Senior Vice President Sales - Drug Channel Details

Senior Vice President Sales - Drug Channel

Advantage Solutions - Chicago, IL

Employment Type : Full-Time

Summary

Senior Vice President Sales – Drug Channel

We are seeking a highly dynamic and talented Senior Vice President (SVP) of Sales to lead a team of Vice President’s (VPs) and Directors responsible for achieving Profit and Loss (“P&L”) targets, driving customer/client sales, ensuring that client DSMP objectives (Distribution, Shelving, Merchandising, Pricing) are met at each customer, generating new business opportunities, and managing the business unit operations. The SVP-Sales develops strategies in conjunction with the VP’s to maximize and navigate client and customer opportunities at the most senior levels of the organization that benefit all key stakeholders. This position has responsibility for Achieving Sales Objectives, holding a team accountable, hiring, motivating, leading and developing direct reports and subordinates.

Responsibilities:

• Build and nurture strong customer relationships at the top level of key customers within the channel
• Help develop and drive a strategy to exceed our client and customer expectations.
• Achieve P&L targets; manage business unit resources to deliver EBITDA* objective [*Earnings Before Interest, Taxes, Depreciation, and Amortization].
• Increase our existing clients’ business by maximizing opportunities with customers.
• Responsible for hiring, developing, assessing and retaining talent using company-wide processes, tools and resources. May delegate work of others and provide guidance, direction and mentoring to indirect reports.

Qualifications:

• Recent, relevant experience in the consumer drug channel, specifically with a CPG manufacturer and/or big 3 drug retailer
• 15+ years of work experience in direct CPG or broker sales
• 15+ years of successfully managing a P&L, budgeting and forecasting, and managing client expectations either personally or through a team
• Proven Track record of results plus hiring, onboarding, motivating and developing high performing individuals and teams
• Solid Leadership Presence and Business maturity; good problem solver

ResponsibilitiesThe Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.
Position Summary
The Senior Vice President, Sales leads a team of Division Vice President’s (DVP) responsible for achieving Profit and Loss (“P&L”) targets, driving customer/client sales, ensuring that client DSMP objectives (Distribution, Shelving, Merchandising, Pricing) are met at each customer, generating new business opportunities, and managing the business unit operations. The SVP-Sales develops strategies in conjunction with the DVP’s to maximize and navigate client and customer opportunities at the most senior levels of the organization that benefit all key stakeholders. This position has responsibility for holding a team accountable, hiring, motivating, leading and developing direct reports and subordinates.
Essential Job Duties and Responsibilities
Client and Customer Management

• Build and nurture strong customer relationships at the top level of key customers within the region.
• Help develop and drive a strategy to exceed our client and customer expectations to create “raving fans” and continue to build upon the profitable and substantial business within sales by providing innovative programs, ideas and solutions
• Represent the Company and interface at the executive level with our clients and customers in various settings; participate in top to top client and customer meetings
• Work with DVP’s and Client Team Leader’s (CTL) to accomplish objectives on behalf of clients

Financial

• Achieve P&L targets; manage business unit resources to deliver EBITDA* objective [*Earnings Before Interest, Taxes, Depreciation, and Amortization].
• Own and drive revenue growth; lead team to identify and secure new revenue opportunities to include:
• Support team in developing the strategy to align resources to secure revenue growth; coordinate with other senior level members of the Company to achieve goals
• Increase our existing clients’ business by maximizing opportunities with customers; leverage senior level customer relationships to benefit client business resulting in increased revenue
• Grow white space for the Company within key clients (increase services sold to clients- i.e. additional HQ, marketing services, Canada, military, new channels, etc.)
• Support the “Customers as Clients” initiative by identifying and selling them services

People Development

• Responsible for hiring, developing, and retaining talent using company-wide processes, tools and resources
• Perform regular assessments of strengths and opportunities within the team and deploy appropriate course of action to develop or manage performance
• Responsible for building a high performing team with complimentary skill sets
• Execute all aspects of the performance management culture, including development discussions and creation of Individual Development Plans, regular coaching and feedback, Performance Improvement Plan creation and delivery
• Promotes a culture of pay for performance

Supervisory ResponsibilitiesDirect Reports Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources
Indirect Reports May delegate work of others and provide guidance, direction and mentoring to indirect reports
Travel and/or Driving Requirements

• Travel and Driving are essential duties and function of this job
• Travel up to 75 %

Minimum QualificationsEducation Level: (Required) Bachelor's Degree or equivalent experience (Preferred) MBA Degree or equivalent experience

• 15+ years of work experience in sales, consumer packaged goods, and/or food brokerage organization or equivalent
• 15 years successfully managing a P&L, budgeting and forecasting, and managing client expectations either personally or through a team

Skills, Knowledge and Abilities

• Proven Track record of hiring, on-boarding, motivating and developing high performing individuals and teams
• Previous participation in industry panels and conventions
• Business maturity
• Good problem solver
• Ability to influence others
• Set clear expectations
• Ability to handle change and manage change with direct reports
• Strong work ethic
• Driven to win, ambitious and goal oriented
• Ability to handle pressure and be professional under pressure
• Understands the perspective of client and customers and can turn their priorities and strategy into positive initiatives for the Company
• Proven track record of success in every role
• Must be willing to relocate

Environmental & Physical Requirements
Office / Sedentary RequirementsIncumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.
Additional Information Regarding The Company Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law. Important Information

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.