Full-Service Executive Search With an Extensive National Network

National Account Manager – CPG – Responsible for Costco- North America

Location:  Home office – you must be located near one of the Costco Region offices.

 

Our client is a global CPG brand you probably know and love!  They offer a range of snacks with superior taste.  The NAM will play a pivotal role in formulating and executing effective sales strategies to deliver annual budget Shelving, Merchandising, and Price execution targets within the designated retail account throughout North America. This role will be fostering the growth of the brand and collaborating closely with cross functional partners to identify and capitalize on new business opportunities. The successful candidate will demonstrate a deep understanding of retail channels, sell-in strategies and excel in establishing and nurturing relationships with both internal and external partners nationally for Costco.

Responsibilities

• Leads the development of specific account strategies and annual operating plans that deliver budget and Omni Distribution (in store/ecommerce), Shelving, Merchandising, and Price expectations.

• Leads the execution of annual Innovation Summits, development and delivery of customer Joint Business Plans, and successful execution of annual Line Reviews.

• Frequently interact with customer personnel to drive the execution of the customer category plan, building strong relationships at the Merchant/Buyer level, and connectivity with the VP/DMM and other cross-functional areas

• P&L responsibility for business across the customer account. Must demonstrate strong financial acumen and the ability to manage all account P&L levers including List price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments (i.e., Retail Media, Customer Data).

• Strong cross-functional expertise in operational disciplines such as providing a monthly sales forecast and end to end supply planning with the customer. Must possess a strong understanding of customer distribution network and customer related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks).

• Participates in the monthly Segment Demand Review as a key step of the S&OP process

• Networks and builds strong relationships with key customer decision makers and key internal stakeholders.

• Externally advocates for the business and internally advocates for the customer.

• Use data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and gross margin.

• Manages trade spend/customer programs in collaboration with trade and finance to deliver \exceed annual budget and customer targets

• Negotiates and manages trade funds to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement.

• Works with demand planning to develop accurate sales forecasts and achieve specified levels of forecast accuracy Monitors the competitors' brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicating to appropriate sales, trade and brand management

• Leverage category development management, customer planning, commercial finance, and customer supply chain resources in the development and activation of customer category business plans.

• Analyze business trends and ideates on ways to drive the business – collaborates with cross functional team on the tactics

• Responsible for accurate sales forecast and sales attainment

• Track plan progress and conduct timely reviews with customer; make plan adjustments as necessary

• Leverage customer knowledge and consultative selling to create win-win solutions for customer/category growth

• Monitors the competitors’ brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicating to appropriate sales, CSP and brand management

• Present plans, recommendations, initiatives to customer to gain approval

• Leverage category and consumer insights to build customer-centric recommendations to sales growth.

• Actively lead day to day business interactions with customer and internal partners to ensure proactive management of business trends.

• Develop internal partnerships to lead customer omni-channel business plan objectives.
   

Key Qualifications

• Bachelor’s Degree in Business or similar field required, MBA is a plus

• Minimum 10+ years of direct and hands-on experience in sales and/ or channel marketing – 5+ years Costco specific

• Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and/or consumer durables industry mandatory

• Omni Selling experience within consumer products, with experiences in both “store” and “eCommerce” assortments

• Ability to analyze syndicated data

• Experience developing and managing trade budgets

• Experience working within a live trade accrual system

• Entrepreneurial style with disciplined CPG experience- this is a US Division of multinational brand

• History of negotiating complex business deals that provide value to all parties

• Ability to operate independently given direction, and bring ideas and solutions to issues raised

• Ability to analyze and assess organizational needs and provide solutions accordingly

• Excellent written and verbal communication skills; must be able to present data in an organized manner to different levels of the organization

• Strong project planning, tracking & organizing skills

• Ability to motivate teams to produce desired tangible outcomes within tight timeframes

• Willingness to travel 10-15% of the time

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Marketing Manager - Consumer Durables

Location: Thousand Oaks, CA

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Our client is a high-end manufacturer of lighting products for landscape use. They are an established brand in a high-growth mode, and this is an opportunity to contribute to accelerated growth. In this role you will be responsible for leading all marketing activities including brand marketing, social media, product marketing, and public relations. You will work closely with the Director of Sales and Operations to create strategy for the company. Our team is grounded in principles of learning fast, focusing on our customers, and quickly adapting to deliver new opportunities. This position will report to the National Sales Director.

