ppe boe #fwfsbhf *ohsfejfout 4bmft #vtjoftt …...of fine chemical products in the world, hubei...
TRANSCRIPT
CASE STUDY:........................................................................................................................................................... MARKET NICHE
Food and Beverage
Ingredients........................................................................................................................................................... POSITION NICHE
Sales
........................................................................................................................................................... JOB TITLE
Business Development
Manager ........................................................................................................................................................... CLIENT
Xingfa USA
...........................................................................................................................................................
COMPANY
Xingfa USA CorporationPOSITION
Business Development Manager, Food & BeverageLOCATION
Chicago, IL
Xingfa HQInspiring Innovation
For more information contact:
Eric Krause
Client Manager
Ropella
850-564-2853
ROPELLAG R O W I N G G R E A T C O M P A N I E S
TM
8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 2
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Hubei Xingfa Chemicals Group Co., LtdHubei Xingfa Chemicals Group Co., Ltd. (XINGFA) is a global company whose focus is developing, producing and marketing a series of phosphorus chemicals and fine chemicals. Established in 1984, XINGFA has 9,300 employees supporting $3 billion plus revenue over more than 110 countries with an asset base of $4.3 billion. Through 20 years of hard work and development, XINGFA is now regarded as the largest Chinese manufacturer of fine phosphates.
XINGFA’s product applications cover areas of paper manufacturing, water treatment, adhesives, flame retardants, chemical plating, detergents, and drug delivery .
Some of the markets XINGFA serves, but are not limited to:
• Food & Beverage
• Agriculture
• Oil & Gas
Global Business
XINGFA has established a large number of subsidiary companies and branches in North America, South America, Europe, Southeast Asia, East China, South China and Central China. Their localization strategy has allowed access to a unique and diversified global marketing network encompassing more than 110 countries and regions throughout Asia, Europe, the Americas, and Africa.
Company Information
More Information:
www.xingfagroup.com
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 3
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Xingfa USA CorporationXingfa USA Corporation is 100% owned by one of the largest producers of fine chemical products in the world, Hubei Xingfa Chemicals Group Co. Ltd, based in Yichang, China. Xingfa USA was established as an American corporation in 2009 and currently operates from offices conveniently located in the Chicago area.
Xingfa USA Corporation’s unique ability to supply top quality products directly from their parent company, coupled with a strong commitment to providing the best service to their clients, creates fulfilling and lasting business relationships.
The world leader in the fine phosphorus chemical industry
Xingfa USA Corporation is dedicated to quality of service and the distribution of fine phosphate chemicals. With a focus on the food additive, metal finishing, and petroleum industries as well as offering technical and pharmaceutical grade chemicals, they are able to actively address each one of their customers and business partner’s needs in a wide variety of applications and industries.
Products
Hubei Xingfa is the largest phosphates production base in central China. They offer technical grade, food grade, toothpaste grade, and feed grade products.
• Technical Grade Phosphates
• Intermediates
• Flame Retardants
• Herbicides
• Tooth Paste Addititives
• Food Grade Phosphates
• Feed Grade Phosphates
Company Information
More Information:
www.xingfausa.com
Click to learn more about Xingfa USA Corporation
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 4
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Bryan Kitchen, President at Xingfa USABryan Kitchen is the President at Xingfa USA and is a seasoned executive level management professional with 15 years in the chemical industry. He has international experience working domestic and abroad, leading multinational business strategies and initiatives in business operations from agrosciences to plastics to microbial control.
Bryan began his career as a Supply Chain Specialist at Dow Agrosciences where he steadily progressed to the VP of Business Operations at Dow Microbial Control. He later moved on to ANGUS Chemical Company as VP of Business Operations, with commercial responsibilities in China and Latin America, before coming onboard to Xingfa USA.
Bryan holds a Bachelor’s degree in Business Management from Anderson University (Indiana) and is a certified Six Sigma Black Belt.
Hiring Team
Bryan Kitchen
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 5
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Business Development Manager, Food & Beverage Role
Reporting to the President, the Business Development Manager will be the chief sales and marketing professional responsible for driving sustain-able, profitable growth for Xingfa USA’s Food & Beverage segment. The successful candidate will manage end-user sales and will ultimately be re-sponsible for managing channel partners, marketing for Food & Beverage Products, developing sales strategy over time, leading strategic initiatives, and creating business models to aggressively grow market share.
The Business Development Manager role is ideal for an individual that has a unique ability to operate both strategically and tactically. This individual will be at the core of strategy development for the Food & Beverage mar-ket, the implementation of the strategy and the resultant impact.
Responsibilities
� Call on manufacturers in the US food phosphate industry. Manage existing business as well as cultivate new customers and develop untapped areas within the market.
� Build long term partnerships with key technical, purchasing and management personnel within existing clientele and create new relationships.
� Dedicate a large percentage of working time traveling within the continental USA, visiting with customers, making sales calls, cold calls, presentations, etc. with non-travel days spent working from Xingfa USA offices located in the greater Chicago area.
