Senior Director, Business Development & Sales - MM - GWW - US

Sysco

2d

About The Position

The Senior Director of Business Development and Sales is responsible for defining the strategic plan and providing the leadership/mentorship to the Business Development team, to achieve/beat the fiscal sales, revenue, and margin goals of Manchester Mills. Responsible for a +$200M business. This senior leader reports to the SVP, General Manager and is a contributor to planning the company’s overall growth strategy as part of the leadership team. This leader will define and implement short term and long-term sales strategies in coordination with key distribution partners such as corporate accounts and Independent Sales teams, in addition to global and cross discipline teams. Creating demand and recognition for the company and its products. This leader will direct tactical implementation of the strategy while identifying changes in the related industry environment to evaluate, adjust or redraft accordingly. Ensure that the sales strategy continues to meet and exceed the company’s revenue generating expectations.

Requirements

• Bachelor’s Degree in Business, Sales or Marketing.
• Minimum of 10 years related experience, including 5 years managing large, multi-location accounts.
• 15 years management experience leading large teams of senior and midscale sales associates.
• 5 years’ experience handling the P&L for a division within an organization.
• 5 years’ textile industry experience in a management role.
• Experience leading multiple functions and geographically dispersed teams in a matrix environment.
• Proven track record of success in effectively managing a diverse customer base – driving profitable business growth.
• Strong leadership skills with the ability to build, grow and inspire individuals/teams; manage effectively up, down and across the organization.
• Working alongside others as a partner day to day in moving the business forward, holding teams accountable for sales objectives.
• Delegates responsibilities effectively.
• Recognizes and acknowledges the value others bring to the organization.
• Exhibits a high level of trust and accountability.
• Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency.
• Ability to effectively present information and respond to questions from customers, management, and inter-department.
• A mastery of organization and project management skills, including the ability to plan, prioritize and execute multiple initiatives/deadlines autonomously and shift priorities as necessary.
• Able to manage large and complex projects.
• Well-developed strategic planning, business and financial management skills (i.e. Pricing, forecasting, budget planning, etc.)
• Strong analytical and technological skills in using sales productivity, performance, gross margin another related data.
• Excellent listening, negotiation, and presentation skills.
• Relationship building – Ability to build and maintain strong relationships with customers, peers and support staff.
• Understand team dynamics; works well independently and within a team structure.
• Capable of working with others in proactive and constructive manner.
• Works well with various personality types and supports diversity.
• Customer Service – responds promptly to requests for service and assistance as needed.
• Judgment – fact-based decision-making style and someone who recommends solutions at both a strategic and functional level.
• Exhibits sound and accurate judgement.
• Proficient use of MS Windows and Office (Word, Excel, PowerPoint, and Outlook, CRM).
• Must be able to lift 20 lbs.
• Must maintain a valid passport for international travel.

Nice To Haves

• MBA a plus.
• Knowledge of the hospitality industry a plus.
• Familiarity with Phocas, People Soft and salesforce.com preferred.

Responsibilities

• BUSINESS DEVELOPMENT, SALES & CUSTOMER MANAGEMENT Establish annual sales goals and budgets for all MM textile customers/business channels in North America. Define the strategy to meet these goals that includes new business development within the Hospitality industry but also consider new segments/industries and international opportunities. Primary contact for all corporate and management group customers. Maintain, build, and expand the customer relationship and key points of contact at all levels within the customer’s organization. Point-of-contact for all distributor relationships and contracts. Help to secure new distribution outside of hospitality. Lead the planning and execution of all customer-facing activities including but not limited to customer product presentations, customer sponsored events and trade shows, customer business quarterly reviews, contract negotiations and implementation, pricing, rebates, and allowances, Define and implement annual customer business plans that focus on driving revenue generation for both the customer and the company. Continually update and revise as needed. Work closely with Guest Supply Corporate Accounts team and Independent Territory Sales team, to ensure maximum sales potential of MM products with all existing Guest Supply customers and ensure Guest Supply distribution growth wherever possible. Lead and coordinate cross functional teams around all Request for Proposal/Information opportunities. Deliver timely and relevant information between the customer and internal teams, to build successful solutions and programs to defend existing business and win new growth opportunities. Prepare budgets and manage expenses to achieve company financial objectives. Ensure the economic success of the organization through active financial management, prudent business practices and establishing aggressive achievable expense control goals. Present monthly financial updates pertaining to the business to SLT (Senior Leadership Team).
• LEAD BUSINESS DEVELOPMENT SALES TEAM Hire, train and manage the Business Development team to meet the established annual sales goals. Promote continuous training and development. Establish clear goals for the team with business metrics and SMART KPI’s. Monitor, evaluate and provide feedback and support to achieve the goals. Participate in performance and compensation evaluations and corrective action/termination as necessary. Conduct regular department meetings to foster employee engagement, communicate any changes and address concerns. Foster idea sharing, best practices and continual improvement. Organize and facilitate training seminars to the Guest Supply corporate, independent and international sales teams. Including general textile and product knowledge, textile selling strategy, competitive and industry insights and global trends. Participate at Guest Supply NASC and other opportunities as required. Lead and facilitate change management in support of Manchester Mills and Guest Worldwide goals.
• MARKET TRENDS, COMPETITIVE ANALYSIS and PRODUCT DEVELOPMENT Analyze industry and market data/research to identify new opportunities, trends, and competitive markets globally. Identify new opportunities for business growth. Implement a process for ongoing current market analysis to determine competitiveness and positioning. Assortment, pricing, quality, innovation, and design. In particular, gather and analyze information related to competition in regional field sales. Ongoing information management and sharing. Recommend new products or enhancements to the product development, innovation and marketing team based on customer needs, consumer trends and competitive research. Identify product gaps. Actively participate in the identification of new products and programs with key stakeholders. Collaborate with sourcing and procurement teams around SKU rationalization to keep product assortment and inventory within identified goals Work with marketing to develop and evolve sales and marketing strategies for existing and new product lines to ensure success. Collaborate with the cross functional teams; product development, sourcing, marketing, quality assurance and forecasting/purchasing, customer service, finance on all topics related to sales and growth opportunities for MM textile products.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees