Director, Business Development


Director, Business Development
The Director of Business Development leads the customer management responsibilities for designated customers and retail responsibilities. The position is responsible for developing sustained business relationships and driving profitable volume to achieve sales targets. The director leads and develops annual strategic account plans (SAP) to deliver gross sales, gross profit, net revenue, trade spend, and sales KPIs. The position will have the ability to lead cross-functionally with sales planning, category and shopper development, sales finance, marketing and supply chain to achieve results. A successful director is highly collaborative with great attention to detail and will have a proven track record in achieving sales results, developing insight-led customer solutions, and penetrating multiple levels and functions within the customer's organization. A clear understanding of category and shopper insights and the 5P principles for traditional retail and online is essential. The director will set objectives for one direct report, and successfully advance the skills and competencies through active coaching and development.
Key Responsibilities:
Strategic Account Planning and Execution
Planning:
  • Develop annual promotional plans with customers which align with Metro and Irving objectives
  • Develop detailed, bottom-up Strategic Account Plan (SAP)
  • ead the JBP planning process as required
  • Engage and collaborate with CSD, Marketing, Product Managers, and Supply Chain resources in SAP/JBP plan development and execution
  • Integrate category leadership plan (CLP) initiatives, brand plan objectives, and playbook principles in plans
  • Solicit customer priorities and mandates to ensure Irving priorities are presented through the customer lens

Execution
  • Deliver annual volume and GP targets
  • Achieve 5P objectives and goals
  • Track plan progress and conduct periodic reviews with the customer and ICP cross-functional resources to adjust and revise the plan to meet market conditions

Customer Development
  • Develops sustainable partnerships by influencing and penetrating multiple levels and functions within the customer's organization
  • Proactively identifies growth opportunities and business optimization initiatives to deliver topline and bottom-line value to the customer and Irving
  • Orchestrate cross-functional engagements and meetings to advance the partnership
  • Successfully presents plans and negotiates terms to achieve desired result
  • Communicates clearly and persuasively so information is understood and driven to action

Account Management
  • Executes the annual strategic account plan (SAP) to achieve results
  • Develops and manages customer P&Ls to achieve volume and GP goals
  • Ensures accurate forecasting inputs to sales planning & operations
  • Actively enters and maintains accurate volume and trade spend information in the PTP system
  • Develops and submits period end results and business implications
  • Identify and implement revenue growth management improvement opportunities
  • Manages cross-functional customer initiatives and tasks to ensure accuracy and on time
  • Communicates customer issues and opportunities accurately and swiftly
  • Communicates market and competitive intelligence to sales leadership and marketing
  • Proactively provide direction and review results with the retail team, as applicable

Team Leadership and Development
  • Create a positive employee experience and environment for growth
  • Identify professional development opportunities and execute enrichment activities
  • Advance insight selling capabilities
  • Provide timely feedback and active coaching

Educational Requirements:
  • University/Bachelor's Degree
  • Minimum 7 years of sales experience, preferably with a consumer-packaged goods organization
  • Prior experience leading and managing people desired
  • Proven track record of successful sales results required
  • Must be fluent in English and French

Technical, Knowledge and Skill Requirements:
  • Strong finance and analytical skills with attention to detail
  • Strong verbal and written communication skills, responsive and a proactive collaborator
  • Superior time management skills, ability to multitask, set priorities and plan
  • Strong negotiation skills; certification a plus
  • Utilize category and shopper insights to build compelling customer presentations
  • Experience using IRI and customer data platforms
  • Understand 5P principles and analytics for traditional retail and online

To Apply for this Career Opportunity:
Please apply online.
We appreciate your interest in our company! The initial review of applications will begin on the deadline date for applying. Applications received after the deadline may not be considered. Only those candidates selected for an interview will be contacted.
For more information on our products and services, click here.

Irving Tissue, a division of Irving Consumer Products Ltd., is committed to the principle of equal opportunity in its employment practices and to providing an environment free from discrimination and harassment for all employees.
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