Global CPG - eCommerce Strategic Leader (permanent)

Project status
Project start date
Not specified
Project posted
21 Jul 2016 03:24
Project duration (approx.)
12.0 Months
Budget (approx.)
US$150000 (fixed cost)
Consumer Goods & Services
Area of expertise
Executive / C-Suite, Marketing, Sales / Business Development, Strategy
Consultant location
United States
English (Essential)

Objectives and Key Deliverables

Our global client continues to build new capabilities that will be critical to achieving long-term, sustainable growth. The operating environment in which they do business is undergoing immense change, and it's imperative that they transform in ways that enable them to meet the future needs of their customers and consumers. Digital technology is one such force of change, and the way they interact with retailers, shoppers and consumers is evolving at a dramatic pace. The impact of Digital/Ecommerce has fundamentally evolved and in some cases transformed almost every segment with groceries / consumables being the next space that external experts and large players (e.g., Amazon, Walmart) are betting on. As a result, Ecommerce is one of the fastest-growing areas within the products industry and represents a significant opportunity to accelerate growth for our client going forward.

In order to advance their capability and growth in this space, they are investing in a dedicated Sales organization that will focus on driving growth in this key channel. This individual will play a key leadership role overseeing the full portfolio for the group's strategic customers. S / he will be tasked with partnering with the group team and the customer to strategically drive the growth through leveraging all available levers (e.g., assortment, etc.) to drive both traffic and conversion.

*Provide strategic oversight and create a sales based mindset for the North America team to achieve the defined sales growth and market share targets across current customers

* Partner with the North American Sales leadership team to elevate and identify opportunities for growth in the channel and translate those identified opportunities into an actionable

* Gain sponsorship and buy-in from the Sales leadership team and team to support the defined agenda

* Work closely with the NA conversion team to identify best in class practices and opportunities to increase search visibility, basket stickiness and loyalty to our portfolio

*Play a leadership role in partnering with and defining the strategic plan for the key customers to achieve the defined growth targets with the larger team

*Serve as an expert on the key growth opportunities (cohort, country, or category) related to the space in NA to drive the long-term vision and growth of the venture

*Translate the global guidelines to ensure consistent practices and increase pace of sharing across the organization

*Partner closely with the other NA sales leads to leverage a defined approach and sales that accelerates growth in the space and identifies unique efficiencies

*Identify and drive long-term thinking to evolve positioning in NA while ensuring there is the necessary alignment and prioritization between the business group and leadership teams

*Partner with the broader NA Sales leadership team to determine the correct expansion plan to drive sustainable growth

Please note this is a permanent position ideally based in the Greater NYC area. There may be an option for the person to be located in Chicago, Dallas or Cincinnati as well. Base salary starting at $150k+ plus bonus and RSU incentive compensation. The 12 month duration in the project description is for internal purposes only.

*8+ years of experience in sales in or organization
BA/BS required (Masters strongly preferred)

*Experience in one of the core North America business units (Beverages or Snacks) that enables a strong understanding of the local expectations and significant macro-trends impacting the region strongly preferred

*Strategic thinking ability to analyze wide array of facts/trends/needs and put them together in a strategic "story line" to influence senior leadership and framing skills

*Entrepreneurial mindset and disruptive thinker willing to challenge the existing assumptions and guardrails within to accelerate the growth

*Intellectual curiosity - awareness of emerging trends and competitive activity in the region and category

*Leadership - being capable of taking others along the journey and influencing decisions without direct or structural reporting authority

*Can succeed in ambiguity - Highly adaptable in less-structured, fast-paced environments (able to "jump in" and contribute even when facts are not 100% clear in this ever changing space); ability to quickly determine solutions to financial issues

*Is persistent and resilient in the pursuit of objectives, can shift gears easily, is willing to take on new challenges and works to resolve issues

*Can effectively communicate (verbal and written) with internal and external stakeholders across all levels

*Global outlook with sensitivity and awareness of social and cultural differences

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