Director of Sales

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The Director of Sales is a world class sales leader in a B2B environment who has an in-depth knowledge of the IQF (Individually Quick Frozen) ingredients sector across food manufacturing categories and deep experience in working closely with key customers in developing

enhancements and solutions to their existing and new product needs. S/he will have a demonstrated track record in profitably growing, positioning, and selling products in relevant markets and channels and has fostered relationships in a B2B food ingredient environment.

Candidate Profile

The Director of Sales will be a hands-on, results driven sales leader, demonstrated by progressive levels of career advancement, with excellent strategic vision, strong team building/leadership skills, and an ability to turn Eckert’s strategic competitive advantage into customer centric relationships. The ideal candidate will be able to quickly develop new customers and new growth within existing ones, and will help the VP of Sales shape the strategic direction, structure, and profitable revenue growth for the company.

This position will report to the VP of Sales and be located in Escalon, California. Travel is estimated at 10% due to online meetings and annual conferences.

Specific responsibilities include:

• Direct sales in assigned accounts and new accounts in a B2B environment while managing and developing an appropriate broker network, for assigned customers.

• Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Eckert strategies.

• Assist in developing and executing the strategic plan, including go-to-market, resource deployment, customer segmentation, and B2B marketing collateral.

• Develop and execute a marketing plan which demonstrates the key advantages Eckert offers over other competitors.

• Participate in the development, implementation and achievement of annual budgets. Monitor any variances and work closely with the Plant Operations, Logistics and Agriculture Operations team to improve overall customer satisfaction. Sales will “own” those segments of the P&L in which they have direct control such as net sales revenue, net transportation upcharges, and net storage revenue.

• Analyze business and market trends to keep ownership apprised of changes and develop business and growth strategies to manage the total opportunity pipeline.

• Work with customers to ensure Eckert is represented on new product ideas or value-added services to the marketplace.

• Work cross-functionally (operations, supply chain, marketing, and finance) to ensure customer performance goals are met.

• Build industry market assessments by triangulating key indicators from internal and external resources.

Experience and Education

• Bachelor’s degree in Business, Marketing or related field.

• Proficiency in a CRM platform, Microsoft Outlook, and Microsoft Office.

• Minimum of 6-8 years of progressive experience in B2B direct selling of food

• ingredients to CPG food manufacturing companies, with personal interaction at the key account level.

• History of growing sales profitably regardless of market dynamics, developing exceptional relationships with key decision makers at top tier CPG food

• companies, ideally with many of those relationships current.

• Proven track record developing and implementing successful solution selling as opposed to price selling with leading CPG companies.

• A track record of successful “team selling”, involving other company functional leaders, and “upselling” additional items where a Company is not represented.

• Experience interacting with cross-functional teams on the customer side.

• History of progressive success in both small entrepreneurial company environments.

• Experience with managing finished goods inventories, customer service, and supply chain functions is highly desirable.

Skills and Personal Characteristics

• Strategic orientation with the ability to apply sales principles in the context of a company’s structure and business.

• Strategic market vision – the ability to identify trends and new product opportunities.

• Strong analytical…