We are a global leader in food & beverage ingredients. Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real.

Position Summary:

Reporting to Vice President Cocoa North America, the Sr. Director of Sales will provide leadership to the Cocoa sales team and function for North America. They will be responsible for developing and implementing sales strategy to drive profitable growth with both current and new account acquisition. The Sr. Director of Sales will deliver an optimized market mix relative to the core business and will identify the roadmap that will lead to achievement of the product platform’s goals as well as overall goals of ofi.

The Sr. Director of Sales, along with senior leadership, will create and implement sales action plans that incorporate key actions that work to set KPI’s for the business. This position will work to defend against competitive threats, work with internal resources to further develop relationships with key accounts and build competitive advantage with ofi customers through the strategic use of business-specific resources. The Sr. Director of Sales will have responsibility for developing the sales team and engaging the team in new products and initiatives. Responsibilities for managing the team will include assisting with career and business goal development and performance management. In addition, this position will be responsible for creating and maintaining the Sales Team annual budget.

Position Responsibilities:

• Lead and inspire a hybrid sales team that outperforms the competition.
• Utilize data to quantifiably support sales team’s market share objectives by identifying, targeting, and closing new qualified opportunities
• Work directly with Innovation, Research & Development, and Marketing to provide customer centric solutions.
• Partner with Customer Service team to define and expand customer centricity.
• Onboard new customers and enter into new business channels in North America.
• Manage, mentor, develop and coach a team of individuals whose responsibilities include:
• Create, develop and execute account strategies. Plan and forecast for assigned accounts and customers. Develop and implement strategies for acquiring new accounts.
• Develop long-term partnerships with targeted accounts that result in increased sales and margins.
• Establish working relationship with strategic account's middle and senior management that have decision making influence.
• Execute channel sales strategy to assure strategic alignment with the business' overarching strategic plan.
• Work with technical, operations and culinary personnel to assure alignment of sales strategy and product offerings with technical and operational capabilities.
• Work closely with logistics and support staff to ensure excellence in contract execution, inventory management, stock ageing, rejections, debtors and vendor payables.
• Engage the ofi network (e.g., cross-functional team members/critical functional resources) to execute business plans, resolve issues, and deliver solutions that meet or exceed customer needs and drive profitable growth.
• Execute all people management functions including development plans, goals, expense budgets, sales budgets, reviews, and team building.
• Foster transparent dialogue and entrepreneurial mindset.
• Monitor trends within the industry and consumer groups. Proactively plan for approaching trends and drive rapid responses to emerging needs/trends.
• Present/represent technical aspects of the food products to the customers and expand the current value of the ingredient portfolio across multiple categories.
• 75% of time will be spent supporting the sales team and process and 25% direct with customers.
• Mediator between competing interests.
• Promote a positive work environment and drive engagement with the sales team and adjacent functions.
• Perform other duties as assigned.

Position Requirements:

• Bachelor's degree is required, major in business is preferred.
• Ten (10) years of experience in day-to-day management of large key accounts.
• Five (5) years people management experience is required. Proven ability to develop teams to drive the sales process from start to finish.
• Demonstrated experience in the industrial food ingredients market is a plus.
• Business-to-business sales experience; strong general business capabilities, P&L management and analytical/technical skills are required.
• Excellent listening, negotiation, and presentation skills. Proven ability to articulate the distinct aspects of products and value proposition is required.
• Must possess knowledge of how to develop customer-focused, differentiated products & solutions and position against competition.
• Excellent self-initiative and ability to operate at a high level with minimum supervision is required.
• Experience managing relationships with customers and internal stakeholders is required.
• Excellent interpersonal, verbal and written communication skills are required.
• Ability to build trusted relationships with all levels is required.
• Willingness and ability to travel up to 25% of the time is required.

Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: US-Talent.Acquisition@ofi.com

At ofi, we celebrate our diversity. Olam Americas Inc. is proud to be an equal opportunity workplace.