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The Marketing Manager will support growth the company’s growth across all channels of trade including architects, designers, and the specification community. This role will help build and expand the corporate brand by driving awareness and inspiration through a wide range of online and offline marketing activities related to product launches, digital marketing efforts and sales materials. This role will report quarterly on measurable activities.

 

Responsibilities:

• New Product Introductions – Work closely with product development, creative and engineering teams to ensure every new product launches with complete and accurate content, imagery, and inspiring/educational sales tools.

• Catalog/Website/Specification Sheets/Install Instructions/Design Guides– Work closely with product development and creative teams to prepare, build and maintain architectural catalogs/brochures, website content and specification sheets; includes drafting, copy writing, proofing, working with the web-team for implementation, and coordinating distribution.

• Sales Tools/Trainings – Support the sales teams by soliciting feedback on material needs and execute on feedback via a “project management” mindset and within the expectations of the budget. Sales tools include rep cases, catalogs/brochures, application imagery, installation and feature videos, webinar trainings, etc.

• Tradeshow – Work closely with the sales and creative teams to ensure displays, marketing collateral, physical products and special events represent the brand in the best possible light. Attend tradeshows including set-up, training, and interacting with Sales Reps and Customers.

• Email Campaigns & Social Media – Drive brand awareness through creation of email and social media topics including Instagram, LinkedIn, and Pinterest. This role is responsible for developing a content calendar and working with the creative team to deploy relevant content to each platform.

• Competitive Research – Monitor and report on marketing programs led by competitive lighting companies across all relevant channels.

• Budget – Responsibly execute upon marketing initiatives within the expectations of the budget and help track expenses for the department.

• Set objectives and marketing plans related to brand strategy, new product development pipelines and sales goals, all in the context of an ever-increasing understanding of the competitive space and the key market drivers.

• Serve as brand source for internal PR outreach, providing brand priorities, direction, key messaging, and product information as newsworthy products/programs are launched — striving for positive, timely, accurate publicity in targeted publications and social media outlets, particularly building our expertise within targeted social media that impacts our key constituents.

• Develop ongoing sales support materials, programs, and newsletters to increase the productivity and effectiveness of our network of sales reps with our customers (whether industry specifiers, e.g., architects, lighting designers, etc.)

• Write and continually update copy for a wide range of marketing materials, e.g., catalogs, product descriptions, social media posts, sales/customer newsletters, a wide variety of email blasts, etc.

 

Qualifications:

• Bachelor’s degree in marketing, Communications, Public Relations, or related field

• A minimum of five (5) years of full-time experience as a professional marketing manager (spanning both traditional and digital marketing).

• 3 years’ experience in Architectural Lighting preferred.

• Experience in multi-channel B2B and B2C business models is a plus.

• Must exhibit proficient computer skills utilizing the Microsoft Office Suite and Adobe suite of products (Photoshop, InDesign, and Illustrator). Experience with Constant Contact database/email system or like product.

• Proven success in developing, implementing, and measuring marketing programs, public relations, social media, digital marketing, etc.

• Excellent verbal communication and writing skills, with some copy writing experience (with samples available)

• Interest in and energy to investigate innovative marketing strategies, techniques, and tactics to bring a steady stream of new recommendations designed to meet the overall marketing objectives in more efficient and/or effective ways.

 

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VP Marketing

Location: Ridgewood, NJ (In office Monday-Thursday | Remote Friday)

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Overview

We are seeking a proven Holistic B2B Marketing leader with deep knowledge of digital marketing as a key communication method for lead generation as well as traditional marketing (65% digital/35% traditional).  Our client is a $1B+ multinational B2B company (product & services) that is revolutionizing the workforce of the future.

 

Good potential fits for this role are leaders from IT Services (Adobe, CRM, Workday etc) or products sold through a dealer network today who have a strong digital sales component to their marketing mix.

