Sr, SVP Sales
Reddy Ice
- USA
- Permanent
- Full-time
- Ability to develop and implement long-term strategic plans that align with company goals; this involves market analysis, segmentation, and penetration strategies to expand market share
- Experience in setting realistic targets and defining clear, strategic measures to achieve business growth
- Brings a visionary leadership approach, crafting and articulating a compelling sales vision that aligns with the company's True North and goals, inspiring the organization toward long-term success
- Understands how to use market research and customer insights collected informally, from surveys and third-party data sources to bring relevant insights to inform development of company and sales strategy
- Has methodology to identify trends and recommend actions to take advantage of, or mitigate trends
- Ability to optimize sales and distribution channels to improve cost efficiency and service deliveryAs a member of the senior leadership team, must bring a well-rounded business (P&L) perspective
- Understands how to segment the market based on industry sector and population data to identify and inform the most effective and efficient paths to market
- Able to use data to make intelligent and necessary trade-offs necessary to focus on the few, critical priorities
- Able to generate innovative strategic approaches and able to synthesize strategy into actionable plans and implement aligned with True North 3-year roadmap.
- Within identified channel strategies, spearhead the development of a more sophisticated methodology to retain and further penetrate existing customers, as well as drive for new customer acquisitions
- Exceptional communication skills, essential for negotiating contracts, handling major accounts and interfacing with high-level decision-makers
- Able to align sales/marketing efforts with company’s business objectives
- Contribute to the True North growth strategy for alternative channels and diversified customer segments and structure the sales organization accordingly
- Proven experience in leading and motivating teams to achieve sales targets and improve performance
- Proficient in utilizing the latest sales technologies, including CRM systems and data analysis tools, to streamline sales processes and enhance decision-making capabilities
- Has a comprehensive, adaptable, teachable salesforce effectiveness framework using proven methods, programs and metrics that can be applied to improve salesforce productivity
- Skilled at developing and implementing innovative sales strategies and programs that align with emerging market trends and customer needs, ensuring the company remains at the forefront of industry advancements
- Understands how to design a cost-effective sales operation function to support the sales strategy and provide sales administrative support
- Proficient in designing standard sales processes that can be deployed across the organization to leverage best practices and guide the right behaviors to improve success rates
- Understands how to design and integrate the sales process and pipeline with a CRM system to provide accurate forecasting informing the SIOP process
- Has a defined sales cadence process (team and individual meetings) consistently deployed for communication, best practice sharing, progress reporting, etc.
- Uses leading and lagging indicators to understand the relationship between selling skills, tactics, etc. and results that provide insights that can be used for training to improve individual performance
- Skilled at developing sales programs to create demand, launch new products, expand wallet share, etc.
- Has extensive experience designing and implementing sales planning processes (sector, channel, territory, customer, and individual sales interactions)
- Has good grasp of various compensation schemes to support different types of sales and support Topline and EBITDA growth plans
- Familiar with the integration of new technology and systems to enhance operational efficiency
- Understands the value of, and has defined processes to conduct meaningful customer reviews
- Has a good grasp of how to identify the value proposition for products that are modified to stages in the buying journey and customer buying personas
- Promotes a culture of integrity and ethical sales practices, ensuring all strategies and activities align with the highest ethical standards and Reddy Ice Core Values.
- Demonstrates a multi-regional market acumen, with the ability to navigate regional sales challenges and capitalize on regional and local market opportunities effectively
- Exhibits strong decision making and risk management skills, identifying and strategically managing risks associated with sales strategies and market changes to protect and grow the company's interests
- Sets stretch goals and raises the bar for leaders and their teams to ensure continued success and growth
- Quickly addresses low performance and does not hesitate to make difficult personnel decisions when improvement is not demonstrated
- Seeks feedback via informal interactions, skip level reviews, surveys, etc. to continually monitor performance
- Is proactive and initiates timely, frank, honest discussions on performance issues
- Aggregates individual performance reviews to identify overall sales team gaps and prioritizes team improvement opportunities
- Offers honest, constructive, and timely feedback to individuals; collaboratively identifies specific and tangible actions that direct reports can use to improve performance
- Experience leading, coaching and developing mid-level managers
- Operates with a growth mindset, seeks continuous improvement and has a bias for innovation
- Humble, resourceful, and effective in a roll up your sleeves, get it done environment
- Collaborative and positive influencer with peers and the ability to inspire confidence and trust among stakeholders
- Uses data and other insights to make decisions and stick to those decisions to provide clarity and move the organization forward in alignment with the company strategy and sales plan
- Works with SLT (VP of Operations, VP of Network Logistics, VP Supply Chain) to develop the overall market strategy
- Partners with peers in other functional areas to align and leverage capabilities to achieve objectives
- Makes and assumes other duties and responsibilities required or assigned by management
- Adhering to the Code of Business Ethics is essential. We value honesty and integrity above all else and we expect our employees to be committed to the highest ethical standards.
- Understands the FMCG (Fast-Moving Consumer Goods) sector, especially perishable products. This includes knowledge of manufacturing processes, distribution logistics, and regulatory requirements.
- Able to grasp and adapt to the specific challenges and dynamics of the ice production industry, such as seasonal demand fluctuations and distribution efficiency.
- Acts as a valuable market knowledge resource to executive team and customers
- Realizes where the market is headed and what Reddy Ice should do to be better positioned to capitalize on coming opportunities
- Actively engages in high-level discussions with key stakeholders to gauge industry trends and customer needs, ensuring these insights directly inform sales strategies without turning them into sales pitches or negotiations
- Integrates information beyond individual market level into team’s selling activities; understands global and regional market drivers for the customer’s customer
- Actively participates as influential member of trade associations and other relevant industry groups
- Schedules regular one-on-one, high-level discussions with senior leaders, channel partners and customers to get feedback on industry trends, identifying broader topics that are important for the customer's organization; making sure that such meetings are not sales meetings or negotiations
- Bachelor’s Degree required, MBA preferred
- Sales experience with a retail, distribution or logistics company
- Global experience is valued, but not mandatory. Comparable skills gained through diverse experiences are equally considered.
- Extensive experience with digital sales tools and platforms, with a strong emphasis on CRM software and data analysis tools
- Minimum fifteen (15) years of progressive sales experience with a minimum of 10 years at a senior leadership level in sales
- Minimum 10 years of experience managing a multi-layered national sales team
- Ability to work collaboratively with colleagues and across functions to create a results-driven, team-oriented environment
- Organized and structured with a solid level of accomplishment
- Ability to set and manage Reddy Ice policies