Position Description General Manager Sales & Marketing

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Virgil Palmer
6 years ago
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1 Psitin Descriptin General Manager Sales & Marketing

2 100% Made f New Zealand Prduces Started in 30% 1948 Of all NZ Lamb, Beef and Venisn Became Silver Fern Farms in 2008 Silver Fern Farms is New Zealand s leading prcessr, marketer and exprter f premium quality lamb, beef, venisn and assciated prducts. The cmpany was registered in 1948 as Primary Prducers C-perative Sciety, eventually trading as PPCS until it changed it's name and it's brand in 2008 t Silver Fern Farms. Silver Fern Farms is a partnership between Silver Fern Farms C-perative and Shanghai Maling. Over 16, Sheep, beef and deer farmer partners 2.2 Annual sales Billin Plants thrughut New Zealand 7,000 Staff in the peak f the seasn 2

3 100% Made f New Zealand 3

100% Made f New Zealand The Rle The rle f GM Sales & Marketing prvides strategic and peple leadership f the functins and guides ur internatinal grwth ambitins aligned t ur Plate t Pasture strategy

4 100% Made f New Zealand The Rle The rle f GM Sales & Marketing prvides strategic and peple leadership f the functins and guides ur internatinal grwth ambitins aligned t ur Plate t Pasture strategy Respnsibilities Builds strategy as part f leadership team Leads executin f the strategy in sales, marketing and prduct innvatin Prvides visible leadership fr ur brand values, culture and sustainability Builds a strng resilient sales and marketing functin Plans and delivers rbust financial perfrmance thrugh the cycle Builds key relatinships with key clients and stakehlders Manages sales channel and brand reputatin risks Relatinships The C-Operative and ur 6000 farmer suppliers Shanghai Maling (subsidiary f Bright Grup) wn 50% f the perating business As a majr NZ exprter we have varius gvernment and regulatry relatinships We perate in internatinal trade markets where brand knwledge is still develping See the Leadership Team structure that fllws

5 100% Made f New Zealand Leadership Team Chief Executive Simn Limmer Vicki McCll CFO Dean Fraser Enterprise Prgram Manager GM Sales & Marketing Phil Buck GM Operatins Dan Bultn GM Supply Chain Gary Williams GM Fd Quality, Envirnment & Assurance Matt Ballard GM Peple

6 100% Made f New Zealand Current Sales & Marketing Structure Sales Executive Value Add (Acting) General Manager Sales (Acting) Market Manager - Middle East/Asia Pacific Prduct Manager Sheepmeat & Venisn Prduct Manager Ingredients Prduct Manager Beef Market Manager C- Prducts Business Manager Pharmaceuticals Sales Manager - Manufacturing Beef Market Manager - Eurpe NZ FMCG & HORECA Manager + circa 30 indirect reprts Business Innvatin Manager GM Marketing (Acting) Events & Spnsrship Manager Senir Brand Manager -Retail Digital Marketer Marketing Manager - Fdservice Brand Manager - Retail Brand Manager - Fdservice

100% Made f New Zealand Key Challenges The CEO and Bard are cmfrtable bradly with the current strategy in that it can be enhanced rather than re-written the key strategic challenge is hw des Silver

7 100% Made f New Zealand Key Challenges The CEO and Bard are cmfrtable bradly with the current strategy in that it can be enhanced rather than re-written the key strategic challenge is hw des Silver Fern Farms deliver sustainable prfitability thrugh the seasnal and cmmdity cycles with the targeted return n capital Strategic Initiatives Build a highly cllabrative and engaged team Maintain and evlve the Silver Fern Farms brand psitin and stry Maximize the benefits available frm the Shanghai Maling partnership Capture the value added pprtunity in a manner that prduces verall acceptable returns Supprt the aims f building supplier lyalty thrugh differentiatin market psitins Meet custmer expectatins fr sustainable and traceable supplier practices Pririties Maintain $2b+ cmmdity trading cre business Successfully execute new market pprtunities Build and execute ur China strategy aligned t ur sharehlders visin and market pprtunities As a member f the leadership team build integrated supply and prductin planning disciplines Create sales executin excellence Review ur internatinal sales team/partnership structures and resurce allcatins 7

