Vice President of Sales

Job Description

Job Description

Description:

The VP of Sales will lead, coach, and scale the sales organization including the Account Managers, BDEs, and the Key Account Executive, to win new business, retain and expand existing revenue, and run a tight, data-driven system in FUSE.

• Full ownership of field and inside sales performance across growth and retention.
• Direct leadership over: Account Executives, Account Managers, Business Development Executives (BDEs), and the Key Account Executive.
• Shared-services alignment with Sales Support and Tech Services (TST) to accelerate trials and close Partnership Proposals.
• Owns the sales plan, pipeline quality, forecasting, and FUSE discipline.
• Field coaching & deal leadership: plan weekly rides; model discovery, executive presence, and close plans; run pre-/post-call reviews.
• Pipeline & forecast: run weekly pipeline inspection (stage health, next steps/dates, aged deals); publish forecast and gap-to-plan actions.
• FUSE discipline: understand required fields and rep adherence
• Sales plan & plays: translate company targets into territory/team quotas; deploy category Sales Plays with proof points and pricing guardrails.
• QBR & transitions governance: ensure executive QBRs (VP+) are scheduled and effective; oversee transitions to AMs with 30–60–90 plans.
• Cross-functional: align with TST for trials/formulations ; with Sales Support for proposals, samples, and QBR packs; coordinate executive sponsors.
• Talent & org: recruit, onboard, and develop AMs, AEs, BDEs; set goals, run performance reviews, and manage underperformance quickly.
• Trade shows & on-sites: own calendar, pre-set meetings, and 14-day follow-up conversion to CVA/TST reviews.
• Field coaching 3+ days/week: ride-alongs, joint discovery, executive QBRs, and post-call coaching.
• System & planning ~2 days/week: pipeline inspection, forecast, enablement, hiring, and cross-functional sessions.
• Company sales plan delivered: revenue, margin, and vendor category growth (Soy, Phosphates, Starches, Proteus/OSF).
• Retention health: NRR = target and SKU retention = target; zero uncontrolled churn in Top Quartile accounts.
• Field excellence: consistent CVA ? Proposal ? Partnership Proposals; QBR coverage at all top quartile accounts with product maps on all accounts.
• Operating discipline: FUSE completeness =95%, forecast accuracy within ±10%, and pipeline hygiene standards met.

Qualifications

• 7–10+ years leading multi-role sales teams (AM, BDE/AE, inside) with a track record of hitting plan.
• Expert in consultative selling and executive relationship building; strong financial and forecasting acumen.
• Builder-coach who installs operating rhythm, CRM discipline, and develops talent.
• Food/ingredients or adjacent industry experience preferred; comfortable orchestrating technical selling with TST.
• FUSE CRM as the system of record; Microsoft 365/Google Workspace; JRW playbooks and templates.
• Travel 50–60% for field coaching, on-sites, trials, and trade shows.