Sr. Director of ESL & Aseptic Sales

General Description:

The Senior Director of ESL & Aseptic Sales is responsible for developing and enhancing relationships with customers across new and existing channels, providing value and insights to customers and the organization. This role focuses on building and leading a high-performing sales and marketing team to drive revenue growth and ensure exceptional customer satisfaction. The Senior Director of ESL & Aseptic Sales will leverage a deep understanding of our product portfolio, capabilities, and customer needs to achieve profitable growth and capacity utilization.

Job Responsibilities:

1. Develop a comprehensive understanding of our product offerings, including production methodologies, capabilities, and technical properties. Effectively communicate the value proposition of Byrne to customers and stakeholders, increasing our market presence.
2. Lead the development and execution of comprehensive sales strategies, partnering with R&D & Operations to drive revenue growth, optimize customer acquisition, and facilitate market expansion, all while diversifying our product portfolio to meet evolving market demands.
3. Build, mentor, and manage a high-performing sales and marketing team, fostering a culture of excellence, collaboration, and continuous improvement.
4. Cultivate and maintain enduring partnerships with key clientele, empathetically comprehending their evolving needs and ensuring a consistently high standard of customer satisfaction through tailored service offerings.
5. Provide proactive insights and leadership into the organization’s short, medium, and long-term strategy, while leading its commercial execution.
6. Ownership of commercial KPIs; define, track, and evaluate key performance indicators (KPIs) to measure sales effectiveness and efficiency. Identify opportunities for continuous enhancement, fostering a culture of perpetual refinement and growth within the sales and customer service departments.
7. Stay abreast of industry trends, competitive dynamics, and consumer preferences, leveraging this insight to refine and adjust sales strategies for sustained market relevance and competitive advantage.
8. Strategic management and leadership of RFPs, contract negotiations, and trade deals. Partner with finance around pricing execution.
9. Synthesize customer, consumer, category, competitive, and company insights into executable winning customer plans and tactics.
10. Lead cross-functional projects aimed at improving operational efficiency and customer satisfaction.
11. Drive and manage annual operating plans and forecasts.
12. Responsible for reporting food safety problems and initiating action and for supporting SQF by maintaining food safety and food quality.
13. Ensures work areas are sanitary and strictly adhere to sanitation practices.
14. Communicates effectively between shifts and other departments.
15. Responsible for complying with GMPs, SOPs, corporate and/or plant policies, rules, and regulations.
16. Responsible for ensuring direct reports assigned duties and responsibilities are covered during planned and unplanned absence from work, including acting as a backup as necessary.
17. Works in a safe manner and reports safety concerns promptly to their supervisor/lead and takes corrective actions as necessary to ensure a safe environment.

Essential Knowledge, and Skills:

1. 10-15 years of demonstrated selling and influencing skills in a complex environment preferred.
2. The ability to effectively build presence and relationships within the industry.
3. 10-15 years of deep understanding of operational requirements, constraints, and processes preferred.
4. Ability to adapt to evolving market conditions and industry trends.
5. Exceptional communication, negotiation, and interpersonal skills, both verbal and written.
6. Read, write, and communicate using English language sufficient to perform job functions (Other preferences will be given for special language skills when there is a business need).
7. Ability to apply basic to complex mathematical concepts such as adding, counting, subtracting, multiplying, dividing, and knowledge of weights and measures, to sufficiently oversee job tasks.
8. 10-15 years of proven proficiency in analytical thinking, strategic planning, and problem-solving preferred.
9. Understand and respond appropriately to basic to complex employee, vendor, and customer inquiries.
10. Knowledge of the company’s mission, purpose, goals, and your role in achieving each of them.
11. Strong commitment to sustainability and alignment with the company’s core values.
12. Satisfactorily complete all company training requirements.
13. Ability to operate facility equipment as required in assigned area.
14. Ability to interpret company documents and literature and UPC/code information.

Education/Experience:

1. Bachelor’s degree in business, Economics, or related field. An MBA is a plus.
2. 10-15 years of demonstrated experience preferred in senior sales management roles, preferably within the dairy or food manufacturing industry.
3. Understanding of Federal Milk Marketing Orders and Milk Pricing is desired.
4. Strong self-leadership skills with the ability to collaborate effectively within cross-functional teams.
5. Proficient in CRM software and/or other sales management tools.

Performance Standards:

1. Responsible for reporting to work at scheduled times and communicating tardiness and absences with the assigned Supervisor/Manager before the occurrence.
2. Responsible for reporting to work in a condition to work.
3. Responsible for being well-groomed and always dressed in business- and position-appropriate attire, including ensuring compliance with GMP dress code standards.
4. Comply with performance criteria and standards of conduct as contained in company policy, employment procedures, and responsibilities as described in the company handbook.
5. Always maintain a safe work environment and immediately report and take appropriate action to correct a safety concern.
6. Responsible for completing all assigned tasks and responsibilities as assigned.

Work Schedule:

1. Travel in excess of 50% anticipated, interfacing with customers, and attending trade and industry events as needed.
2. Requires morning, and afternoon availability any day of the week based on assigned shift.
3. Requests to be scheduled off for a specific day require advance notification and approval by the Supervisor/Manager.
4. Salaried: Generally scheduled for 40-45 hours; more hours may be required based on the needs of the business.

Environmental Concerns:

1. Normally protected from weather and temperature changes, exposure to hot, cold, wet, humid, or windy weather conditions does exist.
2. May be subject to exposure to ingredients used in the manufacture of food products including allergens.
3. May be subject to exposure to chemicals involved in the manufacture and sanitation of a food processing facility.

Physical Job Requirements:

1. Must have a valid driver’s license.
2. Ability to move throughout all areas of the facility, including but not limited to office, production, and warehouse environments. Including the outside perimeter of the building.
3. Able to wear all necessary personal protective equipment to perform job functions.
4. Stand and/or sit continuously and perform job functions for a full shift with a meal break.
5. Physically able to stand, bend, stoop, kneel, reach, twist, lift, push, pull, climb, balance, crouch, handle, and move items weighing up to 50 pounds without assistance and move objects exceeding 50 pounds with reasonable accommodations.
6. Visual acuity corrected to perform job functions.

Work Location:

• Lafayette, NY
• Hybrid Work Available – In-office preferred – Remote available (Northeast Region)

The wage range for this role considers the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. At Byrne, it is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $148,500 to $173,250.

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