Sales Team Leader

Location - Remote

This role is eligible to be performed remotely. If you reside outside of 100 miles, you will travel in 4 times/year for intentional collaboration and connection.

Employee Type – Salaried

Bonus Eligibility – Yes, 25%

Safety Sensitive – Yes

If a company is going to make a difference in today’s world, it’s going to have to think differently. At Organic Valley, our philosophy and decisions are based on the health and welfare of people, animals and the earth. We’re a mission-driven cooperative, owned by family farmers, and we’ve been leaders in organic agriculture from the very beginning. Once pioneers of organic agriculture, we’re now an established leader. Organic is all we do. We are driven by our mission to promote regional farm diversity and economic stability by the means of organic agricultural methods and the sale of certified organic products.

Summary Of Role

The Sales Team Leader (STL) will be responsible for executing strategic sales plans for their assigned account(s). The STL may be responsible for managing one or more direct reports. The STL will apply customer-specific knowledge and understanding to address business challenges and apply expertise to improve solutions and processes. The candidate will need to have tremendous sales skills along with the ability to lead cross functional teams. The ideal sales team leader has deep experience with the entire sales process, excelling at relationship building, and retailer negotiation. We’re looking for candidate with strong curiosity who has strong interpersonal skills — someone with a successful track record who can inspire the same performance in others. This is a safety sensitive position.

Essential Duties And Responsibilities

• Develop and execute strategic sales and marketing plans for full product range within the assigned customer base, including targeting accounts and tracking progress via reports.
• Identify new business development potential in accounts by evaluating current industry trends, customer trends, and analyzing opportunities.
• Responsible for sales execution, reporting, internal department coordination, and general account maintenance for all customers within assigned region.
• Achieve sales budget while managing profitability, including expenses and trade spending.
• Establish positive working relationships with customer(s) via in-person meetings, telephone, email, and other appropriate methods of communication to understand their needs and objectives to seek opportunities for alignment and partnership.
• Create and implement strategic sales and promotional programs including all aspects of DSMPs (Distribution, Shelving, Merchandising, and Pricing)
• Responsible for headquarter and secondary account sales execution for all designated customers within region as assigned by supervisor.
• Prepare yearly sales budgets and financial reporting as needed.
• Report on sales performance and communicate important program updates to Sales Leadership and related stakeholders while maintaining real-time sales data to effectively control inventory and sales order volumes.
• Communicate supply issues or company announcements to assigned customers.
• Work with internal stakeholders and customers to move excess inventory, when applicable.
• Execute product launches to assigned customer base.
• Communicate and implement all cooperative initiated product specification and price updates.
• Maintain excellent customer and CROPP employee interdepartmental relationships and collaborate to achieve sales objectives.
• Leverage market trend data to assist in the budgeting, category review, and selling processes. (Spins, Numerator, etc)
• Prepare business and category reviews in support of customer development.
• Directly manage and train assigned brokers and/or distributors, if applicable.
• Assist Accounts Receivable to limit unauthorized deductions and ensure term compliance on receivable balances.
• Responsible for engagement, goal setting, coaching, communication, and delegation of direct report(s).
• Prioritization of projects for self and direct report(s) to be able to hit required deadlines both internal and with customer(s).
• Collaborate with CROPP stakeholders and external customers utilizing CROPP core values.
• Develop agenda/presentation along with logistics of Top to Top/Joint Business Planning meetings; when applicable.
• Lead customer forecasting oversight and management.
• Represent the company effectively with comprehensive knowledge of our item assortment.
• Research consumer needs and identify how our solutions address them
• Achieve company objectives by planning thoroughly, setting sales goals, analyzing performance data, and forecasting financials.
• Generate leads, and establish and nurture retailer relationships
  
  

Additional Duties And Responsibilities

• Meet internal deadlines requested by supervisor.
• Timely submission of required administrative/HR policies and procedures.
• Ongoing leadership development and continued education utilizing available resources (Learning and Organizational Development trainings) and outside publications.
• Develop and deliver annual and mid-year evaluations for direct report(s).
• Create and execute a strategic sales plan that expands our customer base and extends the Organic Valley Brand reach.
• Meet with large strategic retailers to grow long-lasting relationships that create win-win scenarios for both sides.
• Ensure that AOP targets are met by holding sales team and/or broker contacts accountable to set objectives and monitor progress
• Handle confidential information with discretion.
• Occasional event related weekend work may be required.
• Other duties as assigned by supervisor.
  
  

Knowledge, Skills, And Abilities

• Bachelor’s degree or equivalent experience is required.
• Minimum of seven years’ experience in key account sales or equivalent, dairy or natural/organic industry experience preferred.
• At least five years’ experience in managing sales in a corporate setting.
• Existing positive relationships with key customers within region required.
• Knowledge of private label related processes preferred.
• Proven and successful sales management track record.
• Superb leadership skills and competencies for advancement within the cooperative.
• At least three years’ experience of direct management of employees.
• Broker management experience.
• Demonstrate Category Insights proficiency.
• Must demonstrate respectful, confident, and professional speaking abilities and experience, with excellent communication, interpersonal and organizational skills
• Has a home office and proven ability to work remotely and independently.
• Ability to use knowledge, facts, and data to effectively solve problems.
• Proven integrity in life/employment and honesty in dealings with others.
• Experience and proficiency with Microsoft Office programs, specifically Outlook, Excel, PowerPoint, OneNote, and Word.
• Good judgement and Executive presence. Self-awareness and emotional intelligence in responses and reputation.
• Ability to travel for trade shows, sales calls, and meetings – up to 30-40% of time.
  
  

Base salary range: $92,768 - $127,337 per year; plus 25% bonus eligibility.

This salary range is exclusive of fringe benefits. The compensation package may also include incentive compensation opportunities in the form of discretionary bonuses. If you are hired at CROPP, your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. Additionally, we believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer. Please keep in mind that entry-level candidates to this role should expect to be at the lower end of the salary range and hiring at the maximum of the salary range is not typical.

Benefits

We believe when our people are strong, our mission is strong. Therefore, we offer a comprehensive and holistic Total Rewards package meant to strengthen employees’ and their family's total wellbeing. Here are some of the great benefits offered:

• Comprehensive Health Insurance - Choice of plans for you and your family, including some that can be paired with an HSA (which CROPP contributes to on your behalf)
• Supplemental insurances: we offer accidental insurance, critical illness insurance, and hospital indemnity insurance.
• Time Off – 136 hours in the 1st year of employment prorated by start date. Plus 9 paid holidays, plus one floating holiday to use at will.
• 6 Weeks Paid Parental Leave – For all gendered partners in childbirth or adoption.
• Vision & Dental Insurance – Free annual eye exam, discounts on glasses/contacts, flexible dental network, adult ortho.
• 401k – We match 100% up to the first 3% of an employee’s contribution, and then 50% for 3.1%-5.0% of employee contributions.
• Free services at five local Neighborhood Family Clinics.
• Tuition Reimbursement – Up to $1,500 per year to support continuing higher education.
• Life Insurance - $50,000 policy funded by CROPP for each employee. Supplemental voluntary coverage available for employees, spouses, and children.
• Short-Term & Long-Term Disability/AD&D Insurance - $50,000 of life insurance coverage of $50,000 of AD&D coverage funded by CROPP for each employee.
• Employee Assistance Program - Free and Confidential for employees, spouses, and dependents.
• Free biometric screenings (cholesterol, glucose, blood pressure) and health coaching.
• Financial advisors and seminars
• Annual $360 Lifestyle Spending Account
• On-site all-organic cafeterias