General Manager, Sales

General Manager, Sales (Target Sales Team, Minneapolis, MN)

GENERAL SUMMARY:

This critical role aims to achieve annual P&L objectives and accomplish joint business plan (JBP) goals aligning Crayola's core strategies with key customers. The GM will lead, mentor, and develop a high-performing Sales team, fostering a culture of excellence, continuous improvement, and innovation.

Expanding strategic partnerships at the executive level and across designated retailers will be mission critical. The GM will ensure effective cross-functional collaboration to drive mutual business objectives and act as a key liaison between Crayola and retail partners to align goals and strategies. They will develop and execute robust category strategies to enhance market share and create compelling sales content to drive demand and new item placement.

Driving Commercial Excellence will be a core focus, including implementing innovative capabilities to maintain a competitive edge. The GM will explore new product categories to diversify revenue, employ lean-in forecasting methodologies to enhance supply chain efficiency, and broaden digital and inline footprints to capture emerging opportunities. Enhancing merchandising capabilities to maximize sales potential is essential.

Achieving and exceeding annual P&L targets through strategic planning and execution is paramount. The GM will develop effective business plans aligning with Crayola and customer strategies, monitor and analyze sales performance metrics, and utilize market insights and data analytics to inform strategic decisions and identify growth opportunities.

PRINCIPAL DUTIES & RESPONSIBILITIES

• JBP Advocacy: Act as the JBP ambassador, ensuring activation of success factors across customer-facing functions.
• Relationship Management: Lead and maintain strong account relationships, fostering cross-functional connections.
• Executive Engagement: Facilitate executive interactions to build strategic partnerships and secure T2Ts and Supply Chain summits.
• Team Capability Building: Enhance team skills in financial analysis, category
  
  
  management, strategic planning, and brand expansion.
• Profitability Management: Monitor and improve account profitability by understanding P&L drivers.
• Cross-Functional Leadership: Direct cross-functional teams to execute programs aligned with category strategies and JBP metrics.
• Talent Management: Develop training and growth plans to ensure a pipeline of skilled leaders.
• Strategic Updates: Provide regular updates to senior leadership on strategic decisions and their customer impact.
• Customer Strategy Interpretation: Assess and align customer strategic initiatives with Crayola's business goals.
• Account Planning: Drive account planning with cross-functional teams for cohesive execution.
• Innovation Leadership: Champion innovation to enhance product offerings and market presence
• Data-Driven Decision Making: Use data analytics to inform strategies, optimize inventory, and forecast demands.
• Sustainability Initiatives: Lead sustainability efforts aligned with customer and corporate goals.
• Market Trend Analysis: Stay informed on industry trends, competitor activities, and consumer preferences.
• Risk Management: Identify and mitigate potential business risks.
• Digital Transformation: Drive digital initiatives to enhance operations and customer engagement.
• Commercial Excellence: Implement best practices in operational efficiency, continuously seeking ways to improve processes and reduce costs without compromising quality.
• Change Management: Lead change management efforts, ensuring smooth transitions during organizational changes or strategic shifts.
• Community Engagement: Foster community engagement and corporate social responsibility initiatives that align with Crayola's values and enhance brand reputation.
• Diversity, Equity, and Inclusion (DEI): Demonstrated commitment to fostering a diverse, equitable, and inclusive workplace, with experience in implementing DEI initiatives that promote a culture of respect, collaboration, and innovation.

