(Xtra Effort helped this client hire their sales leader. He has a favorable reputation for industry knowledge, exceptional sales results, and an effective/fair/motivating leadership style)

Compensation: competitive

Solution offering: Trade Promotion Management and pricing SaaS to help CPG companies improve return on investment in “Trade Spend”, incentives, coupons, local advertising, etc.. Improved timeliness and accuracy in seeing what trade spend is worthwhile and where to adjust to improve ROI

Company:

• Recognized as industry thought leader
• Operating since 2000
• Customer’s publicly speak of achieving the following outcomes with our client’s SaaS offering: More profitable pricing, easier and faster to make more profitable decisions, reduced rebate payments, easy to use, reduced administration costs
• Solutions scale up and down, from middle market to global enterprises
• Company is growing organically through effective sales, and through acquiring competitors
• Exceptional references! Tyson, Welch’s, Nestle, Ken’s, Mars, Kellogg’s, Conagra, Land O Lakes, General Mills, Perdue, Hormel, Smucker’s

Target audience: CPG finance, marketing, operations, sales

Competition: incomplete/insufficient ERP systems, select purpose-built direct competitors, and the displacement of internally strung together solutions

Why the solutions, role, and company are compelling

• Impressive customer list, i.e., Nestle, Tyson, Butterball, Rich Products, Kraft, Conagra, Smithfield, Heinz, Pilgrims, Smuckers, Nathan’s Famous, Ken’s Goods, Unilever, Perdue Farms, Mars, Hormel, Land O Lakes, etc.
• Are effective in incorporating their impressive clients’ feedback into new product functionality
• Easy to use and intuitive
• High touch, effective user training and customer service
• Team members come from the CPG industry, very experienced with deep domain expertise
• Superior analytics
• Double-digit growth for both revenue and earnings.
• Company is highly regarded and known within thin growing niche. Deep industry expertise
• Well-funded, financially stable
• Accomplished, proven, and smart leadership team
• Board that is supportive of growth
• Very high customer satisfaction and retention

Deal Size: $300k in annual subscription value (with multimillion $ exceptions), plus $200k in initial set up

Sales cycle: 3-6 months

Candidate Criteria:

• Track record in creating custom demonstrations of SaaS solutions for non-technical audiences
• Experienced selling business application SaaS to financial, sales, and marketing line of business executives of major CPG companies
• Strong and deep domain knowledge of ERP, Finance / AR / AP, Trade Management / Pricing Management, Pricing Optimization &/or Supply Chain Management
• Hands on experience with developing ROI, RFP’s, etc.
• Bachelor’s degree
• Highly proficient in MS Office (Word, Excel, PowerPoint, Project and Visio)
• Experienced in conducting functional needs analysis and mapping to SaaS solutions
• Strong time management, project management (multiple concurrent projects), and communication (oral and written) skills
• Travel up to 30%