Job Summary:
Lamb Weston is seeking a passionate Sales Director responsible for leading the sales organization for multi-national chain account(s) including local and/or global. Critical to this role is the ability to engage a key customer directly as well as lead and develop a sales team and deliver work through others. Delivering enhanced business practices to strategic customer groups and improving our ability to capitalize on opportunities for growth and mitigate risk is core to the position. The right candidate will establish business goals and objectives that translate into execution through the development of strategic, integrated customer business plans. This role will deliver on assigned volume and financial objectives within specified targets.
Position Responsibilities:
- Involved in business strategy and planning. Has interaction at all levels within the organization and many external interactions.
- Develops strategic plans for assigned markets, proactively adjusting plans and resources to maximize results recognizing the implications of changes
- Reconciles companys and customers financial objectives in creating and revising business plans and budgets
- Regularly meets with regional corporate senior management of the customer to develop collaborative business plans measured by joint scorecard metrics, using Strategic Impact Selling tools
- Leads and delivers major opportunities, which have significant impact at the highest levels in the organizations
- Manages P&L for assigned portfolio. Manages financial levers (e.g. pricing, volume, freight, etc.) to deliver AOP.
- Aligns resources and successfully influences direct team and cross functional business partners at higher levels within and outside of the organization
- Collects, analyzes, and leverages data and insights to activate customer solutions
- Interacts with cross-functional teams within Lamb Weston and Lamb Weston EMEA maintaining global linkage on chain strategies
- Works closely with colleagues in Multi-National Chain, Retail and Foodservice to ensure overall customer segment cohesion
- Manages and develops high-performance team, local and remote, direct and indirect reports
Position Qualifications:
- Education: Bachelors level degree. MBA preferred.
- Experience:
- 10 years of Sales related experience or a related combination of education and experience including people management
- Familiarity with the McDonalds System preferred
- Technical Skills: Ability to use and apply a variety of technologies and tools, including Microsoft Office Suite. Salesforce and Domo a plus.
- Communication: Strong written, speaking, and presenting skills. Spanish language ability a plus
- Travel: Up to 75% travel. Ability to travel independently, ability to meet Company driving standards.
- Ability to obtain passport and visas to enable international travel to Asia markets including Japan, Singapore, Taiwan, Korea, Thailand, Hong Kong, Malaysia, China, Vietnam, Philippines, as well as USA and Netherlands
Key Functional Capabilities & Skills:
- International Financial Management - Ability to understand and apply internal and external business drivers, strategies, metrics and budgeting with awareness of the impact of international financial dynamics to produce profitable business results - Advanced - Applies company and customer business drivers to contracts and pricing to produce agreed upon results
- Relationship Management - Foster and maintain collaborative relationships with customers, across cultures, to identify opportunities and promote business growth, through a shared understanding of success criteria to achieve current and future business goals Mastery - Develops and achieves long-term strategic vision based on high-level collaboration
- Selling with Insights - Ability to identify, acquire and communicate insights, for specific customers, segments and marketplace, which can serve as the basis for selling strategy creation and initiatives/solutions. Ability to develop and execute impactful presentations of business proposals Advanced Gathers and applies insights to deliver proposals and presentations to achieve objectives
- Strategic Business Planning - Ability to facilitate, develop and implement comprehensive internal/external plans that deliver objectives and strategies Mastery - Develops innovative, cross-functional, long term business plans which create sustainable advantage in the market
- Negotiation Skills - Ability to gain alignment between parties, while achieving business results and maintaining positive relationship Mastery - Develops creative solutions to resolve challenging situations to achieve alignment on desired business results
- Customer/Market Segment & Product Optimization - Using a clear understanding of strategic direction, ability to identify and/or implement segment-based solutions for the unique needs of individual customers operating in the international competitive landscape Mastery Provides expertise to drive the business to achieve innovative results and increased ROI
- Execution Excellence - Ability to execute Lamb Weston strategies, initiatives and programs with customers using the P360 operating model and SIS through engagement and training of customer resources and key stakeholders Mastery - Develops creative solutions to resolve challenging situations to achieve alignment on desired business results
- Knowledge of the Relevant Legal/Regulatory Environment - Ability to apply knowledge and insights of the regulatory, government, industry and legal environment in areas Advanced - Has specific knowledge of the laws and regulations
- Communication in English - Ability to communicate to others orally and in writing important business-related information Mastery - Develops and delivers persuasive presentations orally and in writing of complex information in the appropriate language
- Familiarity of Quick Serve Restaurant (QSR) industry dynamics, including price/cost/operations/labor trends, political issues, product and offering evolution Mastery Understands the particulars about the McDonalds distribution, corporate, franchisee and supplier relationships (the three-legged stool)
- Cross-Functional Resourcing - Ability to understand, apply and integrate knowledge of Lamb Weston, its customers and the industry, across functional areas, including supply chain, to optimize performance Mastery - Leverages Lamb Weston brand and functional capabilities for competitive advantage
Position could also be located in Tokyo or Seoul.
