General Manager of Manufactured Supplements

Description

Company Overview

Livestock Nutrition Center specializes in blending customized rations, supplements and premixes to meet the specific nutritional needs of Livestock Producer's operations. We understand that management, performance objectives and feeding practices can be vastly different between operations, and that these differences dictate specific nutritional or formulation requirements. Our experienced sales staff and nutritionist will work with the Producer to design a feeding program that is specific to their operation.

Mission Statement

Our Mission is to add value to the suppliers and end users in the feed ingredient supply chain through distribution, processing and service.

Guiding Principle

Our focus is to provide customized feeding programs, nutritional products, and expert service to livestock producers that promote their long-term success and profitability.

Qualifications

Position Summary

The General Manager will have the accountability to drive revenue and operating profitability growth across designated LNC facilities. This individual will be responsible in leading the location sales team and facilities managers while working with the assigned merchandising team to grow all product class volumes & gross profit in their region. The General Manager will communicate directly with the Operating Board to discuss regional business environment trends, local competitor behaviors, customer growth targets, and volume & gross profit drivers. The General Manager is the decision maker for in-region activity related to the customer sales process, customer experience needs, and sales enablement activities. The General Manager will work with the VP Sale & Nutrition to align on sales best practices and lead business growth through nutrition. The General Manager will work with the VP HDN Strategic Products to align on market, channel, and sales activities to grow the designated range of HDN products in each region. The General Manager will work with the VP Operations to drive a coordinated sales to execution strategy to maximize effectiveness balancing service & operating cost aligned to the LNC Principles of Management. The General Manager will work with the VP Supply Chain to balance ingredient pipeline risk, identify market areas for straights growth, and drive connectivity between our in-region Sales & Merchandising teams growing opportunities across the straights, premix, & blend business with shared customers.

Responsibilities And Duties Sales Leadership And Revenue Growth:

• Lead the regional sales team to increase business growth by strengthening relationships with our customer base, maximizing sales, increasing market share, seizing new opportunities, generating revenue, and increasing customer & employee satisfaction.
• Utilize Salesforce platform to monitor sales metrics and opportunities within the sales area as well as mentor and motivate the regional sales team to utilize Salesforce CRM and CPQ platforms to keep accurate records of all sales activities and manage the sales pipeline.
• Lead with nutrition by engaging the Nutrition Teams to make them an integral part of the local sales team by including them into all local sales activities and utilizing their skillset in the counselor sales approach
• Advocate LNC’s HDN program to grow market share of range cubes, loose mineral, tubs (protein and mineral), blocks, and any other LNC or custom products.
• Drive the continued use of Sales Enablement best practices, tools, and technologies around the Counselor Salesperson approach, Salesforce CRM/CPQ, and general sales SOPs.
• Work with the Regional Product & Dealer Managers to evaluate product & channel opportunities to grow revenue and market share in targeted areas.
• Foster collaboration between the sales & merchandising teams to explore market opportunities to grow total gross profit across premixes, straights, and blends.
• Coordinate and monitor the daily sales activity to effectively drive volume and gross profit to exceed budgetary goals.
• Work with the Sales and Nutrition teams to build location specific business plans through the S&OP and budgeting process
• Evaluate market activity of competitors and create strategies to accelerate market growth.
• Be visible to your regional teams by visiting each location 1x every 2 weeks at a minimum or as needed
• Lead the regional sales teams to drive profitable growth through management of volume growth & price exceptions that maximize total operating profit
• Responsible to drive a balanced approach across the team for Accounts Receivable that rewards appropriate risk to LNC.
• Provide the sales team with constructive feedback and assist individuals to solve customers' problems.
• Responsible to hold sales team to follow the company Accounts Receivable & Open SO’s policy.
• Understand the customer, market, and facility trends to give critical input during the S&OP process to help accurately forecast sales volume and ultimately maximize the gross profit for a location
  
  

Supply Chain Partnership:

• Drive transparent communication and seamless execution across the Merchandising Managers, Sales team, and LNC Procurement team to embrace relative value opportunities, balance customer risk, and execute ingredient game plans that maximize gross profit for LNC.
• Participate in weekly market calls to stay informed of market trends and understand company ingredient positions
• Give input and fully support ingredient gameplan execution as-needed basis LNC and local market needs
• Appropriately review and manage demurrage in partnership with the Location Facility Managers and the Supply Chain team.
  
