Position Purpose & Summary

Commercial Director – Dairy is responsible for the U.S. Cargill Feed & Nutrition (CFN) dairy business including strategy development and deployment, financial performance (P&L), talent development, sales leadership, strategic marketing, technology, and marketing communications. This includes driving top line growth by developing and executing the go-to-market strategy and aligning the sales, strategic marketing, risk management & sourcing, and operations and supply chain organizations with this strategy. This role serves as the leader of the Dairy Leadership Team responsible for leading strategy. This role serves as a key member of the CFN U.S. Business Leadership Team.

Principal Accountabilities

25% Commercial strategy, business development and financial performance

  • Lead and develop the U.S. CFN dairy strategy in conjunction with Strategic Marketing, and Strategy and Portfolio Management (SPM) team.
  • Take strategy from where-to-play and how-to-win and develop the go-to-market strategy and plans.
  • Analyze new growth opportunities in new markets and new channels, develop business case by assessing customer needs, industry trends, competitive landscape/competitive advantage and strategic alignment and establish implementation plan including building/acquiring of necessary capabilities
  • Responsible for overseeing the execution of strategy, portfolio, and business plans and delivering against the financial commitment

25 % Customer focus and solutions

  • Champion and leverage the CFN US dairy strategic marketing and sales teams and collaborate cross functionally to create winning customer experiences that will deliver/exceed the US business objectives – being a partner of choice
  • In partnership with the US functions, lead the creation and delivery of value added offerings to customers through strategic marketing and sales teams.
  • Directly or indirectly maintain and pursue relationships with strategic accounts, dairy focus consultants and collaborate closely with peers and senior leadership to support the development of deep customer relationships.
  • Focused on both the current business model and future critical capabilities needed to grow including customer engagement and alignment, brand and customer experience, winning product/service/species portfolio, cross functional alignment and future customer service models (including digitalization, e-commerce, consumer engagement and customer relationship management).

25% Functional and organizational execution

  • Ensure that the CFN US dairy strategy is aligned within all affected businesses and functions in CAN
  • Provide commercial input and leadership to all CFN functions and peer groups (BOSC, RMS, HR, Finance, Credit, Data & BI, etc.) to ensure value delivery to our customers
  • Communicate to both strategic marketing and sales teams to ensure understanding of commercial strategy, plans, and goals

25% Leadership and talent development

  • Lead the cross-functional CFN US Dairy Leadership team and chair the US Dairy Leadership Council
  • Bring the voice of the Dairy business to the U.S. Business Leadership Team and serve as a key member of that team
  • Oversee talent management strategies to ensure that the sales, strategic marketing, technology, and dairy consultant teams are structured to meet the current and future needs of the customer
  • In collaboration with HR, lead the development and succession planning for the sales and strategic marketing
  • Align the sales force compensation to drive the appropriate behaviors to achieve results in a fair and equitable manner
  • Ensure consistency in the pay for performance philosophy and implementation of regular compensation discussions between sales management and sales employees.

Minimum Required Qualifications

  • 10 years progressive sales, marketing leadership, or relevant business experience
  • 5 years senior level marketing and/or sales leadership experience or equivalent
  • University degree (Bachelor, MS or higher), preferably in animal nutrition industry, agricultural, biology, animal sciences, business administration or other related field.
  • High levels of self awareness and interpersonal skills, proven influencing skills.
  • Demonstrated ability to recruit, hire, supervise, coach, train and develop employees and influence them at all levels of the organization
  • Demonstrated ability to manage financial elements of the business, including budgets, product margins and credit risk.
  • Demonstrated experience in managing a complex and geographically dispersed sales function with proven experience in organization transformations
  • Demonstrated experience developing a marketing and/or sales organization through exceptional people management skills.
  • Demonstrated experience developing high-performing teams
  • Business to Consumer and Business to Business Experience
  • Demonstrated negotiation and conflict management
  • Excellent communication and interpersonal skills

Preferred Qualifications

  • MBA preferred
  • Sales & Sales Leadership experience
  • Dairy industry experience
  • Risk management experience
  • General knowledge of lifestyle animal industry

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