Director of International Sales (Nutraceuticals)
Keystone & Golden
- Spokane, WA
- Permanent
- Full-time
- Develop and implement effective sales objectives and strategies.
- Use current sales performance metrics, leadership experience, and industry knowledge to manage, track, and lead a global sales team to achieve sales targets.
- Provide coaching and performance management to drive business and sales results.
- Establish productive and professional relationships with key personnel in assigned customer accounts.
- Monitor and analyze performance metrics and suggest improvements.
- Perform research and identify potential customers and market opportunities.
- Monitor, analyze and report on market conditions, sales data, customer issues and competitive intelligence.
- Utilize the sales tools (software, reports, and data) to drive sales planning and forecasting.
- Prepare monthly, quarterly and annual sales forecasts and create annual business plan, marketing budget and approve expenditures.
- Negotiate and close agreements with large customers.
- Manage major accounts and build long-term client relationships.
- Provide timely and effective solutions aligned with clients’ needs.
- Liaise with Marketing and Product Development departments to ensure brand consistency.
- Direct strategic International growth while ensuring development initiatives and goals are consistent with the company’s overall vision and strategy.
- Define and execute pipeline strategy to grow business in profitable international channels by identifying appropriate partners, developing business plans, and negotiating and structuring agreements.
- Prepare strategies and proposals that include the positioning strategy/plan, business case rationale, risks, and customer value proposition ensuring all strategies are effectively communicated, documented and tracked.
- Organize and guide cross-functional teams in developing the strategies and business cases to support positioning and acquisition of new business opportunities.
- Collaborate with marketing to coordinate development and implementation of marketing communications campaigns to support international pursuits.
- Oversee preparation of competitor analysis to support strategies.
- Ensure effective cross-functional alignment to achieve sales plan, budgets, marketing budgets, and contracts are executed.
- Establish strong relationships with external resources including international distributors, direct buyers and retailers.
- Develop and oversee all budgets designed to support new business development.
- Drive and oversee division planning and forecasting.
- Prepare pricing strategies according to market, customer budgets and procurement methods.
- Organize and prepare customer engagement plans for leadership to include international meetings and trade shows.
- Ensure proper vetting, seamless execution and transition into distribution pyramid across existing and new distribution opportunities, and ensure consistent and clear communication to the Global brand team..
- Responsible for management, supervision, and workload of any assigned employees.
- Collaborate with the leadership team to ensure market launches are effectively executed to support revenue and customer loyalty.
- Build sales development plans with distributors/partners and identify best methods to source and provide logistics for the business.
- Work with relevant internal departments to create appropriate product selections based on markets, develop promotional plans, merchandising options, etc.
- Coordinate the processing of regulatory requirements by country and report export restrictions and duty structures to Product Development and relevant team members to streamline delivery and minimize additional costs.
- Work within parameters of company policies and procedures and other practices set forth by upper management.
- Provide timely feedback to sales leadership regarding international sales performance.
- Provide timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profits.
- Work with Legal regarding international sales contracts in foreign markets.
- Maintain knowledge of international variances in cultural and legal issues and familiarity with international consumer goods markets and regulatory requirements.
- Demonstrated ability to build customer and industry relationships.
- Demonstrated ability to effectively work in a variety of global sales cultures.
- Experience in international product registration and regulatory issues.
- Export licensing experience.
- BA/BS Business Administration, Brand Management or other equivalent degree.
- 6+years leading a sales team.
- 5-7 years of international business development experience (International MBA Preferred).
- English is required; Multi-lingual is preferred.
- Min 5 years experience managing and directing international partnerships, with international supplement sales preferred ideally in the supplement space.
- Assertive, motivated, self-starter, with the ability to work both independently as well as collaboratively within part of a team.
- Proficiency in written and oral communication/presentation skills.
- A demonstrated capability to think strategically and execute tactically.
- Must be an integrative thinker with a strong foundation in data driven problem solving.
- A demonstrated depth and breadth in business acumen across the major functional disciplines including
- Comprehensive understanding of the capture management process with expertise in working the upfront positioning/shaping in the international market.
- Ability to lead and manage strategies and team to produce winning solutions within budget and schedule constraints.
- A results-oriented performer, who sets aggressive personal goals and deadlines, and consistently meets or exceeds targets.
- Ability to work in a dynamic, fast-paced, independent environment, and manage multiple concurrent projects while collaborating effectively to leverage cross-functional Brand strengths.
- Strong planning and project management skills with the ability to work well under pressure and able to manage multiple projects and priorities.