KeyStone Search has been retained in the recruitment of a Director of Sales headquartered in Burnsville, Minnesota. The Director of Sales will provide strategic and tactical leadership for the sales function of this growing company.

Position Description
The Director of Sales is responsible for driving revenue and margin growth and protecting the core business by managing the sales team to seek out and acquire new customers and further penetrate existing customers in order to improve overall revenue, profitability, effectiveness, and customer satisfaction. The Director of Sales is a member of the QIC leadership team first, and the leader of the Sales team second. Consequently, the candidate must be able to work at both the strategic and tactical levels. He/she will work collaboratively with the CEO and other members of the Quality Ingredients Corporation leadership team to align company goals and resources to drive profitability. The Director of Sales’ demonstrated strengths must include: positive leadership, strong and dedicated planning and results orientation, change management, problem-solving, openness, honesty, transparency, communication.

Mission and Values
Quality Ingredients is committed to the following mission and values statements as reflections of their unique culture. Mission: As an indispensable partner with our customers, we enable them to successfully create more functional, better tasting, and healthier products by developing dried food ingredients and offering custom processing solutions. Values: Ownership Culture Customer Intimacy Innovation Growth Mission and Values Summary: Serve speaks to our dedication to customer service and focus, and growing through our commitment to service Innovate reflects our aspiration to be a recognized leader in the creation and production food ingredients, and driving continuous improvement across the organization Win enabling our customers to win in marketplace, and winning as a company and as individuals in an employee-owner culture

Quality Ingredients Corporation Description
Quality Ingredients Corporation (QIC) helps its food customers produce quality products by supplying them with innovative dry ingredient solutions that can be customized to make good foods even better. The company was founded by Minnesota entrepreneur Bob Thompson in 1987. He combined his food science, product development, and sales expertise with external manufacturing partnerships to offer dry cream products. QIC opened its first production facility in Burnsville, Minnesota during the 1990's to manufacture ingredients using spray- and roll-drying processes. A second facility was acquired in Marshfield, Wisconsin. This facility provides spray drying and dry-blending capabilities. By building upon its advanced dry-processing expertise, Quality Ingredients has expanded well beyond its technical foundation of dry creamer and shortening powder technologies to include a broad range of dry ingredient systems. These systems range from dry creamers, to cheese and dairy powders, whips, flavors and colors, encapsulations, specialty ingredients and specialty dry blends. These are all ingredient solutions that can be customized to make good foods even better! QIC is regarded as a smaller player in its markets. Sales are $60MM and certain competitors are significantly larger. QIC can not and does not compete on the basis of price. In addition, QIC would not claim to have the broadest product offering in the marketplace. By contrast, the foundation for QIC’s competitive differentation is customized service. QIC attempts to understand the unique needs of its customers – what drives their success – and works to deliver a custom set of products/services to best meets those needs. QIC often finds that it can and will do that when its competitors are unable to do so. As an example, QIC offers in-house technical and product development capabilities and often creates product solutions unique to a customer. Quality Ingredients Corporation operates as an Employee Stock Ownership Plan (ESOP) company, with employees owning 100% of the company. Each employee is vested in customers' success and there is a strong orientation to customer service, teamwork, and results.

Position Duties and Responsibilities
This Director of Sales position will be primarily charged with supporting Quality Ingredients Corporation in each of the following areas of responsibility: • • • • • New Client Acquisition Sales Revenue/Margin Production Sales Team Leadership, Development, Structure Strategic Business Development Company Leadership Customer Service Leadership

