Lead Sales Director, Foundational

Blue Diamond Growers
United States, California, Sacramento
1802 C Street (Show on map)
Jan 08, 2025
Work Shift: Day Pay Type: Salary Hourly Rate (if applicable): N/A Targeted Base Salary Range (if applicable): $173,500.00 - $225,300.00 JOB OVERVIEW: The Lead Sales Director, Foundational will play an important role within the Global Ingredients Sales Team. The objective of this role will be to maximize the Blue Diamond return across the Foundational business model (commodity/competitive core) in export regions. The position will work closely with the leadership team to develop regional strategies and how to "win" with customers in this segment. This position will be responsible for leading the development of regional strategies across inshell and nonpareil as it relates to our entire supply to drive market penetration and build new opportunities that maximize the value for our commodity vs the competition. It will require a focus to drive incremental margin through efficiencies and profitable positioning against the competition. This role will have close coordination with the Channel and Features Leads as it relates to Nonpareil to maximize our strategy and execution across our supply as well as close coordination across the competitive core to maintain business where needed, continuing to margin up opportunities across the portfolio. To be successful in this role one will need to demonstrate strong business acumen, negotiation and communication skills, customer savvy, organizational and analytical agility, and collaboration with cross functional partners and alignment with Blue Diamond's values to maximize success across this business segment. RESPONSIBILITIES: ESSENTIAL JOB FUNCTIONS Lead the development of an annual customer/regional sales plan for the Foundational segment in partnership with manager, VP, GID finance, and operational planning, consistent with the goals and objectives of the GID strategy Collaborate with GID operational planning team to lead development of NP kernel forecast and give input to selling gameplan with coordination across Channel and Features Sales Leads Lead development of inshell forecast and sales gameplan, driving close alignment with production and transportation teams for execution Lead development of regional strategies for key product groups through market mapping (understanding industry volume, BDG volume, competitive landscape, new opportunities for BDG) and determine a Go-Market Market approach to drive incremental margin vs the competition Ensure progress is on track to performance metrics for customers/regions in this segment and understand impact to overall GIM/commodity performance Coach and develop team Understanding of the fundamentals of industry supply and demand drivers, market dynamics, and competitive set, to position pricing/value with customers Obtain best sales/margin result while working through customer objections/counteroffer. Demonstrate how to best leverage BDG unique capabilities to drive accretive value in customer relationships to increase margins Understand the intersection of BDG capabilities and customer needs/wants to create value and deliver incremental margin Develop relationships with key decision makers at the customer, identify the needs and tailor specific solutions that create value to the customer and profitability to Blue Diamond Prospect and nurture growth opportunities through communications, programs, and other activities according to regional strategies Develop and present a business case to advance ideas forward Understand and correlate customer needs and value especially when negotiating price Assess multiple business opportunities and make appropriate tradeoffs balancing volume and margin to improve long term business performance and profitability Provide detailed and accurate monthly forecasting to planning team to ensure peak reliability Negotiate pricing, terms, and delivery within company guidelines to maximize sales margins and long-term profitability Provide specialist support and expertise to work with manufacturing plants in cross-functional teams on an as-needed basis, to assist with troubleshooting, complaint resolution, process optimization etc. for customers Communicate deep customer's insights - organization structure, business strategies, culture, relations - with Blue Diamond colleagues to ensure knowledge transfer to continually increase our customer intimacy Highly Motivated, self-starter, with willingness to take ownership in development of a brand-new role Ability to Travel up to 50%, including international travel MINIMUM JOB REQUIREMENTS Bachelor's Degree 10+ years of sales experience in agriculture related business, preferably within the tree nut industry Experience in a team selling environment Exceptional business acumen, including an understanding of global markets, financial and commercial models. Business Development Experience Proven leadership skills with the ability to manage complex situations to a positive resolution. Analytically minded with an eye for process improvement. Clear written and oral communication skills, ability to effectively articulate complex issues across all levels of an organization. Ability to engage stakeholders build trust and collaborate cross-functionally Required to travel for extended periods up to 50%. PREFERRED SKILLS AND EXPERIENCES MBA or Graduate Degree in Food Science Global Sales Experience Experience using CRM Software & Formalized Sales Process Bilingual English/Spanish SUPERVISORY RESPONSIBILITIES 1-3 PHYSICAL DEMANDS While performing the duties of this job, employees are regularly required to sit, walk and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment; reach with hands and arms WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this class. Employees work under typical office conditions, and the noise level is usually quiet. Blue Diamond Growers is an Equal Opportunity and E-Verify Employer EOE/Minorities/Females/Vet/Disability WHY BLUE DIAMOND? In addition to working at the world's largest, state-of-the-art almond manufacturer, we offer a safe and collaborative team environment, with numerous opportunities for free training and career advancement. Check out the BDG Benefits, Health & Wellness GuideHERE . Grow your career. Partner with us. We Are the Almond People! Ready to get started? Apply now! Blue Diamond Growers (BDG) is an Equal Employment Opportunity Employer. BDG provides equal employment opportunities to all qualified applicants without regard to race, sex, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, or genetic information. BDG also complies with all provisions of the U.S. Government's Executive Order 11246 dated September 24, 1965 and the rules, regulations and relevant orders of the Secretary of Labor.