Sales Head – Food Vinegar

Based on the overall strategy, the Sales Head – Food Vinegar will shape and implement the commercial strategic plan and ensures an effective translation of the group strategy into a Sales strategy. Works closely together with the other LoB’s, but will focus specifically on Food Vinegar, an important LoB for the Burg Group.

He/she ensures the group strategy is translated into a clear operational approach into execution, manages his/her team effectively, and delivers the LoB P&L. Leading by example means that the Sales Head – Food Vinegar will be a role model and guardian of company values as set out in the mission and vision of the company. As leader of the Line of Business, he/she will continuously optimize, develop and lead the Sales function.

The Sales Head – Food Vinegar is responsible for

• As a member of the Commercial team, co-developing and defining the commercial mission/vision and strategic plan and translate these into the LoB year plans and targets 
• Defining and implementing the strategic plan and budget for the Food Vinegar LoB 
• Translating this strategic plan into realistic and achievable operational plans and targets 
• Managing customers that are allocated directly to Sales Head responsibility (predominantly Dutch food retailers)
• Managing assigned budgets and realize agreed year plans including the incorporated efficiency targets 
• Navigating and taking commercial responsibility for the S&OP process including Demand Planning 
• Understanding and developing the LoB and Customer profitability 
• Delivering P&L of the LoB in the Product Market Combination 
• The roll-out of the LoB to new markets
• Ensuring marketing plans (e.g. innovations, brand/channel activities, etc.) are translated into an actionable sales plan per LoB 
• Delivering the Sales Plan – drive sales and activities at selected customers and channels. Realize agreed year plans and P&L targets 
• Business development: exploring new markets, new products and defining new product market combinations 
• Leading the Sales Managers of the assigned LoB 
• Continuously developing and optimizing the Sales function and LoB 
• Ensuring the conditions for the Sales organization to comply to legal requirements 
• Effectively collaborating with stakeholders to achieve collective goals
• Representing the company towards customers, authorities, interest groups and at fairs 
• Acting as a role model and guardian towards the company values and culture as defined in the mission and vision.

Mandates

• Authorized to implement agreed year plans amongst which assigned Sales budgets, implementation of working procedures and staffing changes
• Authorized to represent the company towards external companies, auditors, and authorities for Sales purposes and to enter into obligations within agreed budgets and documented proxies
• Replace CCO on request

• Completed bachelor/master education in the commercial area (Bachelor or Master in business administration or similar) 
• Good communication and social skills 
• Proven negotiation skills 
• Knowledge PowerPoint and Excel, and other commercial tools like Nielsen/IRI 
• Native Dutch with good verbal and writing skills in English are key (main Group language) 
• French and German is beneficial
• Willing to travel (20%) 

Experience

• Experience in the FMCG industry, preferably in food
• B2C experience (brand + private label), internationally oriented 
• At least 10 years of commercial working experience 
• Experience in managing a small team

Competences

• Strategic thinker, action oriented: hands on, entrepreneurial, delivering the results
• Takes Accountability: takes into account both details and big picture when solving problems, demonstrates commitment and personal ownership, balances global and local thinking
• Ensures Alignment: collaborative across functions, actively promotes “one team spirit”, involves and inspires others
• Team player
• Analytical

It was 1947 when a new kid on the block arrived in the vinegar industry. That was when Cees Bakker acquired the vinegar factory Groenland en Zn. and changed its name to De Burg.

In the subsequent decades, the company experienced turbulent growth, partly due to its hunger to expand and the extension of the product portfolio. In 1948, Bakker launched its syrup production, adding the natural vinegar production in 1980 under the inspiring leadership of Piet Hein Bakker, Cees’ son, who took over at the helm in 1969. While he was director, the company continued to grow autonomously and there were more acquisitions, Renco (1989), Gulpener Azijnfabriek with subsidiary Koninklijke Tromp & Rueb vinegar factories (1992), Azijnfabriek St. Martinus Belgium (1995), Herschi and Hero syrups (1995), All-in Drinks Nederland (1997), Vinaigrerie Fuchs France (2002), Essigfabrik Poiger Germany (2006), OKL Bzenec Czech Republic (2007), MFM Czech Republic and Aromka Czech Republic (2008), Vinaigrerie Etoile Belgium (2010), Van der Graaf Nederland (2011) and the acquisition of Bakker Havu Nederland (2013) respectively. In 1998, he also entered into a joint venture with Maasfood Nederland.

