Director of ThinkPlants

Express Seed Company was founded in 1982 as a full-service brokerage and supply chain manager that imports, processes, and distributes seeds, plugs, cuttings, liners, and more. From vendor to customer, our goal is to provide excellent service, solve problems, and help our customers be more profitable. Express Seed Company works primarily with medium to large-sized greenhouse growers, but also with contract growers, independent garden centers, and landscapers. Express Seed Company employs over 100 people in customer service, vendor relations, marketing, sales, logistics, and finance to serve thousands of customers.

POSITION OVERVIEW:

The Director of ThinkPlants will oversee the perennial and shrub product lines for Express Seed Company. The ideal candidate for the role will bring strategic thinking, technical expertise, and a passion for horticulture. You will work closely with our strategic partners, sales team, and customers to shape product strategies, drive sales, and foster relationships that support the company's continued growth. Your role will be responsible for the creation, planning and execution of the ThinkPlants 5-year strategic plan and will be pivotal in maintaining our leadership position by introducing innovative products and solutions to the market.  This position will also be included in the Express Seed Leadership Team and will manage the ThinkPlants team.

JOB DUTIES:

Strategic Partner Relationship Management

• Cultivate and strengthen relationships with key partners in the horticulture industry, ensuring alignment with company goals
• Coordinate with strategic partners on product selection, inventory planning, and pricing strategies to optimize business outcomes

New Product Development

• Lead negotiations for new products, securing favorable terms in pricing, delivery, product launch partnerships, advantages, or exclusivity for the ThinkPlants portfolio
• Collaborate with the sales and marketing teams to ensure new products meet market demands and customer expectations

Sales Trend Reporting & Analysis

• Analyze sales data to identify trends and provide actionable insights into sales strategies
• Report regularly on sales performance and product profitability, offering recommendations to improve outcomes
• Maintain master data integrity in the ERP system to ensure accurate reporting
• Organize and lead quarterly ThinkPlants Board meetings

Portfolio Product Strategy

• Develop and execute a comprehensive product strategy for the perennial and shrub portfolio, including assortment planning and margin analysis and management
• Stay informed on market and industry trends to adapt the product lineup for maximum customer satisfaction
• Develop a network of trusted contacts to keep our team on the leading edge of trends and innovative product solutions

Product Education for the Sales Team

• Work with strategic partners to develop and implement training programs to enhance the sales team’s knowledge of product offerings and selling strategies
• Work with the Sales leadership to align education efforts with broader company goals and product objectives
• Travel with the sales team to support product launches, trial programs, and business development goals

Marketing Support for New Products

• Collaborate with marketing to promote new products to the sales team and customers
• Assist in developing product positioning, marketing materials, and presentations that clearly communicate product benefits
• Attend trade shows and industry events to meet team goals

Financial

• Increase top line sales of perennial and shrub products, assuming full accountability for sales of these products, including targeted account identification, sales, and promotion and go to market strategies
• Create a detailed annual marketing plan and budget for ThinkPlants, including sales goals and needed expenses, and focus on the execution and delivery of the annual budget. The marketing plan will involve alignment of all marketing collateral, advertising, promotions, and communication to ensure a consistent look and feel
• Seek to align breeder and supplier partners to the 5-year plan and will negotiate and maximize the contribution of each with a goal of covering all costs necessary for ThinkPlants
• All other duties as assigned

QUALIFICATIONS AND EDUCATION REQUIREMENTS:  

• Bachelor’s degree in business, horticulture, or related field or relevant experience
• 7-9+ years of experience in the horticulture industry focusing on sales management, product marketing, business development, and new product introductions
• Previous experience in sales
• Working knowledge of both perennials and shrubs
• Ability to travel often (25-50%) and attend important industry events, both domestically and internationally
• Strong ability to negotiate contracts, manage vendor relationships, and optimize supply chains
• A strategic thinker with a deep understanding of market trends in horticulture
• Excellent communication and presentation skills, with experience educating sales teams and customers on product features
• Expertise in business analytics and trend reporting, budgeting, and forecasting to support financial and strategic planning
• Proficiency with CRM systems and Microsoft Office Suite for data management, reporting, and communication
• Leadership by collaboration, listening and learning from others while sharing own experiences
• Transparent and open to all ideas
• Building together, with people on your team as well as colleagues and partners

PHYSICAL ENVIRONMENT & REQUIREMENTS:

• Climate controlled office or home office environment
• Continuously requires vision, hearing, twisting, and talking
• Frequently requires sitting, standing, fine dexterity, and handling
• Occasionally requires walking, climbing stairs, lifting (up to 20lbs), carrying, reaching, kneeling, pushing/pulling, bending, and crouching
• Rarely requires climbing