 

As the VP of Marketing North America, you will be the driving force behind the strategy for revenue Your strategic vision will encompass brand dominance, solution marketing prowess, field and channel leadership, captivating content creation, digital mastery, streamlined marketing operations, and impactful corporate communications.

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Essential Job Functions

Brand:

• Ignite a brand revolution, propelling the company image beyond its core product legacy and establishing the company as a market leader for their cutting-edge portfolio of innovative products.

• Understanding organizational brand positioning and personality and adjusting creative messaging and positioning aligned to the organizational strategy.

 

Demand Generation:

• Unleash the power of strategic marketing campaigns, propelling the business towards the success of incremental high-quality B2B leads to dealers.

• Analyze the performance of marketing programs across all channels (including spend) to identify the best opportunities for optimization and regularly iterate to maximize performance.

• Manage marketing budget and expenditures.

• Establish strategic partnerships to enhance demand generation efforts.

• Evaluate new martech and automation to increase engagement, effectiveness, and efficiencies

• Develop and grow a strong marketing organization that has a growth mindset and invests in individuals to gain new skills/knowledge/capabilities.

 

Product Marketing:

• Synthesize the needs of distinct customer groups/segments to develop a comprehensive product marketing strategy and execution plan.

• Direct and support market research collection, analysis, and interpretations of market data for short and long-term market forecasts and reports.

• Gather competitive and customer data and identify challenges and opportunities for growth.

• Identify competitors and evaluate their strategies and positioning and devise counter-strategies.

 

Leadership/Strategy:

• Lead the annual marketing planning, strategy, and team

• Ability to navigate a complex matrixed organizational structure and exert stakeholder influence to achieve corporate and organizational goals.

• Lead significant organizational change initiatives.

• Inspire purpose-led goals for the marketing function through trusted and respectful relationships.

• Work closely with each business unit/division to align sales and marketing strategies.

 

Additional Requirements:

• Ability to sponsor continuous process improvement initiatives within marketing and across operations

• Develop and cultivate a strong marketing organization with a growth mindset, investing in individuals to gain new skills, knowledge and capabilities.

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Competencies (Knowledge, Skills, and Abilities)

• Deep understanding of B2B business models, dealer business models, and general business acumen

• Incorporate market dynamics in our industry and parallel industries to inform and impact corporate marketing strategies

• Strong understanding of change management principles and demonstrated success in achieving digital transformation within an organization or its industry.

• Data-based Decision-making and visualization to enable marketing strategy and determine opportunities

• Demonstrated ability to develop and execute impactful marketing strategies across both direct sales and dealer networks to achieve organizational objectives.

• Experience in brand development, style guides, communications, and public and investor relations.

• Experience in creating a meaningful strategy to develop employee engagement and communication campaigns.

• Solid knowledge of SEO, and web analytics.

• Solid knowledge and experience with ABM, ABX

• Experience with CRM software and digital marketing tools and techniques

• Strong leadership skills

• Excellent communication skills

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Experience, Educational Requirements and Certifications

• Educational qualifications include a Bachelor’s Degree and complementing graduate studies in business, marketing, or other related areas.

• Established organizational leadership of marketing strategy and organization.

• Must have B2B marketing leadership experience

• Minimum of 15 years of marketing experience with at least 5 years of functional leadership.

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Marketing Manager 

Location: Fairfield County, CT (Hybrid - 3 days home office, 2 days in office)

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This is a traditional marketing manager (presentations, catalogs, literature, and email marketing) with a twist of channel marketing for a long-standing CT HQ based, B2B publicly traded company.  It is not a pure digital marketing role.

The Marketing Manager will play a pivotal role in driving the success of the business unit’s multi-channel marketing efforts. With a keen focus on developing targeted marketing messaging, implementing impactful marketing activations, leading email campaigns, managing trade show activities, and proactively updating marketing assets, this role will be instrumental driving engagement across diverse channels This role will report into the Director of Marketing. This role is a hybrid in-office/remote work schedule.

 

Responsibilities:

• Craft targeted marketing messaging tailored to various audience segments, including industrial, distribution, office channels, and buying groups, ensuring resonance across multiple channels.

