Share this Job

Sr Dir Global Commer Stratey & Sales Ops

Date: Jan 18, 2019

Location: Chicago, IL, US, 60606

Company: Glanbia

Senior Director, Global Commercial Strategy & sales Operations (CSSO)

Supervisor’s Title:             EVP Commercial

Department:                       Commercial

Location:                            Chicago preferred


At Glanbia Nutritionals Inc., our portfolio centers around dairy and non-dairy nutritional ingredients. We co-innovate and deliver ingredient solutions and precision premixes for use in the mainstream food and beverage, infant and clinical, and functional nutrition markets. We are the number one provider of whey-based nutritional ingredients globally and the number one producer of American-style cheddar cheese. Our protein systems have transformed the bar and beverage categories — bringing increased levels of protein, cleaner labels and greater product functionality to market. We have a direct presence in 21 countries, with manufacturing facilities in the US, Germany and China, and international sales and technical offices around the world.


Job Summary

Our Senior Director, Global Commercial Strategy and Sales Operations is a core member of the GN Commercial team and will serve as the trusted thought partner and strategic advisor for our Commercial leadership in designing, shaping and driving a transformational Commercial strategy agenda. This role is central to the delivery of sustainable and profitable growth for the organisation through both the ownership and development of the Commercial strategy and through the delivery of best in class analytics, processes and systems to allow the effective execution of that strategy. This position will also be responsible for introducing and leading best-in-class CSSO practices globally. The position will be responsible for coordinating with regional CSSO leads, ensuring consistency in our approach and protocols globally. To this end, regional CSSO leads in other geographies will have a dotted line reporting relationship to the Senior Director CSSO.


Essential Functions

  • Develop and own the multi-year strategic plan for the Commercial function that meshes individual customer strategy, as well as a functional strategy for the Commercial Organisation with the product and sector strategies of the Product & Innovation Organisation.
  • Support the development and execution of commercial growth opportunities whether self-generated or generated elsewhere within the Commercial Organisation.
  • Design the process and implement development of insight-rich, opportunity-focused customer strategies. More generally, implement across the business a strategic approach to account management in a manner that builds and refines the what and how of the new customer segmentation model.
  • Design and build best-in-class performance analytics capabilities for the Commercial function that leverage appropriate balance of perspective across financial & non-financial metrics, historic & forward-looking metrics to provide critical insights on all aspects of the performance of the commercial organisation as well as on its customers and markets.
  • Lead the pipeline management process across the organization including management of the pipeline system and associated reporting and embedding a pipeline-oriented culture into all levels of the organization.
  • Leverage these insights to continue refining the design and implementation of sales force management and go-to-market effectiveness within the Commercial function.
  • Lead in the development of best-in-class customer communication strategy that translates the relevant product messaging and overall GN branding into compelling customer-specific value propositions.
    • Ensure these are effectively communicated by leading the development of high standard capability presentations allied to creation and publishing of bespoke materials for key individual customer meets.
  • Lead the systemisation, automation, process enhancement and continuous improvement agenda of the Commercial function. In particular, owns and oversees the governance & continuous improvement of all sales tools (e.g. CRM).
  • Be the strategic interface between Commercial and Product Strategic Management (PSM) across a wide range of activities including go-to-market strategy development, prioritisation of product launches and specific growth opportunities.
  • Be the global owner with coordination responsibility across key elements of the Commercial functions:
    • Commercial’s role in cross-functional processes (pricing, S&OP, information sharing, annual planning etc.)
    • Strategic development and on-going usage of all commercial systems (e.g. CRM), sales methodologies and data analytics tools.
    • Definition and maintenance of GN customer segmentation model and segment strategy
  • Responsible for the commercial management of the dairy commodity portfolio including developing the commercial strategy for each product in tandem with product management function, monitoring and managing supply/demand balance, optimize placement of downgrade sales, developing pricing strategy and prioritizing across customers & regions.
  • Responsible for our strategy and day to day commercial management of the Animal Nutrition category. This will be done in conjunction with the relevant product managers.
  • Account manager for a small number of key accounts. Responsible for building a deep & strategic relationship and delivering on sale targets as appropriate.


Supervisory Responsibilities

  • Supervisory responsibilities will include:
    • Ensuring appropriate staffing & skill levels to meet the varied responsibilities of the function.
    • Supervising day to day activities of CSSO Analysts, Manager and Director, Animal Nutrition.
    • Participating in/lead interviewing, selection, and training.
    • Understanding the details of your team’s objectives/accountabilities and managing the key drivers that make your team and Glanbia successful.
    • Developing members of your team.
    • Appraising performance & implementing appropriate rewards, discipline, guidance and coaching to maximize the effectiveness and capability of your team.



  • Bachelor’s Degree (B.A.) from a four- year college or university in Business or Finance, or a related field (Masters preferred) and a minimum of ten (10) years related experience or equivalent combination of education and experience.


Knowledge, Skills and Abilities

  • Strong commercial acumen
  • Ability to think strategically
  • Ability and desire to question the status quo
  • Analytical 
  • Ability to translate data and information into clear messages and actionable insights
  • Strong understanding of and commitment to the customer
  • Good communicator with all levels  
  • Leadership and delegation skills


Travel Requirements

  • Overnight travel (up to 30%)



Must perform the essential duties and responsibilities with or without reasonable accommodation efficiently and accurately without causing significant safety threat to self or others.  The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties and/or skills required of all personnel so classified.


Are you someone who likes to make it happen, make it better and make it fun? If so, our company offers you an excellent opportunity to do really interesting work and develop a career in a dynamic and innovative environment that is all about making you and our business successful.

Nearest Major Market: Chicago