POSITION PURPOSE:

Responsible for the development of Reddy Ice’s sales strategies at the national and local level, leading a sales organization that delivers the Reddy Ice annual revenue, unit, and profit growth. Responsible for understanding market trends, customer segments and strategies and creating comprehensive sales plans, objectives and tactics that result in long-term sustainable and profitable growth. This leader is responsible for all marketing, customer engagement and relationships.

DUTIES AND RESPONSIBILITIES:

Strategic Planning & Go to Market

Ability to develop and implement long-term strategic plans that align with company goals; this involves market analysis, segmentation, and penetration strategies to expand market share
Experience in setting realistic targets and defining clear, strategic measures to achieve business growth
Brings a visionary leadership approach, crafting and articulating a compelling sales vision that aligns with the company's True North and goals, inspiring the organization toward long-term success
Understands how to use market research and customer insights collected informally, from surveys and third-party data sources to bring relevant insights to inform development of company and sales strategy
Has methodology to identify trends and recommend actions to take advantage of, or mitigate trends
Ability to optimize sales and distribution channels to improve cost efficiency and service deliveryAs a member of the senior leadership team, must bring a well-rounded business (P&L) perspective
Understands how to segment the market based on industry sector and population data to identify and inform the most effective and efficient paths to market
Able to use data to make intelligent and necessary trade-offs necessary to focus on the few, critical priorities
Able to generate innovative strategic approaches and able to synthesize strategy into actionable plans and implement aligned with True North 3-year roadmap.
Within identified channel strategies, spearhead the development of a more sophisticated methodology to retain and further penetrate existing customers, as well as drive for new customer acquisitions
Exceptional communication skills, essential for negotiating contracts, handling major accounts and interfacing with high-level decision-makers
Able to align sales/marketing efforts with company’s business objectives
Contribute to the True North growth strategy for alternative channels and diversified customer segments and structure the sales organization accordingly

Sales Operations & Effectiveness

Proven experience in leading and motivating teams to achieve sales targets and improve performance
Proficient in utilizing the latest sales technologies, including CRM systems and data analysis tools, to streamline sales processes and enhance decision-making capabilities
Has a comprehensive, adaptable, teachable salesforce effectiveness framework using proven methods, programs and metrics that can be applied to improve salesforce productivity
Skilled at developing and implementing innovative sales strategies and programs that align with emerging market trends and customer needs, ensuring the company remains at the forefront of industry advancements
Understands how to design a cost-effective sales operation function to support the sales strategy and provide sales administrative support
Proficient in designing standard sales processes that can be deployed across the organization to leverage best practices and guide the right behaviors to improve success rates
Understands how to design and integrate the sales process and pipeline with a CRM system to provide accurate forecasting informing the SIOP process
Has a defined sales cadence process (team and individual meetings) consistently deployed for communication, best practice sharing, progress reporting, etc.
Uses leading and lagging indicators to understand the relationship between selling skills, tactics, etc. and results that provide insights that can be used for training to improve individual performance
Skilled at developing sales programs to create demand, launch new products, expand wallet share, etc.
Has extensive experience designing and implementing sales planning processes (sector, channel, territory, customer, and individual sales interactions)
Has good grasp of various compensation schemes to support different types of sales and support Topline and EBITDA growth plans
Familiar with the integration of new technology and systems to enhance operational efficiency
Understands the value of, and has defined processes to conduct meaningful customer reviews
Has a good grasp of how to identify the value proposition for products that are modified to stages in the buying journey and customer buying personas

Market/Industry Knowledege

Understands the FMCG (Fast-Moving Consumer Goods) sector, especially perishable products. This includes knowledge of manufacturing processes, distribution logistics, and regulatory requirements.
Able to grasp and adapt to the specific challenges and dynamics of the ice production industry, such as seasonal demand fluctuations and distribution efficiency.
Acts as a valuable market knowledge resource to executive team and customers
Realizes where the market is headed and what Reddy Ice should do to be better positioned to capitalize on coming opportunities
Actively engages in high-level discussions with key stakeholders to gauge industry trends and customer needs, ensuring these insights directly inform sales strategies without turning them into sales pitches or negotiations
Integrates information beyond individual market level into team’s selling activities; understands global and regional market drivers for the customer’s customer
Actively participates as influential member of trade associations and other relevant industry groups
Schedules regular one-on-one, high-level discussions with senior leaders, channel partners and customers to get feedback on industry trends, identifying broader topics that are important for the customer's organization; making sure that such meetings are not sales meetings or negotiations

EDUCATION/EXPERIENCE/BEHAVIORS:

Bachelor’s Degree required, MBA preferred
Sales experience with a retail, distribution or logistics company
Global experience is valued, but not mandatory. Comparable skills gained through diverse experiences are equally considered.
Extensive experience with digital sales tools and platforms, with a strong emphasis on CRM software and data analysis tools
Minimum fifteen (15) years of progressive sales experience with a minimum of 10 years at a senior leadership level in sales
Minimum 10 years of experience managing a multi-layered national sales team
Ability to work collaboratively with colleagues and across functions to create a results-driven, team-oriented environment
Organized and structured with a solid level of accomplishment
Ability to set and manage Reddy Ice policies

Demonstrated year-over-year growth results in units and revenues.

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