Sales Operations Director

Glanbia - Downers Grove, IL3.5

Full-timeEstimated: $110,000 - $150,000 a year
Skills
Glanbia Performance Nutrition (GPN) is the Global leader in Sports Nutrition and a key division of Glanbia Plc - a leading International cheese and nutritional ingredients company headquartered in Ireland. The Performance Nutrition division has acquired and/or developed an impressive portfolio of brands, including Optimum Nutrition – manufacturer & marketer of Gold Standard 100% Whey™, BSN – known for products including SYNTHA-6™ and N.O. Explode™, performance beverage maker ABB, Isopure – the makers of the finest protein powder and drink fuels for people who want the very best, and Thinkthin – a leading US-based good-for-you protein food brand.

The sports & active nutrition category is experiencing strong global growth and GPN has significantly outperformed the market - accelerating its evolution from a smaller US-focused business to a global CPG company - with all of the inherent opportunities and challenges this involves. GPN has a strong, vertically integrated global manufacturing platform and production capabilities across a range of categories. The business is growing its global presence and staffing commercial offices in key markets worldwide – allowing GPN to extend the brand equity it has established with loyal, long-standing customers in the U.S. and beyond into new and emerging markets in EMEA, Latin America, Asia and Oceania.

Many factors and trends are influencing the growth of the performance nutrition market - increased consumer awareness of health & wellness, demographics and income growth in emerging markets, the desire to maintain and improve body image and physical capabilities, especially as consumers age, and the wish to increase enjoyment of casual sporting activities while accelerating recovery. These factors and others, along with GPN’s authentic, U.S. based origins and reputation for quality, ensure that GPN brands and products (including ready-to-mix powders, ready-to-drink beverages, capsules, tablets, and nutrition bars) are well positioned for significant continued growth.

GPN is head-quartered in Downers Grove, Illinois and has manufacturing facilities in Illinois, South Carolina, Florida and the UK. GPN employs more than 1,000 people worldwide and has revenue of over $1B.

To support the organization’s sales and commercial activities, GPN requires a Director of Sales Operations based in Downers Grove, IL. The role is responsible for guiding the commercial organization on effective and efficient use of trade promotional dollars, creating and executing pricing strategies, as well as implementing and optimizing sales operations systems tools (CRM, Sharepoint, Tableau, various reports).

Specifically, the role will support all needs for the ON, BSN, ABB and Isopure brand/commercial related efforts.

Leadership Responsibilities in Pricing

Set the strategy and strategic initiatives for our pricing models by channel, by customer, and by brand
Create and ensure organizational alignment to pricing architecture strategic initiatives by channel/customer
Strategically create, leverage and update with best practices, the pricing guidance to all customer leads in North America. Institute and measure using price elasticity of demand modelling and arbitrage risk modelling to set base price, promoted price, and minimum advertised price guidance to the market at large
Develop pricing strategies and architecture for all new product/brand development in our stage-gate process; key leader to align the organization to pricing on new products

Oversee and lead the pricing team (3 direct reports, including the Manager of Pricing), who have as their primary responsibility:
Maintain the SAP pricing list with timely changes, established process, and process control
Develop and oversee and execute changes in pricing from time to time including product-specific, market-specific and broad based changes; understand changes in contribution margin as a result of input costs and appropriately model out price change depth, guidance, and cadence
Develop and issue reports demonstrating pricing of GPN brands versus competitive set and identify opportunities/challenges
Develop an expertise and update tools necessary to understand price elasticity of demand, by product, by customer

Leadership Responsibilities in Trade

Set the strategy and strategic initiatives for our trade budget, by customer and by brand
Lead the cross-functional trade budgetary (annual and interim) process across all account teams and in conjunction with finance to ensure broad alignment and fiscal obligations are met
Create and ensure organizational alignment to trade strategic initiatives by channel/customer
Strategically create, leverage and update trade allocation and management with best practices. This involves using developed expertise leading diverse CPG teams in the past to bring best practices to life at GPN including new initiatives, new measurement techniques, among others.
Create the trade strategies for all new product/brand development in our stage-gate process; key leader to align the organization to pricing on new products
Must have exceptional relationship building capability to become trusted liaison of all sales people
Must have strong financial acumen to bridge the relationship between sales and finance
Oversee and lead the sales operations team (2 direct reports), who have as their primary responsibility:
Develop strong understanding of all tactical trade elements inherent with each customer (fixed vs. variable, terms, promotional allowances, damages, cash terms, etc…) and operate efficiently and effectively given the constraints
Provide very clear guidance on use of promotional allowance dollars, by account/promotion, to best advantage effective and efficient results
Provide clear and timely post-promotional effectiveness reports. Host sessions to cross-functionally enable better performance by sales leaders
Timely and accurate shepherding of promotional allowance deals through the sharepoint deal process tool
Key relationships with each sales lead to create deal sheets, and shepherd them through the process

Primary Responsibilities in Tools

End to end management of the day-to-day operational effectiveness of the CRM tool and Trade Promotion Management Tool (both tools will be new to GPN).

