Advantage Solutions VP CDS Global Sales Strategy & Operations in San Diego, California
VP CDS Global Sales Strategy & Operations
This critical leadership role drives our global sales team efficiency and effectiveness by developing a sales strategy and operationalizing that vision by building the tools, materials and processes to bring it to life. This role reports to the President of CDS and services with global CDS sales teams.
This role enables our sales teams to show up to Costco and vendors with deep credibility and able to demonstrate value with proactive insights, a global view of activities and best practices and up to date case studies and capabilities materials. In addition, this role will manage our externally facing brand communications including the website, PR, client and vendor communications to demonstrate that are leaders in the demo and promotional space and the preferred partner for them.
The Sales Strategy and Operations team supports our sales team to share meaningful insights and hold productive meetings that win business by building and continually updating training, tools, process support and materials to conduct joint business planning, business reviews and check ins.
This team is responsible for reinforcing the sales strategy and growth-oriented activities through a thoughtful internal communications program that builds a collaborative and growth-oriented culture across CDS.
Build a sales strategy based on the business growth plans, vendor and regional opportunity areas, client and vendor feedback and feasibility
Build marketing materials for use with clients and vendors - websites, capabilities portfolios, digital assets, pitch materials, case studies, Grand opening packets etc.
Work with systems team to build enhancements, find new ways to create efficiency and open up opportunities for sales team through event and customer management systems, vendor portal
Build and communicate useful reporting that creates actionable insights for the sales team and demonstrates impact to clients and vendors
Continually collect and integrate feedback through sales team meetings, client and vendor surveys, and warehouse visits
Build sales team training modules, conduct coaching sessions
Proactively refine the sales and vendor strategy by looking for patterns and insights in the reporting, vendor launches, vendor behaviors, other promotional activities
Build and maintain Joint Business planning processes and tools
Run sales manager meetings to create community of peers, encourage best practice sharing, create global opportunities for growth
Manage CDS communications internally and externally – associate comms, town halls, newsletters, website. Establish message and voice, audience and vehicle strategy and execute
Bachelor’s Degree in Business or equivalent work experience
10+ years of experience in Sales Strategy
Communication skills and storytelling – written and verbal. Ability to present to senior leadership, work cross functionally and concisely create written communications for vendors and client. Creatively craft a story to make a business point
Financial Acumen – understand a P&L, understand ROI and how to estimate cost and return, how to communicate financial matters to leadership and client
Business judgment- understanding how to diagnose and create an action plan for business problems, how to prioritize what is important and be able to raise up the right matters at the right time
Resourcefulness – ability to get things done, to solve problems, find the right people and processes, leverage every benefit possible to move the business independently
Listening – listen to teammates, leadership, clients and vendors and turn that feedback into action through tools, training, communications
The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.
Essential Job Duties and Responsibilities
• Achieve P&L targets; manage business unit resources to deliver EBITDA* objective [*Earnings Before Interest, Taxes, Depreciation, and Amortization].
• Own and drive revenue growth; lead team to identify and secure new revenue opportunities to include:
o Increase our existing clients’ business by maximizing opportunities with customers; leverage senior level customer relationships to benefit client business resulting in increased revenue
o Grow white space for the Company within key clients
o Support the “Customers as Clients” initiative by identifying and selling them services
• Support team in developing the strategy to align resources to secure revenue growth; coordinate with other senior level members of the Company to achieve goals
• Business Development: Evaluate performance to determine if organizational capabilities are competitive and relevant with regard to customer and competitor trends in the industry; customize the go-to-market strategy for strategic clients and segments; oversee and support the launch of new marketing programs and processes at the initial point of customer interface, including the generation of new business leads.
• Insights: Play a strategic role in developing category, channel, customer and competitive brand marketplace insights; oversee the collection and reporting of data to analyze and identify consumer and marketplace trends/opportunities to enhance the go-to-market strategy; champion key insights to drive consumer/shopper behavior change.
• Optimization: Make adjustments and optimize the go-to-market strategy to maximize our one-to-one consumer interactions; work closely with business leaders (i.e. Talent Acquisition, Field Execution, etc.) to maximize processes; identify and attend approved trade exhibits, shows and regular company field programs to develop and maintain knowledge base; identify gaps and best practices in marketing and business development operations to improve overall performance.
- Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources
- May delegate work of others and provide guidance, direction and mentoring to indirect reports
Travel and/or Driving Requirements
Travel and Driving are essential duties and function of this job
Travel up to 30-50 %
The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
Education Level: (Required): Bachelor's Degree or equivalent experience
(Preferred): Master's Degree or equivalent experience
Field of Study/Area of Experience
7-10+ years of management/leadership experience in a marketing and business development role
Experience working in a fast paced, dynamic business environment
Experience managing a team of direct and indirect reports
Skills, Knowledge and Abilities
Expert level influencing skills – ability to manage internal and external boundaries, set expectations, and build alignment at varying management levels/client interface
Expert level insight skills – ability to identify and develop robust data on internal and external operations (especially regarding customer expectations and alternatives) and transform that data into decisions that balance risk with reward
Expert level execution skills - ability to coordinate mutually agreed expectations of what is promised to the customer into measureable business results
Expert level credibility skills – ability to use personal effectiveness to link relationships, processes, and business methodologies with revenue-producing activities Strong strategic thinking and process development skills
Strong organizational and problem-solving skills
Excellent communication skills, both written and verbal
Empathy/understanding of the impact of marketing and business development initiatives on field associates
Technically proficient in marketing and business development tools, MS Office and data reporting systems.
Must be able to effectively handle multiple tasks and projects simultaneously
Team player with good people skills
Ability to manage and develop a team of 10 or more employees, including direct and indirect reports
Must have proven successful track record in developing strategies and delivering results
Environmental & Physical Requirements
Office / Sedentary Requirements
Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.
Additional Information Regarding The Company Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
Any estimate, schedule, or guideline provided to associates in this job description or elsewhere in connection with their jobs is only intended to help describe job duties and for planning purposes. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.
The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
Job Locations US-CA-San Diego
Primary Posting Location : City San Diego
Primary Posting Location : State/Province CA
Primary Posting Location : Postal Code 92101
Primary Posting Location : Country US
Requisition ID 2022-425448
Position Type Full Time
Category Sales (Professional)