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Key Relationships
This Director of Sales position reports directly to the CEO, is directly responsible for the sales and customer service functions, and will work closely and collaboratively with a number of colleagues. The following lists key relationships: • CEO: The CEO determines and communicates the Quality Ingredients Corporation strategy. The Sales Team works closely with the CEO to align sales plans with Quality Ingredients strategy in order to establish the best use of Quality Ingredients Corporation resources. It is expected that the Director of Sales will assess and communicate sales performance, results, and recommedations such that issues and opportunities can be quickly identified and acted upon. Chief Financial Officer: The CFO and Director of Sales will work collaboratively on sales reports, sales plans, forecasts, budgets, and expenses to effectively manage the sales team’s results and resources. VP of Research and Development: The VP of Research and Development is responsible for developing and commercializing new products. The Director of Sales will work to drive and assess market and customer new product opportunities and to drive them toward actualization. Director - Purchasing / Risk Management: The Director of Purchasing/Risk Management is responsible for the procurement of materials and well as pricing of QIC products and services. The Director of Sales will partner with this person to develop and execute strategic and tactical pricing strategies. Sales Team: The Sales Team all work towards improving overall revenue, profitability, effectiveness and customer satisfaction as well as quality of data in the new CRM system. The current sales team includes 5 - U.S.-based sales people working from home-based offices across the US. Customer Service Team: The Customer Service Team is responsible for order entry, logistics, and general support of customer requests and issues. The Director of Sales leads this functions, which currently includes a Customer Service Manager and two Customer Service reps. Director of Operations: The Director of Operations, with responsibility for production and safety, seeks to produce high quality products from controlled processes while finding the best balance between meeting customer delivery requirements and managing inventories. The Director partners with this position to ensure customer requirements are met efficiently and effectively. Director of HR: The Human Resources Director is responsible for training and development of company personnel as well as compensation and incentive plans. Director of Quality: QIC seeks to build a certified QA program that will give customers complete confidence and faith in the products and services delivered. The Director of Sales partners with this position to ensure customer requirements and expectations are met and exceeded. Director of Marketing: A new position and not yet filled, a very close partnership is envisioned between the Director of Marketing and Director of Sales. The Director of Marketing is expected to lead the effort to determine what segments to pursue, determine accounts to target, identify and develop the competitive value proposition, and drive execution through product, price, and promotion strategies. The Director of Sales will provide key input and other contributions to this effort.

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A successful Director of Sales is able to drive revenue/margin growth and protect core business by managing the sales team to seek out and acquire new customers and further penetrate existing customers in order to improve overall revenue, profitability, effectiveness, and customer satisfaction. This person will lead the team in driving new client acquisition and also leverage existing company relationships to take advantage of new products and services. This person will travel with sales team members to visit clients and land new business. The Director of Sales should have strong and proven leadership skills and the ability to generate great performance out of their team. They should drive accountability through the sales team and have the ability to develop the skills of the team in selling value and solutions to the company’s customers. The Director of Sales is also responsible for leadeing the Customer Service team with responsibility for order entry, logistics, and customer issues. The Director of Sales works closely with other members of the management team and the CEO. TRAITS and BEHAVIORS • Positive Leadership • Results orientation • Change Management • Problem-solving • Strategic/Tactical • Collaborative • Accountable/Responsible • Open/honest • Transparent • Disciplined • Ethical • Proactive • Strong communicator • Good mentor/coach • Able to be coached • Team Developer • Professional • Dependable • Plans work; works plan

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Area New Client Acquisition Actions • • • • • • • • • Develop/refine target account lists, consistent with company objectives Establish a plan for penetration of accounts that meet company criteria Establish relationships with new accounts at the executive level Drive new account penetration through planned sales team activities utilizing a defined sales process Sell to QIC’s competitive value proposition Support sales team members by visiting clients and representing the company Drive new account opportunities through the sales process Maintain/grow margins in line with company goals Manage business development efforts for results; execute contingency plans as needed

Area Sales Team Development

Actions • • • • • • • • • • Assess sales team – hire/replace appropriately Recommend changes in size and structure of team, if applicable Manage performance of sales reps through established goals and metrics Communicate and execute a strategy for the sales team Maintain a pulse of on-going activities, successes and challenges Coach and develop sales reps to grow the business as a team Develop reps skills in selling a “solution” and representing value to clients Demonstrate the attributes and behaviors in alignment with company values Define, train, and coach to a sales process; hold sales reps accountable for hitting goals and activity metrics while following a defined sales process Define, train, and coach to an account management process; hold sales reps accountable for hitting goals and activity metrics while following a defined account management process Champion, train and maintain proficiency in CRM system, including: • Work closely with the sales team to ensure reliability of customer information, customer segmentation, products, and contact information Provide accurate and reliable forecasting and pipeline management Gather and communicate competitive intelligence from the field

Demonstrate proficiency and ability to coach to all aspects of the sales process, specifically what it means to: Understand the customer needs and recommending solutions that meet those needs Involve key members of the company’s team in the sales process

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Area Sales Revenue/ Margin Production

Actions • • • • • Demonstrate strong business acumen (understanding of how customer’s businesses operate and thrive) Take executive relationship role with strategic accounts Sell to QIC’s competitive value proposition Manage sales efforts for results; execute contingency plans as needed Work with management team to: Consistently forecast a sales pipeline with sufficient activities planned to achieve sales team revenue goal, profitability goal, and quotas Proactively communicate unexpected increases or decreases in demand for products Submit reports to the CEO on a timely basis, with an effective overview of progress towards goals, key milestones accomplished, challenges as they arise and assessment of the sales team members

