What are the responsibilities and job description for the Senior Director of Sales, Institutional position at Baxters North America Inc?
Scope of Job:
This position includes responsibilities to build and maintain relationships with strategic customers to drive revenue growth and profitability. The individual will also develop and maintain strong relationships with cross-functional partners and stay up to date with the latest trends in the food industry to adapt business development strategies as needed to achieve business objectives.
Essential Job Functions and Responsibilities:
- Attain volume and profitability targets established for assigned portfolio.
- Drive business growth, capitalize on new revenue potential with existing partners and manage all aspects of daily business operations.
- Align with strategic partners on KPI’s and negotiate and implement annual customer joint business plans in line with overall Baxter's annual plan.
- Establish and maintain current client relationships and identify areas for potential expansion (top and bottom line) through innovation, initiatives, ways of working.
- Evaluate existing partnerships and sales efforts with an eye toward building on what works and changing what doesn’t.
- Foster and work to maintain an entrepreneurial growth culture throughout the company and across all teams and work functions.
- Help to shape the company’s long-term objectives and determine plans to meet them.
- Execute pricing strategies consistent with internal guidelines, approvals, and contract terms.
- Negotiate new contracts and contract renewals and changes consistent with established controls and approvals.
- Possess extensive knowledge of current market conditions and relevant categories.
- Act as the liaison between customers and internal stakeholders including Planning, Procurement, Operations, Quality, R&D and Thermal Processing in the development and commercialization of products. This position requires the ability to motivate these groups to work together to satisfy growth.
- Assess and align existing company’s assets, capabilities, and utilization to optimize network and maintain a competitive edge.
- Represent company in trade or networking events to further enhance image and maintain strong relationships. Communicate competitor and market activity back to other functions.
- Collaborate with production and supporting departments to ensure the food safety and quality of our products.
- Perform other duties as assigned.
Education:
- Bachelor’s degree in business administration, marketing, or related field, MBA a plus.
Experience:
- 15 years’ commercial sales experience with 3-5 years’ management experience
- Sales expertise within foodservice, preferably National Accounts, Institutional, and Broadline Distribution.
Competencies: Financial and Business Acumen, Customer Relationship Management, Due Diligence, Business Partnership Management, Negotiation, Strategic Planning, Product and Sector, Excellent Presentation and Presenting Skills, Objective and Key Results Driven, Conflict Resolution, Accountability, Initiative, Integrity, and Operational Excellence. Thorough understanding of production processes and the ability to utilize this information to meet customer expectations and requirements.
Physical Requirements: Requires prolonged sitting and continuous use of computer. May lift, carry, push, or pull objects up to 10 lbs.
Travel 20-30%
