The Palmer family has been making candy together since 1878! We have continued to grow together, sharing in one another's triumphs, learning from our mistakes, and enjoying more than a few good laughs. We are proud of our unique history that is highlighted by five generations of family ownership and management. The Palmer Candy Company operates today as not only one of the country's oldest candy companies, but as the very oldest company of its size to be under continuous family ownership in the United States!
Who are You?
The Vice President of Sales and Marketing will plan, direct, coordinate, and oversee all sales and marketing operations activities for Palmer Candy Company, ensuring development and implementation of sales processes to meet current and future needs of the organization.
Our ideal candidate will have a minimum of 10 years of sales experience specifically in-store bakery departments (bakery/sweet goods/confectionary/desserts) and at least 5 years of supervisory experience.
This is not a fully remote position. You must either live within 250 miles of our Sioux City, Iowa offices and be able to travel to the office periodically OR be willing to relocate to the Sioux City, Iowa area. A relocation package will be available, if necessary, and details will be discussed if an offer is presented.
You must be able to travel 2-3 days per week (varies depending on time of year), for scheduled appointments with customers or to attend shows. Visits to customers might be necessary with little to no advanced notice.
Responsible for the performance of the sales organization using performance management and key performance indicators.
Oversee management of broker network.
Provide leadership to direct and broker sales teams while fostering a culture of accountability, professional development, high-performance, and ethical behavior.
Recruit, select, hire, train and adjust field sales personnel as required for complete and effective market coverage.
Organize and deploy sales force through territory design, assignment and routing based on sales plans and objectives.
Establish sales quotas and objectives for field personnel based on territory potential and business objectives.
Maintain weekly communication with all field sales personnel and provide weekly sales review and information with senior management.
Supervise, monitor, and evaluate sales force results based on performance against established criteria.
Assist sales team with samples, presentations, and strategies.
Develop monthly, quarterly, and annual sales targets and plans to support the Company’s strategy and help it achieve its goals.
Continually recommend and implement improvements to the Company’s sales strategies to compete most effectively in the marketplace.
Analyze market and industry trends to assist in the determination of customer needs and pricing schedules.
Know the industry and the competitors; monitor and evaluate the activities and services of the competition.
Build and maintain relationships with customers and suppliers.
Establish sales objectives, accurate forecasting and develop annual sales budgets for each market; projecting. Provide marketing strategies and direction to the operations teams.
Establish, enhance, and monitor sales performance reporting dashboard and understand success drivers.
Set pricing on all significant contract manufactured jobs considering value provided to customer and all costs associated with production and servicing of job.
Conduct margin reviews of all customers, jobs, and products at least annually. Make appropriate price changes to support objectives and profitability of business.
Review and address commercial terms of business with customers and product lines to support profitability and protect interests of company.
Monitor and analyze product line(s) performance and make adjustments, additions, deletions and appropriate corresponding price changes.
Promote a culture of high performance and continuous improvement that values learning and a commitment to quality.
Assist with managing the customer service departments role with the customer base.
Assist purchasing with sourcing and acquiring new products, packaging, and ingredients.
Develop marketing strategies for the company, oversee the development of new packaging/items and sales materials.
Travel as required to meet with sales team, customers and develop relationships to optimize account growth.
Oversee and manage the company’s presence at national shows.
Other duties as assigned.
Skills and Qualifications:
A minimum of 10 years’ experience in sales or sales management with at least 5 years in supervisory.
Food industry sales experience, specifically the bakery and/or snack/confectionary markets
Minimum 4-year degree: MBA is a huge plus
Strong new business/sales development experience with the ability to maintain client accounts.
Track record of success in prospecting
Strong interpersonal skills and the ability to articulate ideas clearly in oral and written communication.
Goals and results driven, strong ability to close the deal.
An assertive and persuasive personality
Exceptional people and business management skills.
Detail-oriented and comfortable with a fast-paced environment.
Analytical thinker with excellent quantitative and superior problem-solving skills.
Entrepreneurial spirit with a high level of determination
Availability to travel frequently (50% of the time or more, with certain times of the year on the road 3-4 days per week), both scheduled and with short notice
Proficient with virtual meeting platforms such as Zoom and Microsoft Teams
Proficient with Microsoft Office Word, Excel, PowerPoint, and Outlook
Ability to create, analyze, and interpret reports including industry-specific consumption data
Ability to effectively present information (written & oral) to co-workers and customers
Ability to calculate figures and amounts such as discounts, profit margins, commissions, and percentages
About Palmer Candy Company
Palmer Candy is a leading supplier of bakery candies and snacks to the in store bakery departments. We are family owned and based in Sioux City, IA.