Sales Excellence Lead
Cargill Protein is a leader at delivering primary processed and value added proteins into the Foodservice, Retail and Manufacturing market channels. It operates several food processing facilities located in the US and Canada. Our customers in Foodservice are comprised of large national restaurant chain operators, contract feeding companies and both national and regional foodservice distributors. Our Retail customers are comprised of primarily large national grocery retailers and warehouse clubs. Our Manufacturing customers are comprised of large branded manufacturers of retail consumer packaged goods. The customers from these channels are attracted to working with Cargill because of our demonstrated leadership in delivering innovative products, integrity, operational excellence, food safety and risk management.?Position PurposeThe Sales Excellence Lead is a position responsible for establishing sales excellence processes, training, and metrics across all Cargill Sales channels.
Responsibilities include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.
This role requires cross functional collaboration and engagement with all levels of the commercial organization to provide education, while also identifying ongoing areas of focus and opportunity. It is the expectation that these responsibilities will serve both the channel sales teams and the trade sales teams at roughly an 75/25 split of time allocation. The Sales Excellence Lead plays a key role in overseeing four distinct areas:Sales Process Design and Execution: The Sales Excellence Lead will oversee the effective design and implementation of best practices related to sales processes, including prospecting and lead identification, pre-call preparation, sales call protocols, tracking of customer interactions, etc.Measurement: The Sales Excellence Lead will identify metrics and processes for measuring the effectiveness of the sales organizations.
This role will be responsible for implementing a sales effectiveness measurement system that effectively tracks the performance of the sales organization and adherence to pricing strategy and guidelines across channelsSales Training and Development: The Sales Excellence Lead will be accountable for the career progression of Cargill Protein sales team members and will work with HR to ensure sales professionals receive training and career supportTools Management: The Sales Excellence Lead will identify and oversee the implementation of a CRM solution to be used across customer channelPrincipal Accountabilities?40%
Sales Process Design and Execution: Design and implement best practices related to key sales processes across Cargill?s sales channels, including for prospecting and lead identification, pre-call preparation, sales call protocol, and tracking of customer interactions.?Proactively identify and resolve opportunities for sales process improvement, including process bottlenecks and inconsistenciesCoordinate across channels and between Sales, Marketing, and Product teams to ensure sales process best practices are executedEnsure consistency of sales forecasting, planning, and budgeting processes used within the sales organization across channelsActively participate in sales activities across channels and gather feedback from sales team on a regular basis to constantly improve programsManage sales collateral and field ad hoc content and support requests from sales teamAssist on sales calls and demos as needed to ensure processes are properly implementedCoordinate with sales leadership across channels to define ongoing sales support initiatives30%
Sales Measurement: Define and implement sales reporting processes and key metrics; proactively monitor sales activities to maintain high levels of quality, accuracy, and process consistency?Determine content adoption metrics and define sales enablement best practicesMonitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organizationOversee the coordination between sales activities and Strategic Pricing to ensure pricing strategy and guidelines are accurately executed across channels15%
Sales Training and Development:Manage the professional development of sales personnel across channels; define sales career paths, identify performance metrics associated with each stage of development, manage career progressionCoordinate with HR on training content development and delivery to sales, sales management, and sales support personnel in the sales organization supportedUse technology, industry best practices, external networking, and advanced learning methods to deliver innovative programsOversee the creation of written content to educate sales team and advance deals such as case studies, competitive information fact sheets, product collateral, and custom work15%
Tools Management:Develop and manage the sales content repository and ensure that all information is easily and readily accessible at point of needIdentify and implement enabling sales technologies, including a CRM toolMonitor the assigned sales organization?s compliance with required standards for maintaining CRM dataAssist with connecting systems across businesses/channels and creating a single repository for customer and order dataWork closely with sales management to optimize the effectiveness of the firm?s technology investmentsThis position will ideally be based in Wichita, KS; however, the Hiring Manager will consider Minneapolis for the right candidate.Skills:
Required QualificationsBachelor?s Degree?8+ years experience in Sales process, systems, development, or executionDemonstrated ability to achieve results through a virtual team.?Strong subject matter expertise on key drivers impacting sales effectiveness.?Demonstrated understanding of the integrated system of process, tools, capabilities needed to support a successful sales organization.?Demonstrated ability to partner with key internal stake holders, sales, marketing, IT, FP&A, etc? to deliver on customer expectations.?Strong collaborator and indirect leadership / influencing skillsMust be able to communicate effectively with all level in Group.?Preferred QualificationsExperience deploying a sales technology system (ie salesforce.com)