Who We Are
Gilchrist & Soames, a division of Guest Worldwide, is a global personal care manufacturer that combines its industry leading hotel amenity manufacturing capabilities with a passion for pure and innovative bath products. We have an unwavering commitment to excellence, environmental stewardship and clean, skin-friendly formulations. For more information, visit www.gilchristsoames.com.
About Guest Worldwide
Guest Worldwide, a Sysco company, is a leading global manufacturer and distributor to the Travel and Leisure industry, providing hospitality products for more than 40 years to over 25,000 well-known hotel chains and independent properties in over 100 countries. Recently achieving 1 billion dollars in annual revenue, Guest Worldwide has grown its business by over 200% in the last 7 years. Manufacturing, distribution, and purchasing resources are strategically located in the United States, Canada, Europe, Asia, and the Middle East, ensuring superior product selection and availability, as well as quick and efficient response to meet virtually every need.
Guest Worldwide is also a wholly owned subsidiary of Sysco. Sysco is a 50-billion-dollar industry leading global food and beverage distribution company, employing hundreds of thousands of employees worldwide and home to the 13th largest sales organization in the world.
JOB SUMMARY
Personal Care amenities deliver $221MM in annual revenue, worldwide and they are sold in 113 countries and manufactured in 8 countries. Customer call points are located in the U.S., Canada, Europe, and Asia. The Vice- President of global amenity sales is the key leader responsible for guest supply’s manufacturing business for personal care amenities. The role is responsible for leading the global agenda for strategy development, product line development and innovation, branded licensing agreements, and sales, sales strategy, and execution. The sales group calls on the HQ of global lodging customers and large management groups to increase sales revenue and profit. This is done through strategic selling, innovation and custom product creation in manufactured goods, and negotiating contractual manufacturing agreements with customers. The primary functions of the global VP role are to develop business strategy and implementation plans for these customers and this business. Must coordinate efforts and execution against customers with Hong Kong, China, Europe, Central America, Dubai, Singapore, and Canada guest supply offices and teams, as well as with product design, marketing, manufacturing, and distribution.
RESPONSIBILITIES
- Lead planning for PCA chain and independent accounts, including specific customer profit and losses (P&L) that maximize revenue, profit, performance and improve efficiencies.
- Accountable for the development of new programs and achievement of the net annual sales and gross margin budget as well as the development and timely communication of forecasts and new rollouts with companies’ stakeholders.
- Development of new retail brand partners globally that advance the go-to-market strategy and support of global chains objectives and brand pillars.
- Oversee the ongoing licensing agreements for these partnerships and communication.
- Spearhead development for growth globally within our international offices, developing strategies new go-to platforms for PCA sales.
- Work to deliver objectives, communication, training, and sales support on a global basis.
- Maintain operating budgets/sales forecasts and manage the overall sales efforts, including customer tracking for stakeholders and national chains and stock lines within the PCA area.
- Inspect the day to day management of ongoing major chain and stock line development and sales strategies, policies, procedures, strategic planning, organizational development and succession planning, and training and development efforts.
- Direct planning and development of specialty sales team and the establishment of goals for their performance.
- Monitor, evaluate and provide feedback to managers on progress towards goals.
- Coach and develop management in balancing the delivery of high productivity, quality and customer service.
- Counsel and direct management on handling employee relations, staffing, disciplinary actions and maintaining a positive work environment.
- Conduct regular department meetings to foster employee engagement, communicate any changes to company policies and procedures, address employee concerns, foster idea-sharing and suggestions for improvement.
- Participate in staff selection, performance and compensation evaluations, corrective action and terminations, as necessary.
- Promote continuous training and development of associates.
- Head and facilitate change management in support of organizational goals.
QUALIFICATIONS
Education
- Bachelor degree with a concentration in business management, marketing or sales.
- MBA preferred.
Experience
- 10-15 years of sales management experience, with at least 5 years in a senior leadership position.
- P&L management.
- Team leadership.
- Brand management/brand marketing.
- Global sales, manufacturing, and distribution.
- Customer-management roles in top-tier, branded fast-moving consumer goods companies, preferably with experience in related categories of the hospitality marketplace.
Professional Skill
- Proven track record of success in effectively managing across a diverse and sophisticated customer base – understanding and being able to leverage key customer initiatives and drives.
- In-depth understanding of the key components of the sales and business marketing functions with a background of achievement in strategic and business planning, sales and profit growth and financial management.
- Organizational change-agent who possesses a comprehensive understanding of the most sophisticated and progressive sales approaches currently in use by B2B oriented companies that distribute via direct channels of distribution.
- A history of leading positive change efforts that have driven organization growth.
- Strong leadership skills with the ability to build, grow and inspire individuals and teams and manage effectively up, down and across an organization.
- Work alongside individual team members as a day-to-day partner in moving the business forward, holding teams accountable for forecasts and other sales objectives.
- Recognizes and acknowledges the value others bring to the organization.
- Exhibits a high level of trust and accountability.
- Excellent communication (written and verbal), interpersonal and professional interactive skills, as well as strong presentation, negotiation, time management, and organizational skills.
- Well-developed strategic planning, business, and financial management skills (i.e., pricing, forecasting, budget planning, etc.).
- Strong analytical and technical skills in using sales productivity, performance, gross margin, and other related data.
- A mastery of organizational and project management skills, including the ability to plan, prioritize and execute multiple initiatives/deadlines autonomously and shift priorities as necessary.
- Able to manage large, complex projects.
- Fact-based decision-making style and the type of senior executive who comes to the table with a pragmatic view of the marketplace and the opportunities within it, but who also recommends solutions at both a strategic and functional level.
- Proficient use of MS Windows and Office (Word, Excel, PowerPoint, Access, and Outlook).
- Familiarity with Phocas, PeopleSoft, and Salesforce.com preferred.
Physical Demand
The physical and mental conditions in which the work is performed. The 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 will be made to enable individuals with disabilities to perform the essential functions of this job.
- Regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear.
- Frequently required to sit and reach with hands and arms.
- Must occasionally lift and/or move up to 10 pounds.
Work Environment
The environmental conditions in which the work is performed. The 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 will be made to enable individuals with disabilities to perform the essential functions of this job.
- Primarily work in an office environment, domestic and international travel (approximately 35% ) including overnight, is required to attend other office locations, customer meetings, company events, staff meetings, training sessions, and/or industry or vendor trade shows.
- Must possess valid passport without restrictions for international travel.
- May be required to utilize personal vehicle for business travel that may result in long periods of sitting.
- Must maintain a valid driver license and provide proof of current automobile insurance coverage as set forth by Sysco.
- The noise level in the work environment is usually moderate.
- If working remote, must have required software to ensure timely communications and have a dedicated workspace free of any distractions and participate in customer or conference calls in a business-friendly environment.
- This position may require evening and weekend work depending on customer and business needs.
This job description indicates in general terms, the type and level of work performed as well as the typical responsibilities of employees in this classification. The duties described are not to be interpreted as being all-inclusive to any specific employee. Management reserves the rights to add, modify, change or rescind the work assignments of different positions and to make reasonable accommodations so that qualified employees can perform the essential functions of the job. Nothing in this position description changes the at-will employment relationship existing between the Company and its employees. This job description supersedes prior job descriptions.
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