JOB SPECIFICATIONS:

• Educational Background: A Bachelor's degree is required; an advanced degree (MBA or equivalent) is preferred.
• Sales and Account Management Experience: A minimum of 8-10 years of experience in sales and account management within a related field, with a proven track record of driving business growth.
• Leadership and Cross-Functional Experience: At least 5 years of people leadership experience, coupled with relevant cross-functional experience in areas such as Category Management, Marketing, Trade Marketing, or Operations.
• Consumer Product Goods Expertise: Extensive experience in Consumer Product Goods (CPG) sales or category management, ideally with exposure to leading CPG manufacturers.
• Account Penetration: Demonstrated success in penetrating accounts at higher management levels and across various functions within a customer's organization.
• Analytical and Fact-Based Selling: Strong analytical skills and a fact-based selling approach to drive strategic decisions and customer programs.
• Negotiation Skills: Proven negotiation skills to secure favorable terms and drive mutually beneficial agreements.
• Strategic Planning: Excellent strategic planning abilities to develop and execute long-term business strategies.
• Execution Skills: Superior execution skills, ensuring that strategies are effectively implemented, and business goals are achieved.
• Consumer Trends and Data Utilization: Ability to communicate consumer trends and translate data insights into actionable customer programs.
• Cross-Functional Navigation: Proficiency in leading and navigating through cross-functional areas internally and at the customer level, with a focus on enhancing customer execution and revenue growth.
• Interpersonal and Leadership Qualities: Exceptional interpersonal skills and leadership qualities that foster strong relationships and drive team success.
• Communication and Influencing: Exceptional communication skills, both verbal and written, with the ability to influence and persuade stakeholders at all levels, fostering strong relationships and driving consensus on strategic initiatives.
• Technical Proficiency: Moderately advanced computer skills, particularly within Microsoft Office applications.
• Team Management: Demonstrated leadership skills in managing and developing teams, ensuring high performance and professional growth.
• Innovation and Change Management: Ability to lead innovation initiatives and manage change effectively within the organization
• Digital Savvy: Proficiency in digital tools and platforms, with an understanding of e-commerce and digital marketing strategies.
• Financial Acumen: Strong financial acumen, including experience with budgeting, forecasting, and financial analysis.
• Commercial Excellence: Commitment to operational excellence, with a focus on continuous improvement and process optimization.
• Innovation in Product Development: Experience in leading product development and innovation initiatives, bringing new and improved products to market.
• Critical Issues Management: Ability to manage and navigate through critical, ensuring business continuity and stability with the customer and Team.

PHYSICAL CONDITIONS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit, talk and hear. The employee is occasionally required to walk; use hands and fingers to operate, handle, or feel objects, tools, or controls; and reach with hands and arms. Specific vision abilities required by this job include close vision and the ability to adjust focus.

Travel - Typical account coverage requires an average of 50% annually.

WHY CRAYOLA?

• Kid Inspired Culture
• Free Admission to Crayola Experience for Employees
• Community Volunteerism Opportunities
• Annual Bonus Potential for all Full-Time Employees
• Company Matched 401k & Employee Value Sharing Plan
• Comprehensive Healthcare Benefits for Eligible Employees
• Education Assistance Program
• Wellness Programs
• Employee Resource Groups
• Generous Product Discounts Onsite & Online
• Company Sponsored Employee Events
• Discounts on a wide variety of products and services - automotive, electronics, fitness, travel and entertainment

Green is our favorite color! Crayola cares about the environment and responsibly makes the products you love. Learn more about Crayola's creative solutions for greener tomorrows: https://aut.crayocom.cloud.sitefinity.com/about-us/sustainability

We offer competitive salary, outstanding benefits and the potential for advancement through the use of creative abilities. No phone calls please.

Search Firm Representatives - Please Read Carefully:

Crayola LLC is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any employee at Crayola LLC via e-mail, the Internet, or directly to hiring managers at Crayola LLC in any form without valid written search agreement in place for that position will be deemed the sole property of Crayola LLC, and no fee will be paid in the event the candidate is hired by Crayola LLC as a result of the referral or through other means.

Search firms are essential to the recruitment and staffing efforts at Crayola LLC, and we value the partnerships we have built with our vendors. For this reason, Crayola LLC has established and regularly maintains a preferred vendor list. Please note that even preferred vendors need to have a written search agreement signed by Human Resources at Crayola LLC in place for the specific position in order for a fee to be paid for any candidate referrals.