In 2012, Piet Hein Bakker’s wife, Patricia Surendonk, became CEO of the international family business. With her unbridled passion and entrepreneurship, she moved developments in the company up another gear. Burg embarked on a large-scale refurbishment of the Heerhugowaard site where the head office is based. The brand new park with its 47 shiny tanks was opened in 2017. The world’s biggest fermenter is a prominent feature in the glass brewery and that was just the start of an impressive process. By 2020, the factory on Marconistraat is unrecognizable: hypermodern, future-proof and sustainable. The production capacity will double in the near future and the fully automated warehouse has been installed.
Heerhugowaard is not the only site undergoing a makeover. Work is ongoing at other production sites to extend and improve processes and the machine park.

Burg Group is thus making sure that it is ready for the future, a future for today’s and future generations. As a result of all these developments, Burg Group strengthens its position as market leader in Europe in natural vinegar as well as the leading role of the wide range of syrup products, particularly for the Dutch and Scandinavian markets.

Around 280 employees help create a professional organisation with a friendly atmosphere with a turnover of a little over € 100 mio. Although they operate internationally, Burg Group has short lines and open communication. They are also socially minded and innovative. This has not changed in the 75 years and guarantees good working relationships, both internally and externally. Entrepreneurship, involvement and a realistic approach are other characteristics that are reflected in its operations.
 
Strategy, Vision, Mission & Company values

The overall strategy of Burg Group is to be a world player in the production of natural vinegar and syrups in selective markets. It is the company’s belief and vision that its natural vinegar and syrups make the world healthier, cleaner or more tasteful.
The mission is to make this happen by playing a leading role worldwide in a sustainable and fair way with natural vinegar and, in markets selected by them, with syrups. 
The words that apply to Burg Group are: Progressive, Sustainable, Pleasurable and Flexible. Especially sustainability has been a special focus over the past years and future.

Conscious entrepreneurship and sustainability 
Being aware of the future is in the DNA of the family business. Sustainability is anchored in the organization. It is the belief of Burg Group that it has the responsibility to leave a healthy company behind for this and future generations.

Sustainability and conscious entrepreneurship. This means both a financially healthy company with good economic prospects and a company that contributes to a better and more sustainable world. A world in which future generations can live in a clean environment with sufficient resources.

Burg Group gives meaning to this ambition by pursuing four goals. With their sustainability vision, they want to achieve these goals before the year 2035. Together with their partners, they strive for:

• 100% circular
  Part of a circular economy by using 100% renewable raw materials for their products and packaging. We don’t waste anything.

• 100% CO2-neutral production 
  The Burg Group wants to reduce their direct and indirect CO2 footprint (for scope 1 and 2) to zero and substantially reduce our indirect (scope 3) emissions.

• 100% Responsible products
  Products can be used safely and don’t have a negative impact on the environment.

• 100% Transparency and openness about products
  The Burg Group is transparent and honest about the composition of its products and the origin of the raw materials used.

Leading
As a leading European producer, Burg Group aims to be a global leader in sustainability. It cannot achieve this alone. Therefore, it is constantly looking for partners who share its ambition and who want to work with them to find sustainable solutions. It is expected that all suppliers do not only comply with their code of conduct alone but also actively exceed expectations. With this, Burg Group wants to ensure that all products and raw materials used are produced in a fair, safe, and high-quality manner.

Innovation
Brewers, technicians, product developers, and researchers are continuously exploring the possibilities of new raw materials and production methods. For example, continuously people are working on the further improvement of products and production processes. The aim is to arrive at products that meet the sustainability vision in terms of content, packaging, and production method and thus contribute to a better and cleaner world!

The Burg Group offers a progressive and pleasant working environment, where there is room for owner- and entrepreneurship. With a focus building together on development, Burg Group allows its people to develop themselves, the teams and their lines of business to help build the business further. Despite the rapid growth and further professionalization over the years, Burg Group is still a warm, family owned company. A pragmatic and down to earth culture with room for humor and interaction.
As clients are getting more international and expecting more of their category leading suppliers like Burg Group, the organization recently decided to restructure its sales organization and created separate Lines of Business in order to regain focus and  claim category captainship more effectively. The new Lines of Business are focused on Syrup, Bulk Vinegar, Cleaning Vinegar and Food Vinegar. For the latter, there is room for a new Sales Head – Food Vinegar.