� Assess the competition in the region and report the activity to the management team.
� Forecast sales and make appropriate budgets. Meet and exceed sales and profit goals as assigned.
� Effectively communicate with a variety of customers – internal as well as external. Manage multiple projects at the same time. Take a high percentage of projects to successful completion.
� Develop and articulate a SWOT analysis on phosphates, phosphate blends and alternative technology in the Food & Beverage market.
Position Information
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 6
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Qualifications
� 5+ years’ experience selling into the food and beverage industry, especially with phosphate derivatives.
� Existing network of strong relationships with Food & Beverage industry companies and knowledge of the current competitive landscape.
� A strong understanding of the channel partners serving the Food & Beverage market in North America.
� A recognition and appreciation for the value of phosphate derivatives in customer end use products.
� An entrepreneurial mindset and a proven self-starter with high energy.
� A bachelor’s degree is required.
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 7
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Location InformationChicago, IL Chicago is located in northeastern Illinois at the southwestern tip of Lake Michigan. Chicago’s history and economy are closely tied to its proximity to Lake Michigan, which moderates Chicago’s climate. The outcome of the Great Chicago Fire led to the largest building boom in the history of the nation and ultimately the skyscraper era. Today, Chicago’s skyline is among the world’s tallest and most dense. Chicago has one of the largest gross metropolitan products in the nation and has been rated as having the most balanced economy in the United States. Chicago was named 4th most important business center in the world in the MasterCard Worldwide Centers of Commerce Index.
Chicago boasts over 600 public elementary and high schools citywide, including several selective-admission magnet schools. The school district ranks as 3rd largest in the U.S. Chicago also has a large network of private schools primarily administered by various religious denominations. Chicago is also home of the prestigious Chicago Academy for the Arts, an arts high school heralded as the best in the country.
Chicago was named the Best Sports City in the United States by Sporting News in 1993, 2006, and 2010. The city is home to many teams who need no introduction, such as the Chicago Cubs, Chicago White Sox, Chicago Bears, Chicago Bulls, Chicago Fire, and Chicago Blackhawks. The Chicago Marathon has been held since 1977. In 1994, the United States hosted a successful FIFA World Cup at Soldier Field on Chicago’s downtown lakefront. Chicago has also hosted major wrestling matches, including WrestleMania 22, and pay-per-view events.
When Chicago incorporated in 1837, it chose the motto “Urbs in Horto,” a Latin phrase meaning a “City in a Garden”. Today the Chicago Park District consists of 552 parks with over 7,300 acres of municipal parkland as well as 33 sand beaches along Lake Michigan, 16 historic lagoons and 10 bird and wildlife gardens. Nine lakefront parks render the Chicago Park District the nation’s largest municipal harbor system.
Any shopping adventure in Chicago should begin with the granddaddy of all Chicago retail: The Magnificent Mile. This cosmopolitan, history-packed section of Michigan Avenue teems with shopping, dining, and entertainment treasures that make any vacation unforgettable. Chicago’s shopping destinations also extend throughout the city. Chicago’s Loop has been a shopper’s paradise for more than a century and is anchored by State Street, where residents can stroll through the legendary Macy’s on State Street.
Chicago
Chicago Bulls
Lincoln Park
The Magnificent Mile
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 8
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Chicago’s theatre community spawned modern improvisational theatre. Renowned Chicago theater companies include the Steppenwolf Theatre Company, the Goodman Theatre, and the Victory Gardens Theater. Chicago offers Broadway-style entertainment at theaters such as Ford Center for the Performing Arts Oriental Theatre, Bank of America Theatre, and more. Classical music offerings include the Chicago Symphony Orchestra, recognized as one of the finest orchestras in the world. Also performing regularly at Symphony Center is the Chicago Sinfonietta, a more diverse and multicultural counterpart to the CSO. In the summer, many outdoor concerts are given in Grant Park and Millennium Park.
Chicago cuisine lays claim to a large number of regional specialties. Included among these are its nationally-renowned Chicago-style hot dog and the deep-dish pizza. Although locally, the Chicago-style thin crust is also popular. There are two distinctly Chicago sandwiches, the Italian beef sandwich, and the Maxwell Street Polish. Portillo’s is one of the most dominant chains among local-cuisine restaurants. The grand tour of Chicago cuisine culminates annually in Grant Park at the Taste of Chicago, the largest food festival in the world. Chicago has developed into one of the world’s premiere restaurant cities.