• Implement strategic test and learn segmentation initiatives to optimize email performance and drive higher engagement rate.

• Coordinate and execute marketing deliverables for customer partnerships, ensuring alignment with partner agreements and timely completion of all tasks.

• Drive the proactive management, organization, and updating of marketing assets such as presentations, catalogs, literature, and photography to accurately reflect the latest production and brand information.

• Drive content management initiatives for strategic customers, ensuring that materials, including photos, videos, and literature, are best-in-class and aligned with the brand's standards.

• Oversee the end-to-end execution of email marketing campaigns, from crafting and scheduling emails to managing distribution lists and analyzing campaign performance.

• Manage all aspects of trade show activities, including logistics management, sample coordination, and post-event follow-up.

• Project manage marketing initiatives from conception to execution, coordinating tasks, timelines, and resources to achieve project milestones and deliverables. 

 

Qualifications:

• Bachelor’s degree in business, Marketing, or related field

• 5+ years' experience in marketing administration and management, marketing communications

 • Experience in marketing cloud email platform or similar CRM/email marketing platform

• Strong time management and project management skills

• Detail oriented, thorough, and demonstrates writing/proofreading skills

• Excellent interpersonal skills, and the ability to effectively communicate information cross functionally

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Regional Sales Manager

Location: Los Angeles, CA (Relocation Assistance Available)

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We are looking for a strong outside salesperson to manage our southern California sales region – through the electrical distribution, specification market, residential and developer markets.  Experience managing a rep agent network and experience in lighting (lamps, fixtures, or controls) is preferred.

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Responsibilities:

• Establish and cultivate business and professional relationships with our agencies, distributor partners and specifiers to achieve assigned sales quotas and execute planned initiatives

• Provide product, policy, promotion and business system training for agents and distributor partners. 

• Create innovative targeted sales promotions for our agencies by analyzing and understanding local market conditions and existing distribution business models

• Build strong specifier relationships within the territory through product training, lunch and learns and participation in industry associations in person when possible and remotely 

• Develop strong contractor relationships within the territory and use them to make our products their preferred downlight solution.

• Establish creative ways to heavily promote new products and seek opportunities and applications within the new construction and retrofit markets. 

• Communicate successes to the field and work with agents and distributors on joint sales calls to their customers

• Call on end-users and developers to create demand for products.

• Work with our vertical market teams to increase sales in designated business segments.

• Work with the sales leadership team and product groups to develop agency sales targets as well as implement plans to help each agency achieve these goals.

• Develop new sales channels and pinpoint new potential customers when appropriate

• Make recommendations for and implement long-term agency strategies in assigned territory.

 

Qualifications:

• Bachelor’s degree from an accredited university

• 2 plus years of related sales success in a consultative selling role

• Self-Motivated with high organizational skills and attention to detail

• Knowledge or interest in the lighting industry (lamps, fixtures, or controls) or related industry

• Proven effective consultative selling experience and strong interpersonal skills

• Outstanding presentation skills and comfort tailoring pitches to different customer groups

• Available to travel regionally 2 weeks a month, and around Sorthern California, on a day-to-day basis

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Sales Manager- Metal/Wood/Fixtures/Display/Table, Utility Carts, Sports Equipment
Location: This position can be located anywhere in the Southwest (Arizona, New Mexico, Texas, California) or Southeast (North Carolina, South Carolina, Georgia, Florida, Alabama).

COMPANY OVERVIEW
Our client is a high-end manufacturer of displays (metal/wood). We are seeking a sales/business development manager to help them expand into additional types of applications for their metal/wood manufacturing capabilities. Extensions may include fitness equipment, shelving for tobacco displays, metal tables for medical equipment usage, sprinter vans, etc. Through their manufacturing operations in the US, Europe, and Asia, they have a unique capacity to deliver high-quality products and excellent service to a loyal customer base of the largest and most recognizable retailers in the world.  If you have a display background or medical sales (metal/chairs), sports equipment, etc. This is a great opportunity to shine with a terrific team!

Primary Responsibilities:  

• Establish trusting relationships across the portfolio to identify and develop client cross-sell opportunities.

