This is a chance to join a well established and highly reputable player within the US fragrance market. The business are high growth and currently expanding in to new markets and are now on the lookout for their first CRO/VP Commercial. This leader will be accountable for the performance, development, and accountability of the sales organization and for setting and executing the commercial strategy that drives profitable, sustainable revenue growth across both new and existing accounts.

Job Responsibilities:

Sales Leadership & Team Management

·      Lead, coach, and hold accountable the full sales organization; set clear expectations, territories/account assignments, and performance standards.

·      Establish a consistent sales cadence: pipeline reviews, account planning, forecast calls, and one-on-ones — and ensure the team executes against it.

·      Build a high-performance, accountable culture; develop talent, address underperformance, and plan for bench strength and succession within the team.

Revenue Growth & Commercial Strategy

·      Own the revenue number. Develop and execute the go-to-market and account strategy to grow net sales, expand existing accounts, and win new business.

·      Drive net revenue retention through deeper penetration of the existing customer base, and accelerate the contribution of new SKUs to total revenue.

·      Identify and prioritize white-space opportunities, target accounts, and categories with the highest profitable-growth potential.

Customer & Key-Account Ownership

·      Serve as a senior commercial relationship owner for most strategic customers; lead high-stakes negotiations and renewals.

·      Ensure the voice of the customer flows back into the Creative Center, regulatory, and operations to inform priorities.

Forecasting, Pipeline & Data Discipline

·      Own the accuracy and integrity of the sales forecast and pipeline; partner with the Director of Sales Analytics on cadence, dashboards, and at-risk-account visibility.

·      Use analytics to drive decisions on territory coverage, account prioritization, margin, and resource allocation.

Cross-Functional Leadership

·      Partner with the Creative Center (Sr. Director, Creative Center) to prioritize the project/brief pipeline against commercial opportunity and capacity.

·      Work with regulatory affairs and operations to ensure commitments to customers are deliverable, compliant, and on time.

·      Align the commercial organization with broader company processes, reporting, and planning requirements.

Requirements

• 10+ years of progressive commercial/sales leadership, including direct management of a sales team, in specialty chemicals, fragrance / flavors & fragrances, ingredients, or a comparable B2B specialty-manufacturing environment.
• Demonstrated track record of driving profitable revenue growth — both new business and expansion of existing accounts.
• Proven people leader who has built cadence, accountability, and forecasting discipline into a sales organization.
• Strong commercial and financial acumen: comfortable with margin, loaded cost, pricing, and forecasting.
• Data-driven operating style; able to partner with an analytics function and act on dashboards and pipeline data.
• Senior-level customer-facing presence and negotiation skills.