The Chicago Theatre
Sixteen Dining Room
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 9
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
Location LinksGeneral Area LinksCity of Chicago https://www.cityofchicago.org/
ShoppingThe Magnificent Mile https://www.themagnificentmile.com
Water Tower Place https://www.shopwatertower.com/
The Shops at North Bridge http://www.theshopsatnorthbridge.com/
Arts & EntertainmentChoose Chicago http://www.choosechicago.com/
Expedia - Things to Do https://thingstodo.expedia.com/chicago-illinois-activities/
Chicago Theatre http://www.thechicagotheatre.com/
EducationChicago Public Schools http://cps.edu/
City Colleges of Chicago http://www.ccc.edu/
The University of Chicago http://www.uchicago.edu/
The University of Illionois http://www.uic.edu/
SportsChicago White Sox http://chicago.whitesox.mlb.com/
Chicago Bulls http://www.nba.com/bulls/
NewsChicago Tribune http://www.chicagotribune.com/
Chicago News http://www.nbcchicago.com/
Real EstateZillow - Chicago, IL http://www.zillow.com/chicago-il/
Chicago, IL
Xingfa USA CorporationBusiness Development Manager, Food & Beverage 10
Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com
If you have open positions in your organization, give us a call and put our people and our process
to work for you.
ROPELLAG R O W I N G G R E A T C O M P A N I E S
TM
8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com
For more information contact:
Eric Krause
Client Manager
Ropella
850-564-2853
Skill Survey Business Development Manager
Name: Date:
1. Outline University Degree(s): (Please provide the Name, the Location, and the Phone Number of each Institution)
2. Describe your expertise, including years' experience, in sales and/or business development roles focused on the food and beverage marketplace. Highlight any experience with phosphate derivatives and specific relevant customers.
3. Describe your greatest success to date in sales or territory growth and expansion. What do you feel was the key factor in that success?
4. Give an overview of your experience gathering market and competitive intelligence, completing SWOT analyses and creating strategies to grow key segments.
5. What is your philosophy on channel partners? How do you value channel partners? Describe a channel relationship that you have seen work extremely well. Why did it work well? What role did you have in that partnership?
6. What is your comfort level with travel? Do you have a maximum % level of travel or # of days/weeks away from home that you could sustain?
7. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.
8. If asked one of the following questions during an interview, how would you answer? Why are you considering this opportunity? (or) What motivated you to consider a job change at this time?
Relocation Acknowledgement As evidenced by my initials below, I acknowledge the requirement to relocate to the Chicago, Illinois area for the specific opportunity with Xingfa USA and am willing to do so if hired. I fully understand that this acknowledgment is a requirement for the interview process and states that I have already spoken with any necessary parties (i.e. spouse, significant other, children, parents, etc.) who may directly be impacted by my final decision to relocate.
Initials
References Please provide three to six references. The first priority is current and/or past supervisors, then employees, then peers, then customers (where appropriate).
Example: Bob Smith, currently - Business Director at ABC Corporation 412-123-4567, Email: [email protected]. Was Business Director, my direct supervisor, while I was a Manager at ABC Corporation.
We will NOT contact any references until after completing the
interview process and not without notifying you first.
1) 2) 3)
4) 5) 6)
Our Candidate Comparison Score Card is to be completed on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably Low level (in a superficial overview) in comparison to others you set those aside now and just score the rest. The Score Card will help you objectively weigh all the Must
Haves and even the preferences in such a way that at the end of using the Score Card process you can be pretty sure who the High plus candidates are, who the High
candidates are, and who the Medium candidates are. Then we focus on scheduling for the High Potentials.
Candidate Comparison-Scorecard Grader's Name:
Candidate Name: Grade:
Client Name: Xingfa USA Hiring Mgr: Bryan Kitchen
Position: Business Development Manager HR Contact:
Salary Range: 125K - 150K Candidate Base: Bonus:
Communications: L = Heavy Accent - Hard to Understand M = Accent - Understandable H = No Accent
- Easy to Understand Comment:
Attribute H/M/L Comment 1. Education H = Bachelor's Degree M = Some college completed L = NA
2. Sales and Business Development Experience H = 5 - 15 years' experience in food/Beverage ingredients with direct experience with phosphate derivatives with relevant customers M = 5 - 15 years' experience in food/Beverage ingredients with some exposure to phosphate derivatives with relevant customers L = More or less experience than above or 5 - 15 years' experience in food and beverage sales but no phosphate exposure or experience
3. Driving and growing sales H = A specific achievement is noted in this question with a significant growth in territory (added new customers in unreached region M = Broad answer indicating success in this area L = Answer does not demonstrate the ability to drive sales and or expand market
4. Strategy and Competitive Intelligence H = Gathering competitive intelligence, creating swot analyses and strategies is a significant responsibility in current role M = Has done this in the past L = Limited experience with Competitive Intelligence and strategy development
5. Channel Partners H = Answer indicates strong positive interactions with Channel Partners M = Broad answer that indicates successful relationships with Channel Partners L = Answer does not indicate success in working with Channel Partners
6. Travel H = Road Warrior - open to extensive travel greater than 60% M = Will travel up to 50% but prefers less L = Not applicable
7. Non-Compete H = No applicable Non-compete or NDA M = Peripheral Non-Compete or NDA that may limit ability to work for this employer L = Relevant non-compete or NDA which if successfully enforced would highly limit the ability of the candidate to be successful in t
Grading Point System: H’s = 4 M’s = 3 L’s = 2 Bonus Points = .5
Now add up the numerical value of each grade and then divide by the total number of grades
Total Points:
Divided by 7 grades =
Avg. Grade: