Vice President of Channel Sales

Confidential Company; Rogers (AR); Hybrid; USD 180,000 - 280,000; Full time

Job summary

The Vice President, Sales role at Confidential Company is based in a hybrid Rogers, Arkansas setting. Driving profitable growth across assigned major accounts, you will lead a high-performance sales organization and partner with Marketing, Finance, and Operations to deliver revenue, EBITDA, and market-share gains.

You will develop and coach talent, manage trade budgets, and translate customer needs into differentiated, go-to-market strategies that sustain long-term value for the brand and

Qualifications

• Minimum 12+ years of related sales leadership experience with a track record of delivering sustainable and profitable sales growth within direct selling and CPG.
• Existing senior-level customer contacts across relevant retail, omnichannel, or strategic accounts.
• Experience calling on direct customers and managing external partner or broker relationships.
• 5+ years team management and track record of building high-performing teams.
• Ability to develop and influence executive-level business plans.
• Proven capability in multi-year joint business planning and sell-in.

Responsibilities

• Lead the assigned sales business with short- and long-term plans to drive top-line growth.
• Deliver financial targets, including EBITDA, and manage trade budgets effectively.
• Develop customer and channel growth strategies and optimize market share.
• Partner with cross-functional teams to deliver innovative go-to-market programs.
• Recruit, develop and coach a high-performing sales team and foster succession planning.

Skills

Sales leadership

CPG experience

Strategic partnerships

Team development

Financial acumen

Negotiation

Cross-functional collaboration

Executive communication

Go-to-market strategy

Budget management

Education

Bachelor's degree in Business, Marketing, or related field

Job description

A major CPG company is seeking a Vice President, Sales to drive profitable growth across their assigned major customer accounts and build a high-performance team. The role combines customer strategy, commercial execution, cross-functional leadership, and talent development

This role is a hybrid role based out of Rogers/Bentonville, Arkansas, with limited travel to assign customers / head office.

Position Overview

Position Description

The Vice President, Sales is responsible for developing, executing, and fostering a vision and establishing strong, collaborative business partnerships between the brand and assigned customer accounts. The objective is to direct and coach a team to deliver profitable growth across the full brand portfolio and contribute to customers’ total category growth. The Vice President will utilize an understanding of customers’ needs and the brands business growth and financial objectives to develop cohesive business strategies and action plans that deliver continued profitable distribution, market share, and EBITDA growth. The Vice President will help shape the future vision of our brands as it relates to the company’s go-to-market strategies, value-added product development, processes, and market-based initiatives. This role will enhance company performance, increase revenue, profits, and distribution, and will serve as a visionary and energetic leader to create a winning and sustainable culture. This role involves explaining technical information to customers, providing sales support, securing orders for co-developed marketing programs, troubleshooting problems, and assisting with the development of new and unique products. The Vice President will leverage a strong professional network and broad sales leadership experience to achieve the company’s growth objectives.

The role will work closely with Marketing, Sales Leadership, Sales Insights & Strategy, Finance, and Operations teams to develop differentiated and innovative support solutions to win the customer. The Vice President will co-develop strategic marketing and promotional platforms; share and transform market data into business insights (i.e. product assortment, product placement, and promotional activity); partner on supply chain solutions and streamlined operations. This includes asking customers what they need in new product innovation and communicating this information to internal cross-functional partners responsible for designing products, developing commercial plans, and evaluating return on investment. It is this individual’s responsibility to assist in taking the company to the next level and ensure structure and execution are managed in an efficient way. The Vice President will effectively manage ambiguity and complexity in the marketplace, develop strategically aligned partnerships with the assigned customers, demonstrate decision-making agility, provide thought leadership through creative and innovative customer approaches, and utilize business and financial acumen to deliver assigned revenue and profit goals within assigned spend.

This individual serves as a visionary and energetic leader. They will be responsible for building a high-performance team and providing leadership and development to employees to facilitate achieving business objectives and driving career growth. The Vice President is a forward-thinking, strategic leader of business and human capital that will instill a culture that values communication, collaboration, respect, and performance.

Desired Outcomes

The success of the Vice President, Sales will be based on the following outcomes:

• Drive Results: Grow net sales and profit for the company and the customer
• Strategic Agility: Create strong strategic 3-year joint business & sell-in plans
• Influence: Ability to influence customers & internal partners
• Develop: Recruit, retain, develop, & coach strong sales talent

The Team & Key Relationships

It will be the responsibility of the Vice President, Sales to provide strategic and operational leadership to the sales organization that includes a direct team and indirect team of several cross functional support team members.

Primary Responsibilities

Lead the assigned sales business, including development of short- and long-term business plans, as well as day-to-day operations management delivering top-line sales, operating metrics, and key top-line and bottom-line performance. Deliver financial, volume, and marketplace share objectives. Lead the development of strategic multi-year customer and channel growth strategies. Deliver a financial budget that is closely aligned with customers' annual planning objectives, including delivering Net Sales and EBITDA plans and profitably managing trade budgets. Optimize team performance to develop customer relationships, inspire others to deliver customer value and develop next generation talent.

Develop and test strategies and roll out successful initiatives; establish product assortment, placement, pricing strategies. Develop marketing strategies that ensure growth with profitable returns. Maintain the promotional calendars, ensuring all relevant promotion details are available and aligned with corporate policies, keep current with short and long-term market trends and adjust merchandising and support plans accordingly. Seek out new partnerships for co-marketing opportunities. Responsible for tracking the volume metrics, business drivers, and costs to make the appropriate business decisions to meet P&L targets. Provide ongoing tracking, analysis, and measurement of customer and shopper behavior. Recommend enhancements based on the results / analysis.

Collaborative & Cross-Functional Leadership

Develop relationships and maintain regular contact with senior-level executives. Partner with the Category Leads, Market and Brand Presidents, and eCommerce Marketing teams to sell in and develop the business proposition that effectively manages the P&L and creates a win-win situation for the company and assigned customers. Partner with vendor partners and Customer Service to ensure the timely and accurate fulfillment of product orders and ensure a high level of customer satisfaction and business efficiency. Lead colleagues and cross-functional partners across Marketing, Sales, IT, Supply Chain, Customer Service, Finance, and Legal, as well as external vendors, toward the development of product, go-to-market, and merchandising innovation platforms to optimize growth and profitability.

Organizational Leadership

Drive the recruitment, motivation, development and retention of best-in-class sales professionals. Continually drive and instill a culture of transparency, accountability, performance-based management, teamwork, and other best practices to achieve the goals of the organization. Responsible for establishing business objectives, work plan, and development plans for direct reports and team. Develop the succession plan for the team within the context of the sales organization. Responsible for periodic career discussions and quality, fact-based performance management updates. Provide strategic direction to ensure direct reports are working toward a common agreed upon plan.

Primary Competencies

• A minimum of 12+ years of related sales leadership experience with a track record of delivering sustainable and profitable sales growth within direct selling, and CPG
• Existing and established base of senior-level customer contacts and relationships across relevant retail, omnichannel, or strategic customer accounts.
• Experience calling on direct customers and managing external partner or broker relationships.
• 5+ years team management and track record of building high-performing teams
• Ability to lead, business plans that can influence executive leadership
• Demonstrated ability to identify both short- and long-range growth opportunities based on in-depth understanding of both company and customer(s) strategies
• Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan
• Strong analytical skills and ability to convert analytical information into sales tools to promote sales and profit goals within customer business plans
• Experience developing successful new business-building ideas based on total understanding of the customer’s business drivers and go-to-market strategies
• Ability to anticipate potential problems and develop proactive solutions to avoid setbacks
• Hands-on knowledge of sales planning, implementation, and experience elevating a company’s capabilities through 3-year joint business planning and sell-in
• Ability to think around a multi-faceted issue to identify the best solution
• Possesses executive maturity and presence evoking intelligence, confidence, respect and is humble, well-spoken, understated, and at ease with people
• Demonstrated ability to encourage and incorporate diverse viewpoints in a business situation
• Dependable and diplomatic; able to problem-solve successfully with a wide variety of people and complex matters in a fast-paced work environment
• Must be able to take initiative in working in a flexible, fast-paced team environment
• Detail-oriented and execution focused
• Exceptional leadership and motivational skills for leading and developing a high-performance sales team by encouraging individual and group initiative
• Demonstrated success in building trust with a customer
• Four-year undergraduate degree in Business Administration, Marketing or related field
• Ability to travel required, up to 30% depending on Customer and Internal business needs