Business Unit Manager – Vegetable Market (ON & Midwest U.S.)

The Business Unit Manager will take ownership of business development, sales, and operations across the newly established Vegetable Market Business Unit, with a focus on the US market.  As a senior leader for the business, s/he will be a key member of the leadership team, supporting and managing the following:business unit manager

  1. Creating a meticulous and rapidly operative business development and market strategy
  2. Developing and executing a full-scope strategic sales plan poised to increase top-line revenue growth and profit margin. Build and deploy an exceptional team capable of creating innovative customer facing solutions and achieving high-yield business plan milestones and growth initiatives.
  3. Instituting a culture of full-scope innovation, highlighting best practices in product, engineering and business transformation.
  4. Establishing and cultivating deep, trusting customer relationships. Proactively target leading prospects and nurture long-standing partnerships.
  5. Partnering continually within the broader North American Vegetable Market team to share best practices, and leverage the full range of available, progressive marketing, sales, and business development tools.
  6. Driving Business Unit profitability, with an intense focus on P&L responsibility, budgeting, forecasting, project management efficiency, and cash flow management.

Major Responsibilities

Customer Engagement and Market Strategy

  • Develop key relationships in the marketplace understanding the value chain with a focus on meeting increasing market demand for safe, quality produce.
  • Prioritize and influence customer experience across all touch-points
  • Formulates a unique, market-driven Long-Range Plan (LRP), prioritizing target market and value chain positioning utilizing core competencies
  • Delivers a meticulous, data-driven, multi-year sales and profit plan to meet and, ideally, surpass business unit targets and customer needs.
  • Plots a holistic customer growth and retention strategy to establish and grow market share and profit share within the North American Vegetable Market.
  • Drive organizational alignment to meet the requirements of key customer groups/segments with products, services, solutions, and content messaging.
  • Effectively leverages multi-channel marketing initiatives.
  • Anticipates and supports mid- and long-term inorganic (M&A) expansion.


Fostering Collaborative Business Relationships

  • Act as a strategic partner with peer Group Business Unit Managers
  • Actively participate on leadership teams. Engage and partner with other Business Unit Managers as well as functional services.
  • Seeks out and leverages mutually beneficial relationships with all business unit leadership.
  • Forges trusting partnerships with external suppliers, partners, and influencers.

Group Profitability and Operations

  • Accountable for Group Profit and Loss Performance within business unit. Expected to drive results and growth while maintaining margin and profit contributions against goals.
  • Measure, analyze, and generate insight into market strategy performance against plan as it relates to maximizing profit margin on revenue YoY and quarter over quarter.
  • Lead the development and integration of Business Systems Tools into daily operations
  • Leads and navigates complex contract negotiations. Proactively partner with marketing teams to ensure full understanding/ disclosure of prospective agreements.
  • Provide leadership and oversight responsibility of Business Unit functions, including Sales, Estimating, Design, Engineering, Research & Development, Supply Chain and Administration. Effectively leverage the expertise of inter-divisional business unit leaders’ expertise to meet and exceed strategic milestones.
  • Successfully manage all financial reporting activities (eg budgeting and forecasting).
  • Manage the development of project budgets, schedules, work plans, resource requirements, cost estimates, site safety, and sales volumes.

Business Unit Innovation and Transformation

  • Build industry professional and technical knowledge; leverage relationships and networks; benchmark industry best practices; attend trade shows and events
  • Partner with leading companies across the industry.
  • Partner with University programs to drive innovation and industry leadership.
  • Support and influence the development and inclusion of customer research and design thinking in every stage of new product development. Link data analytics, branding, and consistent messaging into the Group value proposition and customer centricity.
  • Advances ongoing evaluation of budding technologies, production trends, and growth markets. Inspires a culture of continual product innovation and discovery.
  • Identifies workflow obstacles, and develops strategies to eliminate or mitigate risk.
  • Supports and influences the development and inclusion of customer research and novel design philosophy throughout the new product development life cycle.
  • Introduces regimented tactical and strategic planning practices.
  • Understand and participate in robust business systems

Talent Development and Leadership

  • Proactively facilitate and advocate Leadership Development and Talent Management activities through programs, policies, mentorship, and leading through example.
  • Support the development of Workforce Analyses. Apply findings to build talent capabilities within the workforce to meet strategic goals.
  • Firmly instill the values, mission, and culture of the company. Operate with the highest degree of ethical and personal standards. Maintain strong employee engagement.
  • Effectively manage direct reports and broader staff to ensure proper staffing to meet team goals on a short- and long-term basis.
  • Lead with courage. Conduct performance coaching and/or feedback sessions and a formal performance review annually; take appropriate corrective action when necessary.
  • Align Group Goals and performance metrics to support achievement of business objectives; monitor performance and work with team members to optimize results.
  • Continually evaluate the performance of the Business Unit, and build alignment with business colleagues to identify and implement development opportunity and organizational changes that will increase effectiveness.
  • Identify and develop top talent within the organization as future leaders. Integrate new talent into the business segments as appropriate.

Candidate Specification: Key Selection Criteria

Ideal Experience

  • At least 10 years’ experience in Sales, Business Development, Marketing, and/or General Management, with an ideal blend of experience in market development, channel growth, integration of companies, and a record of progressive management responsibilities. At least 5 years’ experience leading successful sales/business development teams.
  • Bachelor’s degree in Business, Marketing, Engineering, or related field required. MBA from a top tier University strongly preferred.
  • A proven hands-on leader with the ability to drive sales strategy execution, foster outstanding customer relationships, and lead market expansion. Strong history of top-line revenue growth.
  • Proof of driven quantifiable growth or success outcomes at a business unit or facility level. Exposure to market-leading innovators and progressive operating environments. Passion for innovation and ingenuity.
  • Demonstrated success in achieving progressive sales targets in retail, digital e-commerce, distributor, and/or business-to-business channels.
  • Innate ability to leverage sophisticated analytics and data to identify key sales growth opportunities and measure success.
  • Ability to travel on an as needed basis with an average travel expectation of ~30%.


If you would like to learn more about our Business Unit Manager job, or any M&F Talent horticulture career, please contact us at

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