Director of Sales and Business Development
Posted on Jun 1, 2020 by Consolidated Container Company
Envision Plastics, a post-consumer recycled plastics market leader focused on helping the CPG industry meet consumer appetite for sustainable products, is seeking a Director of Sales and Business Development. This high-profile position will directly impact the profitability of Envision Plastics and will report to the VP, Business Development, Supply & Trading. The position is responsible for managing Envision Plastics sales and customer service, for maximizing the overall value and growth of sales, and playing a key role in the development and commercialization of new product offerings. As a growing division of Altium Packaging headquartered in Atlanta, GA, we operate in a culture based on Guiding Principles that inspires our business decisions. Preferably candidates interested in this exciting opportunity will be located in Atlanta; major east coast locations may also be considered.
Develop, recommend, and execute sales and marketing strategies aimed at targeting Envision's product offerings towards market segments and opportunities that will create the most value for society and accelerate profitable sales growth of value differentiated products.
Develop and drive disciplined execution of program development plans for targeted opportunities. Develop key account plans for strategic CPG brands and direct customers as appropriate.
Identify and develop relationships with key influencers and decision makers at targeted CPG brands and direct customers. Leverage sales force effectiveness tools such as solutions and value selling, CRM, and rapid experimentation techniques to pinpoint customer needs and to accelerate results.
Drive pricing commercial excellence by developing, recommending, and implementing pricing strategies that maximize capture of product offerings market value. Test market price elasticity and develop pricing strategies and policies for different market segments to maximize value.
Develop sales agreement strategies and lead a disciplined process to develop, negotiate, and close on strategic sales agreement opportunities. Maximize value capture from sales agreements and ensure Envision's commitments and obligations are met.
Lead the Envision customer service team, processes, policies and metrics. Seek to maximize customer service and position Envision as supplier of choice. Drive quick service or quality issue resolution for customers. Operate by our company's Always Made Right® promise. Measure customer satisfaction through Net Promoter Score surveys and develop improvement plans as appropriate.
Steward Envision's new offering innovation process through disciplined identification and prioritization of market opportunities right for Envision's strategy and capabilities and with the highest risk-adjusted value creation potential. Leverage a multi-functional process to develop and commercialize new product offerings.
Develop sales forecasts, both short-term to drive supply and operations planning decision-making, as well as long-term to drive strategic planning processes such as our manufacturing assets growth capital strategic planning process.
Strategically select industry organizations and events (eg, industry associations, conferences, trade shows) where Envision's membership, participation, and presence directly aligns with our business strategy and help accelerate results of sales and business development strategic plans.
Contribute to Envision's efforts to optimize working capital consumption through maximization of receivables performance consistent with Altium's standard credit policies. Collaborate with the Accounts Receivable and Risk Management teams to tailor pricing and payment terms based on customer credit risk. Seek to mitigate receivable losses.
Lead, coach, mentor, and develop team members; cultivate customer focus within the Envision Plastics organization and develop relationships with key stakeholders at Envision manufacturing sites and across Altium Packaging.
Always seek to improve Envision Plastics competitive advantage and to be CPG brands and customers supplier of choice.
Continuously look for opportunities to improve Envision Plastics customer-facing commercial capabilities through innovation, talent development, process improvements, tools and technology, and by leveraging enterprise resources as appropriate.
Bachelor's Degree in business, marketing, packaging science, engineering, or a related field; MBA a plus
A minimum of 10 years of combined experience in sales, marketing, and business development roles in the CPG value chain; recycling or polyolefins industry experience a plus
A demonstrated track record of success with:
Commercialization of value differentiated raw materials to CPG brands and their suppliers
Development and implementation of pricing strategies that maximize value
Development and disciplined stewardship and execution of parallel key account plans
Development, negotiation, and implementation of sales agreements with CPG brands and their suppliers
Sales force effectiveness tools, eg, solutions selling, value selling, CRM platforms
Effective communications and presentation skills, critical thinking skills, and economic thinking skills
Understanding and ability to apply concepts such as value proposition, competitive advantage, next best alternative, marginal difference, switching cost, opportunity cost, and comparative advantage among others
People management and leadership experience with the capability to develop and coach talent
A team player with the ability to collaborate effectively with others at all times across the organization
Proficiency with Microsoft products (Excel, Word, PowerPoint, Outlook, Skype, Teams)
Willing and able to travel as needed and up to approximately 50% of the time