This position leads Sales, Client Operations, and Sales Operations for ILLUME. The position is responsible for driving top line revenue, expanding profitability, cultivating client relationships, and exploring new business opportunities. The VP of Sales will undertake strategic planning, team development, and improve business processes and is a critical role on the executive team.

Five Key Accountabilities

Leadership
Company Sales Plan Development
Company Sales Strategy Development
P&L Management
Customer Satisfaction / Issue Escalation / Negotiations

Duties And Responsibilities

Leadership

Hire, develop and mentor employees in Sales, Client Operations and Sales Operations
Implement employee performance management programs, including writing and delivering reviews, monitoring employee morale, and creating a positive working environment for employees
Establish training program and materials to support the development of Sales, Client Operations and Sales Operations team members
Identify top talent and promotion opportunities for internal team members, creating a department succession plan
Hold Sales Managers accountable for achieving sales revenue and profit goals by channel, customer and brand and adhering to guidelines for custom development in partnership with the Project Management.

Company Sales Plan Development

Develop strategic sales plan based on company goals that will promote growth and customer satisfaction based on the capacity of internal resources
Present company sales plan to Executive Leadership with context for Board presentation
Direct sales forecasting activities and sets performance goals accordingly
Approve all new customer terms to ensure company profitability, engaging in negotiations as necessary
Report on company sales performance monthly to Executive Leadership and companywide

Company Sales Strategy Development

Create sales strategies that will help ILLUME achieve its business objectives
Develop annual Sales Strategy Calendar
Align with all executive functions on a rolling 5-year strategic plan by brand, incorporating consumer and customer insights
Lead 5-Year Planning meetings with Sales

P&L Management

Create annual sales budget to ensure company profitability based on the sales plan
Monitor expenditure and progress against the annual plan
Identify margin expansion opportunities
Manage expenses/budget
Update Executive Leadership on any budget forecast changes

Customer Satisfaction / Issue Escalation / Negotiations

Engages with key accounts and manages relationships as appropriate.
Participates in negotiations related to new customer terms, new program margins and chargebacks to ensure company profitability
Leads difficult customer conversations to keep a strong Sales Manager relationship intact and offers an Executive presence for escalated issues
Represents ILLUME at tradeshows, meeting with key accounts
Evaluates market trends and adjusts strategy to meet changing market and competitive conditions
Monitors competitor products, sales and marketing activities

Skills & Knowledge Required (includes Education, Industry/Relevant Work Experience, Computer, Soft Skills)

Bachelor's Degree and 10+ years related experience
Must be dynamic, performance driven sales professional with a proven track record of building business in CPG, with multi-channel retailers, and across a broad range of channels
Must have outstanding leadership, negotiation, presentation, and communication skills
Must be an energetic, results-oriented, competitive, self-starter and team player
Proven leadership style of making decisions through data and analytics
Must have high business, financial and customer acumen
Competent with computer software such as Microsoft Office (Excel, Word)

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