  

Operational Effectiveness & Customer Experience:

• Hold the Location Facility Managers to the standards of the Principles of Management around customer focus, people leadership/staffing, cost management, shrink & inventory, fleet management, and capital/maintenance planning by working with the LNC Operations Team.
• Build a partnership with the Operations Leadership Team by subject matter to drive compliance & safety, operations leadership, fleet management and capital improvements across the region locations.
• Utilize the Operation’s Leadership Team to drive location specific plans for continuous improvement to support the LNC Operations Goals
• Evaluate our external competitive position & location service plan to optimize the Trucking P&L in coordination with the Fleet Manager and Location Transportation Manager where applicable.
• Evaluate & recommend potential deviations from LNC Freight standard and non-feed revenue opportunities.
• Work with the Operating Board to set annual staffing plans that meet customer lead times, provide excellent feed quality, and maximize bottom line operating profit.
• Monitor and hold Location Facility Managers responsible to identify and resolve inventory shrink areas for continuous improvement.
• Understand and spot check the execution of each location’s food safety plan specifically around daily drug reconciliation and mycotoxin testing guidelines.
• Drive alignment across the location sales & operations team to set customer service guidelines including operating hours, order lead time, and feed delivery experience that creates a competitive advantage for LNC
  
  

People Management:

• Manage, develop, and drive direct reports to reach company goals utilizing input from the Operating Board
• Develop and execute plans for objectives setting, mentoring & coaching, and performance management of direct reports.
• Works with the Operating Board to set annual compensation for regional team; executes pay for performance for base compensation.
• Create an atmosphere of healthy conflict between sales, operations, and merchandising to raise the bar for performance.
• Bi-Annual performance reviews for each direct report with recommendations to the Operating Board regarding position advancement and development.
• Remain aware of company and location personnel needs. Take initiative to drive conversations around personnel needs with the location teams and communicate with HR to monitor talent acquisition issues.
• Works with HR to address location personnel issues in a timely manner when appropriate.
  
  

Corporate Policy:

• Be a safety champion to call out risks, coach & increase employee awareness, and improve the safety culture for all employees.
• Build unity between locations with respect to LNC’s standard operating procedures to drive business efficiency and employee understanding.
• Be a vocal supporter of all company initiatives; work to gather feedback and improve implementation of initiatives through continuous conversations with the in-region teams and Operating Board
  
  

Performance Metrics:

• Volume and Gross Profit
• All Product Classes (Total Volume & Gross Profit $$$)
• New Customer Growth (Volume & GP); Customer Retention Goal – TBD (volume target – not customer count)
• Price Exception Targets against budgeted margin & volume goals
• A/R Goals (Past Due, Over Credit Limit, Past Due over 60 days, Bad Debt Write off $$$, Compliance to Policy)
• Selling, General, & Administrative Expenses (Focus on controllable items)
• Operating Profit Growth ($$$ & % vs Previous Year)
• Operations – Management Principles Dashboard Goals
• Shrink; Trucking P&L; Audit Program

Requirements And Qualifications

• A Bachelor’s degree in an agriculturally or operations related field.
• A minimum of 6 years of industry experience following the completion of an undergraduate degree.
• An understanding of agricultural business and customer & market dynamics through experience and education.
• An understanding of budget management and financial monitoring.
• Keen strategic thinking and planning.
• Effective conflict resolution and problem-solving skills.
• Good organization and time management.
• Excellent leadership skills, including goal setting, motivating, training, and mentorship.
• A willingness to travel and work within a team environment.
• Physical ability to stand for extended periods, and to move and handle boxes, which may entail lifting up to 25 pounds, and perform all functions as set forth above.
• Ability to work varied hours/days, including nights, weekends, and holidays as needed.
• Maintain a mobile smart phone service with access to email and voice/data for company business.
• The ability to publicly communicate accurately and effectively.
• Ability to engage people at all levels to solve problems effectively.
• Computer skills necessary to complete the job including proficiency using Microsoft office suites.
  
  

Benefits and Perks

• All full-time employees are eligible for a comprehensive benefits package.