Vice President of Sales Operations, Strategy, and Pricing

This role is an Enterprise wide strategic one that serves as an extension of Consumer Products’ sales teams, providing the reach and expertise to get brands onto shelves and into shoppers’ hands. Our clients hire us to be their sales and marketing provider across: Headquarters Sales, Retail Sales, Order-to-cash support, and Marketing Solutions.

Job Description

We are looking to employ a seasoned leader to build a sales operations team. Our company is looking to scale its commercial efforts to drive more sales (across new and existing consumer products companies) and better price/capture fair share of value created. We are looking for a leader well versed in all things B2B pricing, sales operations, and driving the analytics and rigor across both.

Eligibility and requirements

10 years of professional experience, including deep experience across these three functions in a B2B environment
Sales / commercial operations
Value based B2B pricing
Leading or managing a “deal desk”
Experience in consumer products or retail is preferred but not required
Bachelor’s Degree in Analytics, Statistics, Accounting, Finance, or Business Administration
Graduate or advanced business degree preferred
Experience building a new team and capability with an organization from the ground up
In prior roles, should have clear experience across:
Understanding of strategy, marketing, and go to market principles
Strong strategic, analytical, and motivational skills with an ability to thrive in a fast- paced environment
The individual must be able to synthesize marketing and pricing information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues, and present results)
Experience delivering sustained results in a profit & loss environment
Practical knowledge regarding customer profitability, which can be leveraged to drive profit margin
Proven leadership skills and the ability to positively influence others to promote change and achieve enterprise objectives
Strong organization building skills, including talent attraction, and establishing links across functions, ability to build skills in direct reports, and to motivate and manage team members
Excellent communication skills (oral and written) and an ability to develop relationships at the executive level
Strong work ethic and possesses a “can do” attitude; ability to go beyond the call of duty and strive for “stretch” targets in their performance
Strong business acumen and a comfort interacting at all levels of the organization
Goal driven with a strong desire to make a positive impact/difference
Proven leader who has conceptualized, proposed, and executed strategic projects in conjunction with senior leaders
Ability to challenge conventional approaches and think outside the box

Location: Strong preference for Chicago or St. Louis, but remote is acceptable for the right candidate

Responsibilities

This role will be transformational and entrepreneurial in nature. Our organization is starting from nearly square one on developing a sales operation system across prospect identification, customer prioritization, and data-driven pricing. He or She will be responsible for overall effectiveness of the sales organization (in conjunction with the heads of Account Management and Business Development). This person will help build a completely new team of outside hires into a world class strategic pricing and sales operations function.

This position will lead three major sub-teams:

Value based pricing: highly analytical B2B pricing professionals who set value-based prices using advanced analytics tools, statistics, and customer segmentation. This team will set price

A deal desk: team which reviews and supports all deals (large and small) to get price

Sales operations: Lead a team who drives the analytics behind the sales engine (i.e., prospect identification, managing a BD / sales funnel, opportunity identification, customer segmentation / prioritization)

In additional to leading this team, this role will:

Counsel senior leadership in implementing sales organization objectives that appropriately reflect the strategic goals of the business
Build pricing strategic plan incorporating short-term margin improvement targets and long-term bid/strategy goals
Work cross-functionally with a strategic revenue management team
Broadly communicate and build support for pricing strategy within the field and senior leadership
Bring relevant best practices in pricing strategy and tactics to individual businesses
Manage broad performance management reporting including core margin and success in implementing pricing initiatives across all market segments, including providing reporting on exception performance in specific markets
Drive awareness of margin importance and build support for margin agenda throughout senior leadership and all business units

Direct reports will likely be a mix of junior analysts and managers. The right candidate will be quickly hired and immediately help interview and design the rest of this brand-new team.

This role will report directly into the Head of Strategy and Business Development.

Compensation

Salary: {open to market}

Variable compensation: Suggested 30% variable compensation based on:

Price capture
BU margin growth
“New logo” growth of new consumer products clients
“Share of wallet” growth of existing consumer products clients
Degree to which BU level revenue and margin targets are achieved

Job Type: Full-time

Pay: $300,000.00 - $400,000.00 per year

Benefits:

401(k)
Dental insurance
Health insurance
Paid time off
Vision insurance

Schedule:

Monday to Friday

Supplemental pay types:

Bonus opportunities

Work Location: Remote

STP

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Vice President of Sales Operations