Strategic Business Development

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Work with company resources to identify new markets to pursue Develop strategy and sales approach to penetrating new markets Identify and assign target accounts within new markets Continue learning about industry, products, and uses Remain current on customer preferences and options, by attending sales meetings, vendor training and trade shows, or reading trade journals Possess a proficient knowledge of company target audience, value positions and competitive differences Build trust to establish client relationships in which confidence is placed, to establish a common ground or understanding in a short amount of time, and be credible in the industry Help build strategic relationships by understanding and articulating company value, building relationships at all levels, gaining access to key decision makers, and leveraging referrals Execute responsibilities as member of the QIC leadership team first, and the leader of the Sales team second. Work at both the strategic and tactical (hands-on) levels Work and communicate collaboratively with the CEO and other leadership team members to align company goals and resources to drive profitability Stay true to company values and ethics Demonstrate strong business acumen (in understanding of how Quality Ingredients Corporation’s businesses operates including R&D, strategy, profitability and operations) Support the consistent implementation of company initiatives Ensure Sales Team and QIC functional areas operate effectively in QIC’s cross-functional team sales model, as needed

Company Leadership

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Actions • • Present a professional image at all times in appearance, communications, and interactions Hold external memberships or networks through organized groups in an effort to stay knowledgeable and well connected within the industry Lead and manage staff; develop and manage toward performance goals Review/refine customer support processes and procedures Oversee order fulfillment process Ensure QIC portrays at all times a professional image in appearance, communications, and interactions Oversee customer issue resolution process

Customer Service Leadership

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Measurements and Indicators
Quality Ingredients Corporation has placed significant importance on outlining the expectations for the hired Head of Sales. In addition to the information outlined in the job profile, the following measurements will be utilized as the primary performance indicators. The CEO will determine the specific goals and relevant importance in each category. NEW CLIENT ACQUISITION Measurements • New business margin results • Opportunities from New clients • Advancement of new client opportunities in the pipeline • Refinement of Target List in current markets • Increased activities with new clients Measurements • Proactive sales efforts by sales team • Selection and Retention of quality Sales personnel • Sales Rep skill development • Sales Manager skill development • Holding Reps to sales process • Positive team attitude • Sales team motivation • Development of on-boarding program • Proficiency in Products, Solutions and Sales Process • Management of performance by sales managers and sales reps Measurements • Meet sales/margin goals as outlined in company’s master sales plan • Pipeline growth • Maintain strong relationships with key customers and partners Indicators • New accounts purchasing products • # of new Value opportunities in pipeline • Sales Rep Call reports • Value proposition selling


Indicators • New accounts sold • Increase in Percentage of Value opportunities in pipeline • Assessment of Rep Skills • Observations by CEO • Pipeline reports • Recommendations for personnel and structure of team • Retention


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Indicators Revenue reports Forecasts Master plan reviews with OLT Pipeline reports Customer feedback

• Value Proposition selling COMPANY LEADERSHIP Measurements • Revenue and Expense management • Communication of progress and challenges • Evaluation of sales team • • • • Measurements New business results Target list development for new markets Progress in Target Accounts New markets identified and sales approach defined • Demonstration of activities in new markets Indicators • Observations at management meetings • Stack rank reports to CEO Indicators • Target Account Lists Defined • Observed behavior • # and quality of new opportunities in new markets • Advancement in pipeline of opportunities in new markets • # of meetings with new clients


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Measurements • Shipment accuracy • Quantity of customer issues • Customer satisfaction

Indicators • On Time Deliveries • Issues escalated • Customer surveys

• • • Market competitive Salary + bonus Benefits include Medical, Dental, Vision, Life Insurance, 401(k) and PTO

Minimum Qualifications
• Seasoned sales leadership/management experience (minimum of 10 years with demonstrated success leading the achievement of meeting sales goals and growing sales and margin ideal) in business-to-business selling Four-year college degree requested with an M.B.A. preferred. Experience in the food industry ideal PC proficiency (Microsoft Office Suite) required Experience with CRM systems beneficial

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Physical Demands
The physical demands and environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • • • No special physical demands are required. General office environment in which this position includes periods of telephone and computer work that may require sitting for periods of time. This position requires a travel level of approximately 50% including overnight stays.

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Contact Information
Please contact KeyStone Search for more information:

KeyStone Search 105 Fifth Avenue South Suite 512 Minneapolis, MN 55401

Mike Frommelt Phone: 612-375-8986 Email: mikef@keystonesearch.com

Marcia Ballinger Phone: 612-375-8895 Email: marciab@keystonesearch.com

KeyStone Search is a prominent Twin Cities executive search firm with a special emphasis on corporate culture fit. KeyStone Search has specialized expertise in the recruitment of general management, sales/marketing, financial, technical/operations, human resources and non-profit executives. www.keystonesearch.com