100% Made f New Zealand Sales Mix (Indicative) Categries Gegraphies $700m Beef $550m Eurpe & Middle East $800m Sheep & Venisn $370m Asia Pacific $50m Value Add $100m NZ $500m Manufacturing Beef $450m

8 100% Made f New Zealand Sales Mix (Indicative) Categries Gegraphies $700m Beef $550m Eurpe & Middle East $800m Sheep & Venisn $370m Asia Pacific $50m Value Add $100m NZ $500m Manufacturing Beef $450m Greater China Other categries: Internatinal channel JV s Bilgicals items sld int the Pharmaceuticals sectr Pet Fd ffal items nt fr human cnsumptin ( Inedible ) Deer C-Prducts sld fr Traditinal Chinese Medicine 8

9 100% Made f New Zealand Our Brand n a Page 9

10 100% Made f New Zealand Our Brand Values 10

11 100% Made f New Zealand Persn Specificatin Technical capability and experience: Leadership rle in a large cmplex rganizatin wrking chesively with senir leadership team and in alignment with a diverse Bard f Directrs Leadership f a significant sales functin prbably including meat, fd, FMCG r similar Extensive experience f trading in internatinal markets Functinal capability t versee and integrate an already strng marketing functin in a manner that fully aligns sales and marketing executin High financial, business case and planning capabilities Prven success in the develpment and executin f bth cre trading and prduct expansin strategies Experienced in the develpment f rbust S&OP platfrms Behaviral cmpetencies A cllabrative style f leadership leads withut eg, creates effective teams and inspires thers t cme alng n the jurney Understands the imprtance f peple in achieving strategic bjectives Creates strng wrking relatinships with stakehlders values the inputs f thers, has empathy with ther cultures and view pints, puts time and effrt int being accessible t stakehlders Is adaptable and can perate cnfidently with ambiguity Takes accuntability and wnership Prfile Strng affinity fr the primary sectr f NZ A leadership style that mixes hands-n with bigger picture in an envirnment where cst cntrl is paramunt Ability t articulate structured and innvative cncepts Smene wh will live and nurture the Silver Fern Farms brand and stry Internatinal experience perhaps including wrking within China r the regin building business relatinships Experience in internatinal cnsumer / cmmdity / trading markets Intellect scalable t a cmplex industry and prblem slving envirnment 11

12 100% Made f New Zealand Our Operatins 12

100% Made f New Zealand Accuntabilities and Success Measures Leadership Accuntability Leadership Team Sales & Marketing leadership Financial Perfrmance Success Measures Chesive member and active

13 100% Made f New Zealand Accuntabilities and Success Measures Leadership Accuntability Leadership Team Sales & Marketing leadership Financial Perfrmance Success Measures Chesive member and active cntributr Builds crss-functinal alignment Helps lift the velcity f the businesses verall delivery Leads the functins t sustained tp f industry perfrmance Maintains cre cmmdity business while executing grwth pprtunities Nurtures and deepens brand Business screcard gals achieved Frecasting, sales planning and reprting all delivered at a high level Achieves margin perfrmance thrugh careful prduct and market mix chices Delivers results mindful f tight cst cntrl Prduct Develpment Stakehlder Engagement and Cmmunicatins Leads sales and prduct innvatin in alignment with peratins and supply functins Market based strategies underpinned by targeted research and marketing analysis f cnsumer fcused trends Cntinually mnitring the external envirnment t seek pprtunities and assess risks Silver Fern Farms prjected as a prgressive and trusted rganizatin t farmers, suppliers and custmers Key custmer relatinships strng enabling repeatable pipelines As member f Leadership Team successfully represents the business in varius frums and events Sustainability Supprts and integrates the Sustainability Strategy int marketing and sales ways f wrking Systems & Innvatin Partners crss-functinally t implement a cntemprary S&OP prcess Supprts transparency and simplificatin f key business infrmatin 13

Marketing business partner

Marketing business partner Rle Brief Directrate Marketing and cmmunicatins Base lcatin Bristl Grade B 17 Date September 2016 Reprts t Marketing business partner - team leader Respnsible fr 1. Backgrund