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Director of Sales

HopkinsCargill


POSITION PURPOSE


Responsible for leading the Cargill Salt sales team that creates and executes our market strategies with our customers across all channels in the food, water, industrial, agriculture and packaged ice melter segments.  Actively participate as a key member of the Sales and Marketing Leadership Team and the overall Salt Business Extended Leadership team. 




PRINCIPAL ACCOUNTABILITIES




30% - ATTRACT, ENGAGE AND DEVELOP SALES TALENT 


? Accountable for attracting, training, and developing top sales management/professionals and to ensure optimum level of workforce engagement.
? Champions our Sales Effectiveness framework and drives team work culture and alignment to goals. 
? Responsible for developing strong sales leaders (at all levels) inclusive of a more diverse workforce by seeking multiple approaches to source/attract diverse talent and resources allocation. 
? Oversees the development and design of sales workforce planning and staffing; identifies the critical skills and knowledge required for successful job performance; champions the recognition of the best contributors; and identifies/removes barriers to performance.
? Oversees the establishment of metrics to assess, develop, and promote people. Oversees training and on-boarding of new/transferred employees as well as workforce engagement, recognition, development, retention, succession planning, and coaching. 
? Coaches and develops the sales team and defines career growth paths. Accountable for ensuring successors for key positions.  Identities skills gaps and creates targeted developmental plans. Provides straightforward feedback; addresses performance issues by implementing actionable developmental plans and executes for all employees. 
? Ensures compensation communication is delivered and is aligned with individual performance factors that ensure consistent delivery of sales goals and objectives.




30% - LEAD THE TEAM TO BUILD, DEVELOP & MAINTAIN INTERNAL/EXTERNAL CUSTOMER/CLIENT RELATIONSHIPS


? Leads and develops the overall sales strategy and ensures that the sales organization continuously builds and develops integrated relationships with our customers. 
? Drives customer connectivity philosophy and takes direct responsibility for the sales customer experience.  Directly or indirectly maintains and pursues relationships with strategic customers and collaborates closely with senior level leadership to support the development of deep customer relationships.
? Champions and leverages sales organization to create customer relationships by delivering significant business/financial impact for the defined portfolio of products/services and the customer.
? Defines and ensures the appropriate resource allocation to the strategic account management and sales planning process that contains the overall strategy for maximizing the value of the account and Cargill’s potential to further develop the business relationship with the customer and broader network of internal constituents.




15% - RESEARCH & IDENTIFY CUSTOMER/BUSINESS NEEDS


? Leads overall strategic alignment of the sales organization activities aimed at exploring customer’s needs and requirements which provide input to the product line strategies, to support the innovation pipeline which will ensure a constant stream of new products and services.
? Ensures strategic alignment and oversight of business drivers and capabilities as well as marketing/sales approach as it relates to product/market segmentation, pricing, channels, etc.) to ultimately deliver value-added solutions.
? Champions a culture that leverages continuous understanding of the markets in which Cargill competes and serves, and knows what is required to successfully operate in the respective market/industry/segment. Understands value proposition beyond pricing as well as competitors’ strengths and weaknesses. 
? Collaborates with senior business leaders and informs cross-functional stakeholders on market trends, competition, and account specific initiatives that can be leveraged across immediate sales organization and/or broader Cargill. 




15% - SOLUTION PROPOSAL & DEVELOPMENT/ NEGOTIATION & SALE EXECUTION (SALES PLANNING DEVELOPMENT AND IMPLEMENTATION)


? Leads, develops and ensures that the sales strategy is executed across the portfolio of products/services. Responsible for establishing and shaping the sales/account management strategy and overall governance for the sales organization.
? Designs and leads effective management of the sales/account planning process. Shapes and develops the business value proposition and provides high level oversight to the consolidated action plan aimed at improving effectiveness in prospecting, cross selling, management/renewals of high risk/strategic accounts, presentation/negotiation and execution of contracts. 
? Provides strategic oversight and ensures sales organization is managed proactively from target identification, prospect and proposal development, effective positioning and presentation. 
? Ensures that existing business is managed proactively to mitigate risks, and to identify growth opportunities and to increase margin contribution.
? Directly or indirectly negotiates highly complex/customized contracts that involve long-term, advanced negotiation techniques while incorporating pricing input from our strategic pricing tools. 




10% - CREATE PERFORMANCE TARGETS, MEASUREMENTS HOLD TEAM ACCOUNTABLE TO DELIVER RESULTS


? Translates long-term business plans and sales strategy into broader sales objectives, goals and definition of targets (i.e. growth rate, profit criteria, revenue). 
? Sets and develops strategic performance standards for the sales organization. Establishes and defines high-level priorities in order to achieve sales volume objectives for the defined portfolio of products/services (i.e. sales force could be segmented by geographic area, market segment, portfolio of product and services, product line).
? Defines and cascades strategic sales targets and performance program(s). Provides high-level oversight and monitors aggregated team performance by establishing performance metrics, control mechanism and supporting systems.
? Foresees changing market conditions and adapts/creates new performance metrics that will effectively drive desired performance. Champions change management efforts to increase overall sales team effectiveness.


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