Senior Director, Sales Development

BACKGROUND:

Due to our rapid growth, our success is directly dependent on attracting and retaining the best possible talent across our teams. To this end, we are posting for a strong Senior Director, Sales Development. This opportunity will be based in our corporate headquarters in Needham, MA and follow our hybrid work model: a minimum of three days working onsite and two remote working days.

OVERVIEW OF ROLE:

The Senior Director, Sales Development, centralizes the interface between the Field Sales organization and Home Market Foods's Commercial Finance, Growth (Marketing), and Operations departments. This position leads and facilitates the Sales organization's input on the following: sales forecasting, demand planning, trade funds management, pricing, category management, order management, in-market strategy, and T&E and sales tactical budgets. The incumbent will play a key part in establishing the Annual Operating Plan and the multi-step process to finalize the Plan. Key departments that report into this role are Sales Operations, Sales Administration, Customer Service, Category Management, and Sales IT).

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Reporting & Analysis: Monitor, audit and evaluate the business performance of the Sales organization against Company objectives. Responsibilities include, but are not limited to:

• IBP-2 process leadership (monthly)
• Sales scorecard development and execution - key activity and objective tracking
• Sales reporting (Power BI)
• ROI trade spend analysis
• Incremental business building opportunity assessments and recommendations
• Competitive business analysis

Sales Operations and Sales Planning: Lead pricing, demand planning, and trade funds management strategy and execution with consultation from Field Sales, Growth (Marketing), and Commercial Finance leadership. Responsibilities include, but are not limited to:

• Pricing strategy and preparation for execution in the marketplace
• Pack strategy development by channel
• Activity level sales forecast - as part of monthly IBP2 process
• Customer level trade marketing plans
• Promotion strategy development (DSMP)
• Trade funds management (D365 TFM tool, listings, allocations & approvals)
• New item listing assessments, approvals, and reconciliation
• Collaborative planning process management, including development of the Annual Operating Plan
• Competitive intelligence collection and knowledge maintenance
• Category management presentations
• D365 training for Field Sales & Brokers

Sales Administration: Develop, prepare, and distribute the sales materials and selling tools necessary for the Field Sales organization to execute HMF's strategies and achieve the Sales organization's in-market objectives. Responsibilities include, though not limited to:

• Bid facilitation and submission
• Sales & Broker communications
• Price List administration & tracking of pricing actions
• Allocations and tracking of customer specific marketing budgets
• Customer support materials (sell sheets, ad slicks)
• Management and tracking of sales discretionary budget
• Consumer complaint response and tracking/data

Customer Service: Order processing, customer set-up, GDSN administration, production planning team facilitation, and facilitation of communications between the Operations department and Field Sales. Responsibilities include, though not limited to:

• Order fulfilment
• New customer set up
• Power BI reporting - case cuts and out-of-stocks
• Pricing action support - monitoring for "buy-ins"
• Aged inventory management
• Consumer affairs
• Represent the Field Sales organization as a member of the Business Leadership Team and sales lead as part of the IBP3/IBP4 steps of the integrated business planning process.
• Other duties as assigned

EDUCATION AND/OR EXPERIENCE:

• A bachelor's degree in a business-related field is required. Advanced degree (MBA) or comparable work experience preferred.
• Minimum of 10 years of experience in consumer products sales and/or marketing required
• Previous experience in a similar internal corporate role, with a specific focus on business and sales planning, trade funds management, and category management preferred
• Previous experience in customer service preferred
• Strong management and leadership skills, including the ability to organize/prioritize workloads and meet deadlines required
• Ability to work across functional boundaries in the coordination of key business processes and gather the necessary support for the achievement of sales objectives required
• Ability to lead and motivate a large team required
• Strong interpersonal skills, written and verbal communication skills required
• Ability to take complex data and put together a story that explains and supports key objectives required
• Demonstrated analytical skills and technical skills required
• Ability to analyze and/or utilize syndicated (IRI) in the development of sales and/or category management presentations required
• Strong budget management skills required

PHYSICAL DEMANDS:

The physical demands below are representative of those that must be met by a candidate to successfully perform the essential functions of this job.

• Able to sit/stand for prolonged periods at a desk and work on a computer.
• Must be able to work in a fast-paced work environment where a broad range of tasks may be required

Exciting Benefits Await You!

• Enjoy top-tier Medical, Dental, Vision coverage.
• Pamper your furry friends with Pet Insurance.
• Stay fit with our Wellness Plan and Free Gym Access.
• Boost your skills with Employee Tuition Reimbursement.
• Unlock endless opportunities with College Scholarship for dependents.
• Reap the Rewards of Our Bonus Program Available to Our Salary and Hourly Employees.
• Receive a Generous 401k Company Match.
• Take advantage of Competitive Paid Time Off.
• Elevate Your Safety Net with Company-Sponsored Life Insurance Coverage.
• Receive Relocation Assistance for a Smooth Transition.
• Earn Rewards through our Employee Bonus Referral Program.
• Elevate Your Workplace Experience with Community Impact Opportunities.
• Celebrate Together with Employee Appreciation BBQs, Happy Hours, Birthdays, & More!

Opportunity Calls! Unsure if you meet all requirements? Don't hesitate, apply!

Our recruitment process is prompt and transparent. Your resume will receive swift attention from our talent professionals. If chosen, you'll undergo a recruiter phone screen, followed by interviews with key team members. We value your potential.

At Home Market Foods, we champion equal opportunities for all, prohibiting discrimination based on race, religion, gender, and more. Our commitment extends across all aspects of employment, ensuring a fair and inclusive workplace.