• Leverage prior experience and capture business from existing relationships.
  Develop and design sales plans to promote products/services within the identified.

• target accounts and vertical markets. Develop a prospecting strategy and identify new prospects.

• Develop prospecting materials to communicate our offering secure discovery meetings and optimize a variety of contact channels: direct contact; networking; market research; trade events; referrals.

• Define customer needs into implementable solutions through your knowledge of materials, manufacturing methods, timing, and budget requirements. Manage project opportunities from discovery through implementation.

•  Strategize and collaborate with internal teams to prepare presentations and responses to RFIs and RFPs.

• Provide weekly reporting on meetings, opportunities, project development, and status.  

• Travel as approved and required
  This results-driven position will be primarily measured through pipeline/opportunity created and business closed.  

Qualifications:   

• 5-10 years of successful business development in the store, fixture/environment industry, or complementary categories (i.e., medical equipment, fitness equipment, etc.)

• Bachelor's degree or equivalent industry experience  

• Outstanding knowledge of materials, manufacturing processes, timing, and
  budgets.

• Proficiency in Microsoft Office Suite.  

• Superior verbal, written, and presentation skills.     

• Superior project management skills and attention to detail.  

• Self-motivated with a proven ability to work well and foster a team environment.

EDUCATION AND EXPERIENCE REQUIRED:

• B.S. or B.A. degree in Business, Human Resources, or related field, or equivalent combination of education, training and/or experience.

• 5+ years of increasing generalist responsibility within Human Resources in a manufacturing environment.

• Demonstrated success managing project.

• Excellent written, verbal, and interpersonal skills and can interface with all levels within the organization, along with strong presentation and facilitation skills.

• Strong interpersonal skills in dealing proactively with internal and external contacts.

• Detail oriented with ability to work independently in a fast-paced environment.

• Strong prioritization, organizational skills with a high degree of professionalism, integrity, and customer service orientation

• Working knowledge of multiple human resource disciplines, including compensation practices, workforce planning, employee relations, diversity and inclusion, performance management, and federal and state respective employment laws.

• Experience leading an organization through high growth, acquisitions, or other dynamic change is a plus

• Intermediate to advanced proficiency in the Microsoft Office suite, with emphasis on Teams, PowerPoint, Word and Excel.

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National Sales Account Representative - Flexible Packaging

Reporting to VP of Sales

 

Overview

The National Sales Account Representative will be responsible for strategically soliciting and developing new customers, while maintaining an excellent rapport with existing customers. Duties include identifying prospective customers, following up on potential sales leads, working with customers on product trials, and closing new business deals. Responsible for achieving year-over-year revenue and margin growth targets. The Sales Account Manager represents the entire range of flexible packaging products (food grade) and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

We are seeking a proven salesperson within flexible packaging for this role.  Home office location USA.

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Essential Job Functions:

• Account prospecting, development, and growth strategy.

• Deliver strategic and sales goals including profitable year-over-year growth for assigned accounts

• Understand and execute goals – both short and long term.

• Identify comprehensive understanding of customer needs – both short and long term. 

• Assess and define account opportunities and account trends. 

• Share best practices and industry knowledge with sales group and team.

• Build partnerships and relationships throughout the customer’s organization.

• Report and communicate current performance achievements in terms of sales and marketing contribution to the business unit for monthly management reporting

• Drive forecast accuracy for improved business results

• Communicates competitive developments in his/her account base regarding marketing strategies, pricing structures or product performance and communicates intelligence to management through the Monthly Report system

• Conduct efficient performance reviews with customers. 

• Develop, maintain, and execute on action plans to achieve targets and grow business.

• Coordinate information flow and action planning within the organization. 

• Maintain professional and technical knowledge through ongoing education.

 

Skills and Knowledge:

• Education: Bachelor's Degree in Business, Sales, Packaging, or related field 

• Minimum 5 years of sales experience; preferably in Flexible Packaging 

• Excellent verbal and written communication

• Proven track record of successful sales growth and profitability

• Experience with negotiations; strong influencing and persuasion skills

• Intermediate MS Office (Word & Excel)

• Travel 50-60%

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