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The J.M. Smucker Co. · 1 month ago

Director, Sales Operations and Channel Commercialization – Away from Home (AFH)

United States

Full-time

Remote

Director/Executive

7+ years exp

The J.M. Smucker Co. is seeking a Director of Sales Operations and Channel Commercialization for their Away from Home segment. This role involves leading channel marketing and sales operations teams to execute annual plans and drive business growth across key channels such as Healthcare and Hospitality.

ConfectioneryFood and BeverageManufacturing

Responsibilities

Act as the key liaison and partner with our Sales Leadership Team to deliver volume and profit goals through effective and efficient execution, processes, and systems

Bring external market needs, voice of the customer, and channel knowledge into the long range connected planning process

Subject matter expert and key leader responsible for channel insights and opportunity identification to unlock growth through insights

Responsible for category management activities at key distribution partners and select retail-like channels including office supply and cash & carry

In partnership with Sales Leaders, guide the long-term (3-5 years) strategy for the AFH broker network

Leads Customer & Operator Planning Process in partnership with Marketing & Finance planning processes

Coordinate’s sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the Company including supply chain, forecast consensus meetings, and allocations

Develop and implement annual plan for brokers

Manage and monitor monthly broker scorecards, quarterly business reviews and annual performance reviews

Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement

Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization

Recommend revisions to existing reports or assist in the development of new reporting tools as needed

Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. Works closely with sales management to optimize the effectiveness of the company’s technology investments

Owns customer segmentation & JBP processes and tools

Strong cross functional collaboration with the ability to demonstrate executive presence with Away from Home leadership team to provide thought leadership, industry intelligence, and drive decisions

Lead a diverse team of 8-12 individuals across varying responsibilities including channel marketing, sales operations, and system management

Ability to effectively navigate across business units and centers of excellence within the broader company

Qualification

Sales OperationsChannel MarketingCommercial LeadershipCRM ManagementData Visualization ToolsProcess DevelopmentAnalytical SkillsMicrosoft SuiteConsumer Packaged GoodsCross-Functional Collaboration

Required

Bachelor's Degree

7+ years of experience in commercial leadership planning, building, and executing an annual plan including sales and marketing

3+ years of experience in sales, marketing or related commercialization experience in a business to business environment. (Sales operations experience preferred.)

Must possess strong Microsoft Suites skills and the ability to learn and master company systems (CRM, Spotfire, SharePoint, Workday, Excel, data visualization tools, and others)

Demonstration and application of process development and utilization

Preferred

Experience in consumer-packaged goods (CPG) and Away from Home food and/or beverage sales, marketing or commercialization is preferred

Fosters close, cooperative relationships with peer leaders, sales management, marketing, revenue growth management, finance, and other support personnel

Possesses experience and understanding of AFH Supply Chain customer's business acumen (operations, customer logistics and financial implications) that support a CPG manufacturers' ability to successfully implement within the AFH industry

Can convert data and observations to insights that lead to opportunity development

Experience in other commercial areas including Marketing, Sales, Revenue Growth Management, Category Management, etc

Strong analytical skills, with foundational P&L understanding

Experience in cross-functional collaboration