Vice President of Sales

Location – This is a hybrid role, which means that you will have the flexibility to work both onsite and at a distance. You will collaborate onsite at our Cashton, WI office for 4-8 days per month, and the rest of the time you can choose to work remotely or onsite.

Employee Type – Salaried

Bonus Eligibility – Yes

Safety Sensitive – No

If a company is going to make a difference in today’s world, it’s going to have to think differently. At Organic Valley, our philosophy and decisions are based on the health and welfare of people, animals and the earth. We’re a mission-driven cooperative, owned by family farmers, and we’ve been leaders in organic agriculture from the very beginning. Once pioneers of organic agriculture, we’re now an established leader. Organic is all we do. We are driven by our mission to promote regional farm diversity and economic stability by the means of organic agricultural methods and the sale of certified organic products.

Summary Of Role

The Vice President of Sales is responsible for building a high performing sales team around the strategy of becoming the category leader in the Organic Valley Space. This individual will be responsible for developing the execution plans which will capture market share through partnerships with key retailers across the US. This role will be responsible for developing and implementing sales targets and strategies to achieve revenue, direct expense spend, and profitability targets based on the annual performance goals and growth objectives of CROPP Cooperative. The Vice President of Retail Sales has a key role in product development process along with promotional and pricing strategies.

Essential Duties And Responsibilities

People Leadership

• A true integrator of a Cohesive Revenue (Sales and Marketing) approach. Driving clarity and direction in the wake of change while leading the team to become nimble and flexible.
• A Professional Leader, who creates a collaborative environment. Models the behavior of a good listener, promoting team environment, a mentor/coach who can develop the team and help the team to achieve their goals.
• Great communicator, giving clear direction throughout the entire co-op. Is approachable, has a fresh perspective, will think differently, and can embrace and help the team through change management.
• Manage the sales teams, operations, and resources to deliver profitable growth of the cooperative. Sets high expectations, providing clarity and holding each team member accountable for results.
• Communicate expectations by evaluating performance, providing timely feedback, training, and coaching, and recommending personnel actions for assigned staff.
  
  

Strategic Leadership

• Provide thought leadership and strategic direction with becoming the leader of choice in the organic and premium categories.
• Support CROPP’s strategic road map.
• Develop and lead specific strategy sprints and KPI’s to ensure top performance in Revenue, Volume and Profit.
• Determine and help support Customer Portfolio, Brand and Store Brand Portfolios.
  
  

Sales Leadership

• Lead key customer relationships and participate in closing strategic opportunities.
• Customer Development: Develop timely and accurate sales volume forecasts for all accounts and channels.
• Create strategic alignment with leadership at key customers/retailers. Elevate visibility and build strong relationships.
• Analyze customers’ profitability in relation to the market, category, and business to develop annual sales plans and long-term tactics and strategies.
• Provide leadership to the sales team in the development of sales plans and ensure plans are put in action and monitored, including negotiation of product placements, promotions, and pricing.
• Build high level of sales contacts with key accounts and build a collaborative Joint Business Planning process across these accounts.
• Devise, discuss and implement strategies to meet or exceed established sales targets in conjunction with sales team.
• Leading a team of four Director of Sales covering retailers across the US along with a Director of Category Planning Development.
• Utilize sales planning tools to achieve sales targets, and national ACV growth. Ability to build and expand a brand in MULO.
• Actively participate in professional industry groups on committees and boards.
  
  

Industry Leadership

• Will take a holistic view across the total co-op understanding how decisions will impact other departments.
• Maintain knowledge base within Organic Valley and in the marketplace as an "expert" in organic dairy.
• Identify and recommend opportunities to gain a competitive edge against other competitors in the defined channel markets.
• Monitor customer, market, and competitor activity and provide feedback to company leadership team and other company functions.
  
  

Additional Duties And Responsibilities

• Work with Marketing to establish successful support, channel, and partner programs.
• Position infrastructure and systems to support the success of the sales function.
• Travel for in-person meetings with customers and partners and to develop key relationships.
• Directs implementation and execution of sales policies and practices.
• Maintain current expertise in the organic food category and leverage that knowledge into profitable sales successes.
• Other related duties as assigned by supervisor.
  
  

Knowledge, Skills, And Abilities

• Bachelor’s Degree required.
• Minimum 10 years executive sales management on a Regional Sales basis with experience in organic foods sales required.
• Excellent follow through, problem solving, and organization skills required.
• Ability to negotiate high volume accounts and is trained and maintains proficiency in negotiation skills and techniques required.
• Proven track record of developing and implementing strategic plans that drive business growth and achieve organizational goals.
• Financial acumen and trade management experience required.
• Experience with managing, coaching, leading, designing, driving a broker and direct sales team structure.
• Demonstrated experience in developing and managing private label and branded products across various categories.
• Proficient in managing the intricacies of dairy supply chains, from farm production to end consumer products.
• Proven track record of successfully establishing and growing a brand presence in MULO.
• Proficient knowledge of Organic Valley products and the dairy category preferred.
• Excellent computer and communication skills required.
• Proven leadership abilities with people management and motivation required.
• Excellent organizational and time management skills, close attention to detail and ability to effectively handle multiple priorities required.
• Ability to develop strong relationships with customers’ key personnel required.
• Ability to work independently.
• Ability to travel extensively required- 30% to 50% of the time.
  
  

Base salary wage range: $180,000 - $240,000 per year.

This salary wage range is exclusive of fringe benefits. The compensation package may also include incentive compensation opportunities in the form of discretionary bonuses. If you are hired at CROPP, your final base salary wage compensation will be determined based on factors such as skills, education, and/or experience. Additionally, we believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer. Please keep in mind that entry-level candidates to this role should expect to be at the lower end of the salary wage range and hiring at the maximum of the salary wage range is not typical.

Benefits

We believe when our people are strong, our mission is strong. Therefore, we offer a comprehensive and holistic Total Rewards package meant to strengthen employees’ and their family's total wellbeing. Here are some of the great benefits offered:

• Comprehensive Health Insurance - Choice of plans for you and your family, including some that can be paired with an HSA (which CROPP contributes to on your behalf)
• Supplemental insurances: we offer accidental insurance, critical illness insurance, and hospital indemnity insurance.
• Time Off – 136 hours in the 1st year of employment prorated by start date. Plus 9 paid holidays, plus one floating holiday to use at will.
• 6 Weeks Paid Parental Leave – For all gendered partners in childbirth or adoption.
• Vision & Dental Insurance – Free annual eye exam, discounts on glasses/contacts, flexible dental network, adult ortho.
• 401k – We match 100% up to the first 3% of an employee’s contribution, and then 50% for 3.1%-5.0% of employee contributions.
• Tuition Reimbursement – Up to $1,500 per year to support continuing higher education.
• Flexible Spending Account – For dependent care costs or to help with dental and vision costs.
• Life Insurance - $50,000 policy funded by CROPP for each employee. Supplemental voluntary coverage available for employees, spouses, and children.
• Short-Term & Long-Term Disability/AD&D Insurance - $50,000 of life insurance coverage of $50,000 of AD&D coverage funded by CROPP for each employee.
• Mental Health Support – Free 24/7 access to therapists, coaches, and self-led mental health resources.
• Free onsite fitness centers available 24/7
• Free biometric screenings (cholesterol, glucose, blood pressure) and health coaching.
• Financial advisors and seminars
• Flexible Scheduling
• Annual $360 wellness reimbursement
• On-site all-organic cafeterias