Vice President of Sales - Dallas, United States - Reddy Ice

Description

POSITION PURPOSE:

Responsible for the development of Reddy Ice's sales strategies at the national and local level, leading a sales organization that delivers the Reddy Ice annual revenue, unit, and profit growth. Responsible for understanding market trends, customer segments and strategies and creating comprehensive sales plans, objectives and tactics that result in long-term sustainable and profitable growth. This leader is responsible for all marketing, customer engagement and relationships.

DUTIES AND RESPONSIBILITIES:

Strategic Planning & Go to Market

• Ability to develop and implement long-term strategic plans that align with company goals; this involves market analysis, segmentation, and penetration strategies to expand market share
• Experience in setting realistic targets and defining clear, strategic measures to achieve business growth
• Brings a visionary leadership approach, crafting and articulating a compelling sales vision that aligns with the company's True North and goals, inspiring the organization toward long-term success
• Understands how to use market research and customer insights collected informally, from surveys and third-party data sources to bring relevant insights to inform development of company and sales strategy
• Has methodology to identify trends and recommend actions to take advantage of, or mitigate trends
• Ability to optimize sales and distribution channels to improve cost efficiency and service deliveryAs a member of the senior leadership team, must bring a well-rounded business (P&L) perspective
• Understands how to segment the market based on industry sector and population data to identify and inform the most effective and efficient paths to market
• Able to use data to make intelligent and necessary trade-offs necessary to focus on the few, critical priorities
• Able to generate innovative strategic approaches and able to synthesize strategy into actionable plans and implement aligned with True North 3-year roadmap.
• Within identified channel strategies, spearhead the development of a more sophisticated methodology to retain and further penetrate existing customers, as well as drive for new customer acquisitions
• Exceptional communication skills, essential for negotiating contracts, handling major accounts and interfacing with high-level decision-makers
• Able to align sales/marketing efforts with company's business objectives
• Contribute to the True North growth strategy for alternative channels and diversified customer segments and structure the sales organization accordingly

Sales Operations & Effectiveness

• Proven experience in leading and motivating teams to achieve sales targets and improve performance
• Proficient in utilizing the latest sales technologies, including CRM systems and data analysis tools, to streamline sales processes and enhance decision-making capabilities
• Has a comprehensive, adaptable, teachable salesforce effectiveness framework using proven methods, programs and metrics that can be applied to improve salesforce productivity
• Skilled at developing and implementing innovative sales strategies and programs that align with emerging market trends and customer needs, ensuring the company remains at the forefront of industry advancements
• Understands how to design a cost-effective sales operation function to support the sales strategy and provide sales administrative support
• Proficient in designing standard sales processes that can be deployed across the organization to leverage best practices and guide the right behaviors to improve success rates
• Understands how to design and integrate the sales process and pipeline with a CRM system to provide accurate forecasting informing the SIOP process
• Has a defined sales cadence process (team and individual meetings) consistently deployed for communication, best practice sharing, progress reporting, etc.
• Uses leading and lagging indicators to understand the relationship between selling skills, tactics, etc. and results that provide insights that can be used for training to improve individual performance
• Skilled at developing sales programs to create demand, launch new products, expand wallet share, etc.
• Has extensive experience designing and implementing sales planning processes (sector, channel, territory, customer, and individual sales interactions)
• Has good grasp of various compensation schemes to support different types of sales and support Topline and EBITDA growth plans
• Familiar with the integration of new technology and systems to enhance operational efficiency
• Understands the value of, and has defined processes to conduct meaningful customer reviews
• Has a good grasp of how to identify the value proposition for products that are modified to stages in the buying journey and customer buying personas

Performance Management, Leadership & Partnering

• Promotes a culture of integrity and ethical sales practices, ensuring all strategies and activities align with the highest ethical standards and Reddy Ice Core Values.
• Demonstrates a multi-regional market acumen, with the ability to navigate regional sales challenges and capitalize on regional and local market opportunities effectively
• Exhibits strong decision making and risk management skills, identifying and strategically managing risks associated with sales strategies and market changes to protect and grow the company's interests
• Sets stretch goals and raises the bar for leaders and their teams to ensure continued success and growth
• Quickly addresses low performance and does not hesitate to make difficult personnel decisions when improvement is not demonstrated
• Seeks feedback via informal interactions, skip level reviews, surveys, etc. to continually monitor performance
• Is proactive and initiates timely, frank, honest discussions on performance issues
• Aggregates individual performance reviews to identify overall sales team gaps and prioritizes team improvement opportunities
• Offers honest, constructive, and timely feedback to individuals; collaboratively identifies specific and tangible actions that direct reports can use to improve performance
• Experience leading, coaching and developing mid-level managers
• Operates with a growth mindset, seeks continuous improvement and has a bias for innovation
• Humble, resourceful, and effective in a roll up your sleeves, get it done environment
• Collaborative and positive influencer with peers and the ability to inspire confidence and trust among stakeholders
• Uses data and other insights to make decisions and stick to those decisions to provide clarity and move the organization forward in alignment with the company strategy and sales plan
• Works with SLT (VP of Operations, VP of Network Logistics, VP Supply Chain) to develop the overall market strategy
• Partners with peers in other functional areas to align and leverage capabilities to achieve objectives
• Makes and assumes other duties and responsibilities required or assigned by management
• Adhering to the Code of Business Ethics is essential. We value honesty and integrity above all else and we expect our employees to be committed to the highest ethical standards.

Market/Industry Knowledege

• Understands the FMCG (Fast-Moving Consumer Goods) sector, especially perishable products. This includes knowledge of manufacturing processes, distribution logistics, and regulatory requirements.
• Able to grasp and adapt to the specific challenges and dynamics of the ice production industry, such as seasonal demand fluctuations and distribution efficiency.
• Acts as a valuable market knowledge resource to executive team and customers
• Realizes where the market is headed and what Reddy Ice should do to be better positioned to capitalize on coming opportunities
• Actively engages in high-level discussions with key stakeholders to gauge industry trends and customer needs, ensuring these insights directly inform sales strategies without turning them into sales pitches or negotiations
• Integrates information beyond individual market level into team's selling activities; understands global and regional market drivers for the customer's customer
• Actively participates as influential member of trade associations and other relevant industry groups
• Schedules regular one-on-one, high-level discussions with senior leaders, channel partners and customers to get feedback on industry trends, identifying broader topics that are important for the customer's organization; making sure that such meetings are not sales meetings or negotiations

EDUCATION/EXPERIENCE/BEHAVIORS:

• Bachelor's Degree required, MBA preferred
• Sales experience with a retail, distribution or logistics company
• Global experience is valued, but not mandatory. Comparable skills gained through diverse experiences are equally considered.
• Extensive experience with digital sales tools and platforms, with a strong emphasis on CRM software and data analysis tools
• Minimum fifteen (15) years of progressive sales experience with a minimum of 10 years at a senior leadership level in sales
• Minimum 10 years of experience managing a multi-layered national sales team
• Ability to work collaboratively with colleagues and across functions to create a results-driven, team-oriented environment
• Organized and structured with a solid level of accomplishment
• Ability to set and manage Reddy Ice policies

Demonstrated year-over-year growth results in units and revenues.