Staples VP, Ship & Pack in Framingham, Massachusetts
The Category Leader role has Profit and Loss responsibility and develops / sets strategic direction for the category offering within the Staples Business Advantage division. This category is new to Staples nationally and has strategic expectations by leadership to hyper-grow to establish our position in the marketplace on a national level. This position directs development, execution and tracking of multi segment spaces (mid-market / commercial / enterprise) and for multiple verticals; Retail, Industrial and Commercial to ensure delivery of brand growth and financial goals. The leader must develop strategies for both the mailing supply business which is largely transactional in nature and requires robust marketing and ecommerce plans and the industrial supplies business which is sales force led program sales. This leader will work with other sales functions such as the Facilities Account Executives, Leads the Commercial (B2B) Sales organization and partners with Strategic Account Leaders and Business Development leadership for development and execution of appropriate selling tactics and pricing initiatives. Leads the development of new products and line extensions with cross-functional support into other categories. Utilizes consumer insights to present compelling customer messages that drive appropriate distribution, merchandising, and marketing activities. Identifies and secures needed customer, category, and product research to leverage Brand equities for in-market performance (new users, increased frequency and/or purchase rate). Works within a matrixed organizational structure with Merchandising, Marketing, e-commerce and Supply Chain and
Finance to ensure a positive customer experience regarding the right assortment, pricing expectation, delivery expectations and online ecommerce experience. Also works with partners to prioritize regular re-engineering of products and packaging for cost savings, improved quality, increased sustainability, stronger sell-thru, etc.
Will be the category sales leader within the organization driving strategy, positioning and Sales / Marketing investment
Responsible for the National Staples Advantage scope and to double the profits within the next couple of years.
Will have Business Development and Account Maintenance responsibilities
Delivers revenue and profit objectives through the direct management of the (B2B) sales and brand/product management organizations with matrixed responsibilities for marketing new product development, operations, supply chain and finance.
Leads development of vision and growth platforms for supervised Brands/businesses. Sets long-term strategic direction and oversees near-term development and execution of marketing plans for Brands within portfolio.
Delivers Brand and marketing objectives/strategies to meet organizational objectives as evidenced by integrating new products/line extensions into Brand portfolios-- in appropriate packaging-- with sufficient category analyses to identify appropriate retail pricing and rationale for customer distribution-- via timely delivery of required selling materials to field sales managers
Developing and executing pricing strategies to enhance Brand development and improve margin delivery
Tracking and measuring program results vs. objectives and recommending changes as needed to deliver expectations
SKU optimization recommendations, consumption data, competitive analyses
Leading the Sales and Operations Process for forecasting/demand planning
Demonstrates accountability for marketing plans, budget oversight, and financial analyses as evidenced by working with Operations to identify and deliver cost savings (avoiding negative consumer impact)
Working with Finance to analyze, identify trends, and leverage learnings revealed in P&L
Contributes marketing insights and expertise to executive management team by sharing learnings from research and promotion responsiveness, recommending new products/promotions for development, recommending pricing strategies, presenting post-promotion analyses, etc.
Implements and executes fact-based selling to drive sales and profit growth.
Responsible for understanding the mechanics, strategies, and ROI of promotional spending to enhance organizational execution in market and incremental sales generation.
Manages and builds relationships with key customers (current and prospective).
Leads and executes annual planning process, including setting objectives, developing sales plan and channel/account/distribution targets. This includes setting 3-5 year strategic business plans, managing budgets, etc.
Leads and Develops people to upgrade individual skills as well as team performance by Leading, supporting, and guiding direct reports. Develop subject matter expert training in partnership with L&D in order to assure appropriate level of expertise in AE sales teams.
Grow the Ship & Pack team to 150 associates within the next three years
Minimum 10 years General Management, Marketing or Sales Management experience in consumer-packaged goods demonstrating progressive record of results
Experience selling to and developing key customer relationships.
Budget and P&L management, as well as product profitability and other financial analyses
Comprehensive knowledge of management and administrative functions such as planning, organizing, coordinating, directing, and controlling
Hands-on, decisive, multi-tasking leader comfortable in fast-paced entrepreneurial organization who is able to immediately impact profitable revenue streams
Superior negotiating, consulting, analytical and problem-solving abilities; demonstrated capability to measure effectiveness of marketing programs and take corrective action as needed to reach objectives
Exceptional interpersonal skills with the ability to build strong internal relationships across levels and departments in the organization; professional demeanor and team-player orientation
Ability to effectively influence indirect teams as well as interface with field sales and customers (at multiple levels)
Creative, energetic, inspirational leader, not only of direct reports, but also through cross-functional organizational collaboration
Demonstrated success analyzing consumer and customer behaviors to segment markets and capitalize on trends to drive profitable growth
Professional business acumen, emotional maturity, and diplomacy skills, as well as exceptional executive-level verbal, written and presentation skills
Excellent organization and time management skills with ability to manage and meet tight deadlines enthusiastically with keen attention to detail
Packaging experience preferred
Bachelor's degree in Marketing, Brand Management, Marketing Communications or Business Administration or technical degree required.
Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.