Director, Business Development & Marketing

THE OPPORTUNITY

POSITION + SCOPE

Reporting to the Vice President, Sales + Marketing, the Director, Business Development & Marketing (“Director”) will play an integral role in leading both customer (B2B) and consumer marketing and business development initiatives across both Foley’s and Brockmann’s business units.

This diverse role will focus on building and strengthening relationships with customers and consumers, with responsibility for supporting the business broadly.  The Director will focus on customer marketing and penetration, product commercialization and support, marketing information and research, product and customer “white space” analysis and opportunity optimization, consumer marketing, in addition to other marketing and BD initiatives. 

The Director will work closely with the R&D department to link market strategy with new product development. This includes strategy definition, new product set up and launch as well as all aspects of packaging development and internal packaging process management. In addition, the Director will work cross-functionally with production and supply chain teams to ensure required packaging can run on internal equipment.

The customer marketing emphasis will include creating and supporting tactics that optimize product performance across all customer sectors.  Additionally, the Director will partner with the commercial team to develop sales collateral materials in support of existing and new products, B2B communication strategy and execution, and trade show management.

The consumer marketing emphasis will relate largely to leading brand strategy and driving execution in support of existing brands as well as the future branded portfolio.  This will include championing brand strategy development and refinement, portfolio mapping and execution, branded product commercialization, and consumer and customer engagement. 

DUTIES + RESPONSIBILITIES

• In conjunction with the sales team, develop strategies and tactics to increase the productivity of current listings while also driving increased share-of-requirements through existing and/or new products.
• Support commercial strategies relating to converting pipeline opportunities across all customer sectors.
• Develop pricing strategies that optimize return on all products.
• Lead insight generation through data mining from a variety of information sources to drive increased revenue across all sales channels including Industrial, Repack, and Retail, among others.
• Work on the development and launch of new products in partnership with the R&D team and the Commercial team.
• Develop sales collateral material to facilitate effective communication to customers relating to company capabilities, new products, leverageable market information, etc.
• Lead brand strategy and execution; develop and manage all aspects that lead to a commercially viable branded business within agreed-upon geographies.
• Manage consumer engagement for the brands to ensure key consumption metrics are met.
• Develop and execute advertising, promotion, and deal plans to ensure effective awareness, trial, and repeat of existing and future branded products.
• Lead all e-commerce initiatives including penetrating key e-commerce retailers, managing the BU and corporate websites, driving B2B and B2C engagement, and creating fulfillment plans.
• Oversee packaging design and manage the internal and external packaging process.
• Develop and manage all budgets associated with brand management including:
  • Advertising
  • Promotions – consumer and trade
  • Trade deals
  • Trade spending accruals
  • Listing allowances
  • Packaging design and development
  • Market research

• Act as lead for the commercial team for trade show management and coordination including the development and/or enhancement of trade show support material including brochures and samples.

YEAR ONE CRITICAL SUCCESS FACTORS

• Further develop B2B engagement for Foley’s products to support commercial growth with existing and new customers, with a focus on private label, bulk, and packaged programs.  Create strategies to increase listings with existing customers and open new markets through distribution opportunities.
• Lead portfolio and pricing optimization for both Foley’s and Brockmann’s products, including the development of new value-added and private label products.
• Develop clear and succinct brand strategies for customer and consumer markets for both Foley’s & Brockmann’s business units.

SKILLS + EXPERIENCE REQUIRED

PROFESSIONAL EXPERIENCE + QUALIFICATIONS

• 10+ years of B2B marketing and business development experience, with 5+ years of brand management within consumer packaged goods.
• Experience within both a corporate setting as well as a mid-market organization.  
• Familiar with the product development stage-gate process: ideation through commercialization.
• Involved in trade spending management including trade promotion accrual management, trade deals, listing fees, customer-specific marketing, etc.
• Data-driven approach; has led or been actively involved in insight generation based on market-based analysis.
• Financial literacy required; has led the budgeting process for all inputs associated with branded marketing.
• Experience in successfully building smaller or new brands, either regionally or nationally. Possesses a track record of successful contributions to elevating product branding and brand awareness.

PERSONAL + LEADERSHIP ATTRIBUTES

• Experience in a fast-paced, entrepreneurial environment.  Ability to be adaptable to changing priorities and deadlines. Highly productive in managing multiple priorities with energy and urgency.
• A skilled communicator. Exhibits a strong executive presence and is articulate and direct.
• Sets high standards focusing on execution excellence. Record of success delivering results through customer and consumer engagement.
• A change agent with a creative mindset. Brings innovative ideas, best practices, and out-of-box thinking to improve business processes, efficiency, and profitability.
• Team-oriented; has good interpersonal skills with the ability to work well with all levels of the organization of various technical and business backgrounds.
• Highly responsive to internal customers, adept at making good decisions under uncertainty.
• Grounded, low ego style with a pragmatic and hands-on approach.
• Forward-thinking and analytical. Able to conceptualize the business requirements of a growing company.

EDUCATION REQUIRED

• Bachelor’s degree, preferably in business, marketing, or related discipline.
• Preference for candidates with an industry-specific personal development track record, including participation in a 3rd party training activity targeted at optimizing functional performance.