CRM:
Critical Steering Committee Lead
Lead the implementation of a new-to-GPN CRM tool into the organization.
Lead the business case for resource needs to host CRM in the organization
Measure the effectiveness of the test and report to leadership on progress
Craft strategic initiatives and communication plans for full scale rollout
Own the relationship with implementation partners/consultants/Glanbia IT
Set up and lead educational sessions for all sales leaders within GPN to ensure best practices are upheld and understood
Leverage the tool to drive improved quantitative sales performance; document, learn, grow and lead from the front on the importance of CRM
The ideal candidate has stood up CRM in a large CPG organization in the past

Trade Promotion Management (TPM):
Lead the implementation of a new-to-GPN TPM tool into the organization alongside the VP of Finance.
Lead the business case for resource needs to host TPM in the organization
Measure the effectiveness of the test and report to leadership on progress
Craft strategic initiatives and communication plans for full scale rollout
Own the relationship with implementation partners/consultants/Glanbia IT
Set up and lead educational sessions for all sales leaders within GPN to ensure best practices are upheld and understood
Leverage the tool to drive improved quantitative sales performance; document, learn, grow and lead from the front on the importance of TPM
The ideal candidate has stood up TPM in a large CPG organization in the past

Leadership Responsibilities:
Lead the development of a team of direct reports including:
Yearly development plan review and development
Talent profiling
Coaching and mentorship
Co-creating and developing personal development plans
Motivating a team through leadership vision to tackle the tactical issues that accomplish the team’s mission.

Skills

A minimum of 8 years of experience in a CPG environment with direct experience managing teams involved in trade finance, pricing and/or FP&A. Time spent in a customer-facing selling role would be a plus.
Has ability to analyze, interpret and utilize data to create compelling tools and analysis to drive and align leadership to best practices and improved business outcomes
Exceptionally comfortable presenting complex situations to leadership in PowerPoint or in person
Exceptional ability to translate complex financial/pricing outcomes to sales and marketing associates and leadership alike.
Ability to convert analysis into insights into strategic initiatives that can change the business
Capability & experience working effectively across functional teams – a proven ability to influence finance/account organizations, and sales organizations alike
Strong communication & influencing skills across a diverse group of stakeholders
Proven leadership style that motivates and enables people to be their very best
A passion for health and wellness-based products/lifestyle.
Candidates who have completed the CMA, CFA or CPA courses and certification are encouraged. Preference will be given to candidates who also have completed an MBA
Exceptionally strong in Microsoft excel and powerpoint, CRM tools (Salesforce, SAP), Trade Promotion Management Tools, as well as data service tools such as Tableau and Sharepoint.
Budgetary setting and control experience with respect to SG&A

Personal Characteristics

Customer Focus – ability to advocate for the customer internally (sales) while representing company interests externally in a win/win fashion.
Leadership Skills – can provide focus, direction & quick decision-making to keep teams on track to deliver against commitments and defined process.
Entrepreneurial and Hands-On – ability to operate effectively in a resource constrained environment. Can manage paradox and ambiguity. Can handle incompleteness and shortages in data while still arriving at well grounded business decisions.
Sense of urgency - continuously drives for action and results. Follows up expeditiously and takes initiative. A strong bias for action in measured fashion
Strong Interpersonal skills – ability to build and sustain relationships across the business.
Builds trust to foster an environment where they can be the central leadership figure brokering inter-departmental negotiations on strategic sales operations initiatives
Passion - a genuine interest and passion for healthy lifestyle choices through fitness and nutrition.
Integrity – strong ethical standards.
Resilience – perseveres when challenged and bounces back strongly from setbacks or problems.
Drive – a winner who follows through and ensures objectives are met or exceeded.
Intellectual Horsepower – sharp, thoughtful, quick – absorbs and applies new concepts and ideas

Key Interactions

Internal: Sales, Customer Marketing/Sales Ops, Marketing, Finance, IT, Supply Chain.

Equal Opportunity Employer: Disability/Veteran. We are an equal opportunity and affirmative action employer that does not discriminate and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.