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Vice President, Sales (FDMN)

Date: Oct 12, 2021

Location: Los Angeles, CA, US, 90066

Company: Glanbia

Company Description

Glanbia is a global nutrition company, grounded in science and nature and dedicated to providing better nutrition for every step of life’s journey. The company takes pure and clean ingredients including milk, whey and grains and using expert knowledge and capabilities produces high quality nutritional ingredients and branded consumer products for customers and consumers worldwide.


Glanbia Performance Nutrition is a wholly owned subsidiary of Glanbia located in Downers Grove, Illinois. GPN’s brand portfolio consists of – Optimum Nutrition, BSN, Isopure, Think!, Nutramino ABB, Body & Fit, Amazing Grass and SlimFast, each with its own brand essence. GPN manufactures and markets the full range of performance nutrition and lifestyle products including protein, pre-workout, muscle gainers, ready-to-eat snacks and general health. Products are sold through a variety of channels including specialty retail, the internet, gyms and FDM in a variety of formats including powders, bars and Ready-to-Drink beverages. GPN has a global and expanding footprint with a current in-market presence in 24 countries.


Glanbia Performance Nutrition has enjoyed consistent double-digit growth which has been achieved both organically and through acquisition. Today, GPN has approximately $1.2B in revenue and 2,500 employees worldwide. With state-of-the-art production facilities occupying over 500,000 square feet of operating space, GPN is the only sports nutrition company to manufacture and market items in every product category.


As the parent of Glanbia Performance Nutrition, Glanbia Plc is a global performance nutrition and ingredients group with leading market positions in cheese, whey proteins, sports nutrition and micronutrient premixes headquartered in Kilkenny, Ireland. Glanbia Plc has over 6,900 employees in 34 countries worldwide. Its products are sold or distributed in over 130 countries. The company is organized into a number of divisions; Glanbia Performance Nutrition (GPN), Glanbia Nutritionals, Glanbia Ireland and also a number of joint ventures. Revenues for Glanbia plc are approximately $4.1B. For more information visit the company website at: www.glanbia.com


Job Summary:

Lead team to create and execute customer plans to deliver GPN expectations of growth and profit in the FDMN channel. Reports to the CCO. Role Resides in IL, FL or CA. People Manager.


Duties and Responsibilities


% of Time Spent

  • Serves as the face of GPN Americas and owns customer engagement at highest level of customer organizations Identifies and clarifies internal/external customer needs and expectations, taking actions to ensure that GPN and customer goals are aligned and met.
  • Promotes a customer-centric culture that strives to exceed customer needs, requirements, and expectations. Serves as customer advocate to drive a customer-centric values driven culture with accountability and ownership at all levels in the company.
  • Provides the comprehensive and commanding view of the customer and creates corporate and customer strategy to maximize customer acquisition, retention, and profitability.
  • Creates and inspires customer first vision to increase and sustain a competitive edge and optimize customer experience delivery.
  • Creates and drives channel wide comprehensive customer strategy to create a sustainable competitive advantage and to drive profitable customer behavior.
  • Responsible for delivery of sales targets across the full range of GPN within FDMN customers. Direct customer development and planning.
  • Review monthly and quarterly business performance and building plans to address variances, identify risks and opportunities and constructively move the business forward
  • Influences cross-functional agreement on how to deliver greatest value to customers and creating common definitions for elevating the customer experience. Provide thought partnership and market feedback with relevant functions (Marketing, Finance, Supply Chain) to ensure customers and consumers are served
  • Drive thought leadership in relevant categories with retailers by leveraging consumer and shopper insights. Participate in key industry networking opportunities to bring visibility to the GPN portfolio and value creation opportunity.
  • Implement disciplined trade management policies, practices and workflows to drive compliance, efficiency, timely planning and accurate execution of customer facing activity
  • Clarifies a common approach and drives accountability to deliver maximum return on investment with the right customers. Provides in-depth customer insights to inform sales and marketing efforts to acquire more of the ‘right’ and profitable customers.
  • Build strategic and operational relationships with customer decision-makers at all levels but in particular with Customer Directors, VPs, SVPs.
  • Build strong teams capable of turning category insights and direction-setting into plans that deliver growth and profit expectations. Lead team to create and execute customer plans to deliver GPN expectations of growth and profit
  • Nurtures a diverse and inclusive environment while treating everyone with dignity and respect while embracing the Glanbia Values culture.
  • Motivates self to learn, grow, and achieve while motivating those within the organization to achieve new heights in innovation and performance.
  • Coach, mentor and develop direct reports and relevant team’s members. Develops a long-lasting pipeline of leaders to continue to drive the business forward.
  • Build effective broker strategy and approach to support and extend team. Establish broker expectations, educate brokers on GPN plans, create process to periodically review progress against results



Education Requirements


Education Level



4 Year BS/BA Degree

Business or relevant field










Years Of Experience

Minimum Years of Experience

Maximum Years of Experience






  • 10-15 years’ experience with demonstrated ability to build and deliver plans, create; manage and develop large teams..


Other Experience

  • Dynamic leader driven to continually drive personal and organizational improvement
  • Has an owner’s mindset of the business and is accountable for results while remaining positive
  • Thinks strategically while taking a balance of short and long-term views with the ability to see patterns and trends to assist in decision making to craft immediate and long-term goals.
  • Possess key relationships at major retailers and broker partners.
  •  Deep experience leading business growth in top US retailers specifically including Kroger, Target, Albertsons, Whole Foods and Sprouts and the wholesalers/distributors that support these businesses (UNFI, KeHE, etc)
  • Effective collaboration with internal teams similar to GPN’s Marketing and Customer Analytics &Insights, Customer Planning & Strategy, Trade Development
  • Demonstrated ability to manage and lead team through significant change while delivering business results
  • Travel required : 30% , based on Customers, Team and Collaboration with CCO teams









Nearest Major Market: Los Angeles