North America Sales Lead
North America Sales Lead
The Sales Lead is primarily responsible for establishing a pipeline of sustainable customers & profitable growth in our key dairy and plant based protein segments in North America, specifically in Dietary Supplements.
Partner with both the U.S. region and the Netherlands in a variety of functions: sales, marketing, technical sales support and R&D to execute sales strategies, new concepts and generating a need for our ingredients and services.
Serve as a present, engaged and active leader, train and coach sales team on ACE and Value Based Selling principles, develop teams understanding of product capabilities and differentiating factors, communicate and implement strategic plans, monitor success and ensure team meets their commercial targets.
Drives an entrepreneurial and growth mindset, continuous improvement, a fact based and digital way of working, proper relationship and account planning management and always operates with integrity and full compliance.
What we ask
- BS/Masters Preferred in Food Science, Sales & Marketing or relative degree along with 10 plus year’s of dairy & plant based protein business development experience with at least 5 years in a leadership role with direct reports;
- In-depth knowledge of dietary supplements market and key players
- In-depth knowledge of Value based Selling to B2B customers
- Proven track record in Business Development
- Keen knowledge of Marketing (role, insights, trends, partnering)
- Instrumental hands-on engagement in the launch of new products to North America Region.
- Proven and demonstrated knowledge of and partnerships with internal HR, Finance, Procurement and Technical Sales teams
What we offer
Owned by a co-op of dairy farmers, we believe in working together. We collaborate with passion and focus to ensure every solution for our customers is value-based.
Our success comes from the right ingredients crafted by our employees who believe that the Inside Matters.
We are inspired and believe in:
- the possibilities dairy ingredients can nourish people all over the world
- striving to set new standards in Early Life Nutrition
- creating amazing tastes and textures for Food & Beverage
Vacancy description
Main Accountabilities
- Sales strategy for own domain
- Co-develop Market Segment strategy with key stakeholders and implement Sales strategy to FCI Americas with initial focus on Dietary Supplement market with the eventual addition of Performance and Active/Adult nutrition segments.
- Define targets to meet strategy with RSO Director in conjunction with key Corp stakeholders
- Business Development
- Execute Biotis Strategy to establish a pipeline of sustainable & profitable customers
- Lead new business development initiates in North America with primary focus on Dietary Supplements in first year, grow region by X%. In year two, inclusion of PN & AN business development
- Make recommendations on ways to innovate (product/service/business model)
- Compliance/Compass/Speak-up
- Ensure contracting fulfils legal requirements
- Ensure full alignment to Compass, operate with integrity and intervene and speak-up when necessary
- Continuous Improvement
- Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, ACE & value based selling)
- Growth Mindset and Behaviors:
- Must demonstrate GM and coach team to step out of comfort zone, develop and grow capabilities, acknowledges effort, encourages reflections, is curious and asks questions, embraces diversity and inclusion
- Relationship management
- Ensure and improve best customer experience (visits, solutions) and partner with key stakeholders QA, RA, Sales support, Marketing & TSS to align on complaints, regulatory needs, trend insights, tradeshows, applications/technical, OTIF and general needs of the customer are met.
- Align with relevant stakeholders within broader FCI organization on strategic initiatives, Product launches, KPIs, ACE/VBS protocols are aligned in the region and delivering results.
- Be present and engage with local RSO Management Team which results in team alignment, proactively create an environment of belonging and prevent silos from forming.
- Fact based
- Steer on financial parameters (i.e. volumes, forecasting, GP)
- Manage the SG&A-budget
- Drive implementation and improvement of digital tools to support commercial processes (SCORE)
- Utilizing SF.com as designed and to full potential
- Leading team
- Recruit new people
- Develop team members
- Retain the right talent
- Motivate & Inspire
- Create inclusive, trusting, diverse and sustainable engaged environment
- Developed customer network in North America Dietary Supplement Market along with functional foods & beverage industry (inroads to DS & F&B customers of GOS ideal)
- Result oriented, creative with excellent problem solving, analytical and influencing skills
- Account planning and management with demonstrated ability to close and execute account plans
- Excellent inter-personal communication skills with inspirational leadership capability
- Analytical and conceptual thinker. Able to see the bigger picture in a complex environment (helicopter view).
- Accomplished Project management & Digital savviness capabilities
- Able to work in matrix organization with multi-disciplinary approach
- Entrepreneur, takes ownership, is proactive, drives & motivates team and others
- People management (serving, coaching & developing capabilities)
Team Details
See all colleagues on LinkedInWhy FrieslandCampina
Owned by a co-op of dairy farmers, we believe in working together. We collaborate with passion and focus to ensure that every solution for our customers is spot on. We are commercially obsessed.
Our success comes from the right ingredients crafted by our employees who believe that the Inside Matters.
We are inspired and believe in:
- the possibilities of dairy ingredients impacting our lives for the better
- setting new standards in Early Life Nutrition
- creating amazing tastes and textures for Food & Beverage
- using dairy nutrients to improve health and sustain life
FrieslandCampina is on a mission to provide products that are nourishing, pure, tasty and safe. Does the inside matter to you? Learn more about our vision and join a winning team!
We are an affirmative action and equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
FrieslandCampina Ingredients North America, Inc. expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, veteran status, or any other protected classification under the law. Improper interference with the ability of FCINA’s employees to perform their job duties may result in discipline up to and including discharge.