.
• In-depth knowledge of retail and food service channel sales and strong history of customer relationship management. Including a proven track record of building programs and pricing models for maintaining new and existing business with strategic customers.
• Effective communicator and negotiation skills.
• Strong customer & broker management capabilities.
• Ability to use independent judgment, creativity, presentation skills, and problem analysis.
• Excellent organizational skills and the ability to prioritize and execute multiple projects.
• Strong work ethic with a bias for action and performance management.
• Must have an "only the results matter" mentality.
• Attention to detail and accuracy.
• Self-motivated and goal oriented.
• Ability to work in ambiguous environments, multi-task & prioritize work.
• Proficient in Microsoft 365 platform, SAP, and other various business-related tools.
• Sales Function: Knowledge of major responsibilities, accountabilities, and organization of the sales business unit.
• Selling knowledge of and ability to use diverse tools, tactics, and techniques to persuade a person to take desired actions.
• Sales Tasks & Activities: Knowledge of processes, tools, techniques, and theory behind selling the organization's goods & services.
• Knowledge of Customers: Knowledge of and ability to utilize past customer relationships, profiles and information.
• Knowledge of Sales Channels: Knowledge and ability to coordinate multiple options for selling organization's goods & services.
• Knowledge of Product Line: Knowledge of specific pork products and associated development process and strategies.

Responsibilities

• Directly responsible for the leadership and development of the Domestic Fresh Business/Sales Managers and Customer Service Team. Handling mainly FS/Retail/Independent distribution.
• Responsible for the strategic development and execution of short- and long-term maximization of sales profitability within existing customer base.
• Fluid ability to negotiate, use formula based forward pricing, and other sales tactics.
• Effectively collaborate with cross functional teams such as export sales/ food service/ retail/ product management/ FPS/ etc. to align on product availability, pricing, forward sold positions, and forward pricing opportunities.
• Oversee the day-to-day negotiations of the business management team, including both fresh and bulk bacon sales
• Provide direction to the team as needed based on market level and KPI detail
• Develop and execute against appropriate seasonal sales plans for various primal cuts (i.e. ribs, picnics, butts)
• Develop and implement strategy to connect, foster and further existing relationship within our customer network.
• Create, manage and monitor current and future KPIs for the business management and customer service teams.
• Communicate with cross-functional teams to provide competitive information as well as field-based recommendations for future products, margin improvements and initiatives.
• Work closely with field sales, business development, and other subsidiary roles to appropriately address and transition any form of legitimate, consistent and/or new opportunities that have proven worthwhile for continued development and refinement.
• In conjunction with all leaders of fresh sales organization: will take part in and understand overall ad planning opportunities amongst our customer base, RFP planning and execution, and internal risk management (hedging) evaluations.

Benefits

• Three health care options (including a HSA)
• Two dental options
• Two vision options
• A very competitive 401(k) plan (with two different company match components)
• A number of other supplemental benefits (including a generous tuition reimbursement program)

What This Job Offers

• Job Type: Full-time
• Career Level: Director