The Power of People is one of our five pillars. It has been the foundation for McCormick’s success for decades. There is something inspiring about working at McCormick. We have created an unusually dedicated workforce by fostering a culture of respect, recognition, inclusion and collaboration based on the highest ethical values. Without our employees, our success is not possible. Our commitment to our customers, our consumers and our employees is unsurpassed.
POSITION OVERVIEW
Directs the strategic sales effort to ensure profitable business growth within North America across the US + Canada National Account / Chain Restaurant and Most Valued Operator (MVO) space (+$200M USD). Has responsibility for a team of 8 comprised of Account Executive / Managers, National Account Managers and Account Mangers. Has profit and loss responsibility for North American Foodservice business within segment identified above. Demonstrates sustained success in meeting BFS budget and contributing to the success of the Americas. Responsibilities includes formulation and execution of sales strategies and plans to achieve growth objectives at strategic accounts, negotiations (including price action), RFPs and contracts, and overall performance & profitability of accounts. Shared responsibility for achieving the North America Food Away From Home division sales growth & profitability.
RESPONSIBILITIES:
Develop and execute a strategic business plan to drive sales and profit growth at strategic customers (by increasing penetration and/or distribution) to meet/exceed annual and long-term sales growth and profitability goals. Direct the strategic sales effort to win and maintain business, within the US + Canada National Account / Chain Restaurant and Most Valued Operator (MVO) space (+$200M). Maintain and active and robust sales funnel and provide sales input into the Integrated Business Planning (IBP) process to optimize forecast accuracy. Assist in development of sales targets and Division sales expense budgets and report on performance to budget/forecast monthly.
Network and build relationships at functional and senior leadership levels at key customers, across industry customer base and within McCormick NA FAFH Sales & Marketing Teams team to build customer intimacy between McCormick and our customers and position McCormick to take advantage of new sales opportunities. Independently develop communications for senior level customer presentations on McCormick’s role as a valued supply partner.
Work with Sales/Marketing teams to execute plans in US + Canada within identified segment. Remove barriers for external sales agency to accomplish goals and objectives, mobilizing resources across functions (Marketing, Finance, Culinary and Supply Chain) to optimize opportunities, results, and service. Actively monitor account sales opportunities and performance utilizing effective tracking/reporting systems (Salesforce, EDW). Provide monthly reporting to Senior McCormick Leadership team on account Sales performance
Identify opportunities to profitably drive growth and increase McCormick’s market share. Collaborate with Marketing, Brokers/Sales, Culinary, Finance and Supply Chain teams to drive/capitalize on sales opportunities.
Act as primary McCormick negotiator with US + Canada National Account / Chain Restaurant and Most Valued Operator (MVO) customers on RFPs, category reviews, new/revised contracts, pricing discussions, programs, terms, marketing support activity etc.
Develop diverse slate of talent to ensure immediate and long-term growth plans as well as build a talent pipeline for future roles across MKC
REQUIRED QUALIFICATIONS
BA – Business, Sales preferred
Acceptable driving record including valid driver’s license required
10+ years sales experience with 2+ years Senior Sales/Sales Management experience, preferably in the Food Service industry
Vital skills include negotiation, communication, strategic thinking, relationship building, and being a team player. Incumbent must also have integrity, credibility, and trustworthiness. Maintains relationships at the highest organizational levels within own company and with strategic customer. Established top to top level working relationships at all functions within the internal and customer organizations. Interacts both vertically and horizontally internally and externally, interactions are approximately 50% internal and 50% external.
Presentation Skills – Develop presentations for senior level presentations (strong PowerPoint, SalesForce, Team and Outlook).
Negotiation Skills – Developed communication skills to negotiate internally and externally at all levels within McCormick and customers’ organization. Project Stage Gate responsibility with technical and Sales/Marketing personnel. Critically evaluate opportunities and independently organizes project teams. Understands key financial drivers and has developed effective systems to monitor accounts and territory. Ensures the development and implementation of accounts plans. Facilitates business to business relationships across
Strong oral and written communication skills including ability to present and communicate with senior management and customers
Position requires strong financial and business acumen and makes recommendations regarding the profitability of assigned products, and the potential for future opportunities.
Strong strategic thinking skills with ability to analyze, troubleshoot, problem solve and resolve complex issues required.
PREFERRED QUALIFICATIONS
MBA
Food manufacturing industry experience highly preferred
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