Job Title
Head of Sales
Company Name
Motherlove
Company Website
Industry
Natural Foods/Products
Consumer Goods, CPG
Company Overview
Motherlove provides organic herbal personal care products for pregnant and breastfeeding mothers around the globe
Company Description
More than a generation ago, in the foothills of Northern Colorado, a young mother and herbalist founded Motherlove Herbal Company to help support her own pregnancy and journey into motherhood. Thirty years later, Motherlove continues to provide organic herbal personal care products for pregnant and breastfeeding mothers around the globe. Family-owned and operated, Motherlove is based in Fort Collins Colorado and is a Certified B Corporation, committed to environmental and social sustainability.
Motherlove provides organic personal care products and herbal supplements to help nurture women on their journey into motherhood while remaining focused on the triple bottom line, people, planet, and profit. A new manufacturing facility allows for an increased capacity for growth. Our niche in the marketplace has allowed us to become experts in the growing natural products and baby care industry. Even though you’ll see our familiar blue bottles on the shelves of the nation’s biggest retailers, our family still makes our products the old-fashioned way, with love, from our family to your family.
Full Job Description
Who You Are:
As our Head of Sales, you will be an important member of the Motherlove executive team, working under the direction of the Chief Executive Officer, and overseeing the management and activities of the sales team. This role’s main objective is to grow top-line revenue, ensuring gross margin goals are met while building the Motherlove brand in the Natural, Specialty, FDM, eCommerce, and international channels. This role requires a highly motivated individual with proven leadership and sales management experience, with the ability to help lead a high-functioning internal team and maintain or create strong partnerships with external stakeholders. You must have a strong track record of building sales and managing sales teams for emerging companies in the natural product/consumer packaged goods space.
What You Will Do:
Leadership:
- Effectively lead, mentor, develop, and inspire the sales team, providing direction while positively contributing to a high-performing team dynamic.
- Provide oversight of our broker partners and other external partnerships related to sales management, ensuring strong relationships, accountability, effective planning cycles and execution, and optimized returns.
- Develop a point of view and collaborate with the marketing team on assessing industry trends, economic indicators, customer and consumer needs, and competition to inform Motherlove’s sales strategy and ability to remain competitive and innovative in a dynamic market.
- Develop and monitor an annual budget for trade spend and sales support activities to achieve top-line goals.
- Work with the executive team to revise and/or formulate policies and promote their implementation.
- Participate in strategic planning for company growth and development.
- Assist in building long term organizational structure and policies
Sales Expansion:
- Develop, refine, and implement strategic sales plan, operating trade budget, and forecasts to grow sales in the Natural, Specialty, FDM, eCommerce, and distribution channels
- Work closely with leadership and the sales team to identify opportunities and execution plans to grow existing accounts and expand into new accounts.
- Direct channel and new account development activity, help negotiate and close sales and distribution agreements with new accounts, negotiate pricing to assure acceptable margin, oversee and execute account setup and activation.
- Initiate and maintain strong customer relationships with eye on competitive advantage and longevity.
Measurement & Analytics:
- Contribute to defining/refining and managing utilization of KPIs, sales reporting, syndicated data, and other internal or 3rd party analytic tools across the sales team, including mentoring and training team members as necessary.
- Analyze data and utilize measurement tools to inform sales priorities and goals, track profitability metrics, ROI, and sales performance, and inform the continuous improvement of various sales initiatives across all sales channels.
Account Relationship Management & Growth:
- Pursue, prepare for, and represent Motherlove in customer planning meetings for reviews, resets, launches, joint expectation setting and planning as needed.
- Work closely with brokers and existing account relationships to maximize sales volume, market share, shelf presence/POGs/line expansions, and protect premier product and pricing position.
- Plan trade programs including promotions, deals, merchandising, POS activity, couponing, and category- and account-specific opportunities.
- Contribute to product positioning, packaging/bundling, trade promotion, and pricing strategies to secure market leadership in Motherlove’s categories, with an eye on long-term market share.
- Oversee existing and new international sales for in-market and duty-free trade zone/e-Commerce partnerships, including partner vetting, contracting, setting sales targets, generating initial and ongoing projections, and legal negotiations.
- Manage the sales team and cross-functional work streams to achieve sales targets, regulatory/registration compliance, and continuous improvement of the fulfillment process.
Customer & Internal Development:
- Help identify or refine training, collateral, and other support elements to strengthen sales.
- Participate in planning and execution of new product development and launches.
- Oversee the sales team’s utilization of the sales budget, ensuring adherence to target profit margins.
- Represent Motherlove at trade shows to promote product and support new and existing customer relationships. Perform other duties as required.
Qualifications:
- Bachelor’s degree; MBA a plus.
- Minimum 8+ years of sales and/or sales management experience in the CPG industry, and ideally in the Natural, Specialty, and FDM channels with a demonstrated track-record of delivering sales growth.
- Experience developing and executing strategic and tactical sales plans to encompass sales goals or quotas, profitability, customer programs, distribution objectives, and customer/program/category data analysis.
- Exceptional written and verbal communication skills, along with excellent interpersonal communication and social skills; ability to build strong, trust-based relationships.
- Attention to detail, follow-through, and ability to manage multiple priorities while working with the ‘big picture’ in mind, combined with a can-do, solution-oriented attitude.
- Savvy negotiator capable of finding a mutual sweet spot amongst negotiating parties.
- A natural ‘builder’ with the ability to thrive in an entrepreneurial, collaborative, fast-paced environment and contribute to the foundations for growth; practitioner of a ‘continuous improvement’ mindset comfortable with creating, following, and improving processes.
- Strong self-motivation and ‘self-starter’; ability to execute on responsibilities with minimal supervision to deliver on time and within budget.
- Understanding and appreciation of the natural products industry.
- Proficient in Microsoft Office platform, Google Docs, CRM, mobile apps, and ability to adopt additional role-related technology platforms with ease.
- Team player with ability to establish and maintain healthy working relationships with co-workers, vendors, customers, and third-party partners.
- Travel requirement of up to 5-10%.
Work Environment and Physical Demands:
- This position currently requires working from home.
- At times, or as the situation changes, this position may be based in a typical office environment with a quiet-to-moderately high noise level and light traffic, with a possible work-from-home option available.
- This position necessitates frequent use of standard office equipment including computers and phone.
- This position requires stationary positioning for the majority of each day
Location
Fort Collins, CO
Job Function
Sales & Business Development
Job Level
Mid Level (Director & Manager)
Application Deadline
No Deadline Provided
Circle City
Denver-Boulder Metro Area
Compensation & Benefits
No info provided
How to Apply
Apply Now
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