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Through Global Talent Discovery, Assessment & Connection
The Ropella Group | 850.983.4777 | ropella.com
Opportunity Marketing Piece (OMP)
Skill Survey(for sorting prospects)
Scorecard(for comparing interviewed candidates)
SMART Search System®
(overview)
...........................................................................................................................................................MARKET NICHE:
Vitamins & DietarySupplements
...........................................................................................................................................................POSITION NICHE:
Sales...........................................................................................................................................................JOB TITLE:
Senior Account Manager...........................................................................................................................................................CLIENT:
Vitaquest...........................................................................................................................................................
8100 Opportunity DriveMilton, Florida 32583
850-983-4777ropella.com
Opportunity Marketing PieceSenior Account Manager
LocationHome-based Office
For more information contact:Eric Krause
Vice [email protected]
850-564-2853
ABOUT VITAQUEST
Market Entry
For customers who are new to the nutraceutical and functional foods markets, Vitaquest can help them through the entire process of imagining, creating and launching a product or line of products.
Idea2Market
If the customer has an idea for a hot new product, Vitaquest will help them turn it into a fully realized commercial offering — from formulation to packaging.
Differentiating to Grow
Vitaquest keeps their fingers on the pulse of the markets they serve — studying consumer trends, new ingredients, science and regulations. They offer innovative approaches to invigorate their customers' products.
Strategic Partnering
Vitaquest has global scale manufacturing capability, with quality execution that will meet their customers' strict standards. They help customers expand capacity, reduce costs and move faster into the market.
Vitaquest International is an industry-leading development and commercialization partner
for consumer products featuring a broad array of dosage, delivery and packaging technologies in nutraceutical and functional foods. With over 40 years of history, Vitaquest has the market insight, global reach and scale of operations to support emerging and existing consumer brands from the idea to the store shelf — with flawless execution in every phase.
Vitaquest International is a wholly owned subsidiary of CK Life Sciences Int’l., (Holdings) Inc., listed on the Stock Exchange of Hong Kong. CK Life is a member of CK Hutchison Holdings Limited, a global conglomerate whose operations range from
some of the world’s biggest port operators and retailers, to reliable infrastructure. CK Hutchison reported turnover of approximately USD 58 billion for the year end 2018.
Vitaquest is a leader in the design and development of new, standards-based quality initiatives, implementing them in their facilities well in advance of other organizations. Their people are passionate about product quality and regulatory compliance, with the goal of perfection every time. Vitaquest's team is comprised of resourceful problem solvers — using innovation to turn their customers’ vision into the highest quality, most marketable consumer products.
WWW.VITAQUEST.COM
VITAQUEST QUICK FACTS
1 9 7 7e s t a b l i s h e d
PAT R I C K B RU E G G M A N
c u r r e n t C E O
7 0 0 +e m p l o y e e s
N E W J E R S E Yh e a d q u a r t e r s
COMPANY OVERVIEW
V i t a q u e s t | S e n i o r A c c o u n t M a n a ge r 2 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
VITAQUEST'SCAPABILITIES
Vitaquest's Product Development and manufacturing capabilities can support almost any kind of
project in nutraceuticals and functional foods. They work with their customers from ideation and product formulation to pilot trials to full production — at any scale, from Internet start-ups to CPG giants.
Vitaquest is an early adopter of the latest manufacturing technologies, and they have even engineered custom machinery to make innovative new products when the need is there. Vitaquest continually strives to do what’s never been done before, offering exceptional versatility, flexibility and scalability that is unparalleled in the industry.
• 300,000+ square feet (manufacturing, laboratory, offices)
• Broad product mix capability
• Flexible operational capacity
• Cutting-edge equipment
• Full-service packaging and assembly
• SAP Enterprise System
• Advanced inventory control
• Best-in-class materials handling
• Support for "just in time" systems
DELIVERINGWHAT'S NEXT
Two key values that define Vitaquest's business are innovation and flawless execution. That's why they
say that they 'deliver what's next'. Vitaquest achieves this vision through:
• Unique, effective and marketable formulations.
• Highest-quality manufacturing and eye-catching packaging.
• Value-added customer support.
Today, Vitaquest creates and produces more than 4,000 custom formulas for more than 500 brands in over 40 countries. They have in-house experts experienced in working in all commercial channels.
For Vitaquest, delivering what's next works at every level of their company. Their pursuit of transparency, trust and finished product excellence centers on networks, processes and execution — from the beginning to the end of their work. Vitaquest's commitment to quality isn't just about cGMP and certifications. It permeates every aspect of their business. Their commitment to quality starts with their ingredients, which are sourced globally from qualified and approved vendors. This commitment extends through product formulation, development, manufacturing and testing, all the way to finished products marketed on store shelves or online.
• Retail (Natural/Health Food, FDM)
• Direct-to-Consumer Digital
• Network marketing (MLM/
Practitioner)
• Electronic retail (shopping networks)
• Direct response (infomercial)
• Consumer packaged goods
Dis t r ibu t ion Channe ls
PRODUCT OVERVIEW
V i t a q u e s t | S e n i o r A c c o u n t M a n a ge r 3 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
VITAQUESTPROUD
CORPORATE & SOCIALRESPONSIBILITY
As a company in the health and wellness business, social responsibility is a value at the
heart of Vitaquest's work. They promote this value through their active participation in the Vitamin Angels project. Vitaquest is proud of their two-decade association and support — both operational and financial — of this organization and its work.
Vitamin Angels helps at-risk populations in need — specifically pregnant women, new mothers and children under five — to gain access to life-saving and life-changing vitamins and mineral supplements. Today, the organization is active in 74 countries — including the United States — reaching over 70 million people in need worldwide.
An important aspect of Vitaquest’s mission to enhance health and wellness is their commitment
to environmental sustainability. This commitment starts in their work with ingredient suppliers and continues throughout the product development cycle.
In their manufacturing operations, they continually work to be less wasteful and have taken significant steps to reduce their environmental impact. Today, the majority of Vitaquest's corrugated packaging materials are derived from 100% recycled content, and they recycle their waste materials. They are also proud of their recently launched 418.6 kilowatt (kW) solar energy system at their corporate headquarters in New Jersey.
Vitaquest's employees follow an internal communications plan to encourage productivity and
engagement within the organization. This is known as Vitaquest PROUD.
P is for Passion — an intense enthusiasm for something. Employees should follow their passions and be prepared to work hard without letting anyone limit their dreams.
R is for Responsibility — the opportunity or ability to act independently and make decisions. Everything works when each individual takes responsibility for their job, their objectives, their products, their customers and one another.
O is for Opportunity — a good chance for advancement or progress. Opportunity
does not knock, it presents itself when the door is beaten down. Employees should be proactive, exceed expectations, do whatever it takes to get the job done — and strive to receive the next Vitaquest Award of Excellence.
U is for Unity — to become one or as if one. Teamwork and partnering are essential to Vitaquest's daily work and success. Peers are united to uphold an environment that maintains a culture of excellence focused on safety, quality, compliance and customer satisfaction.
D is for Delivery — to follow through on fundamentals. Vitaquest is a results-driven company. Vitaquest delivers what's next — striving to exceed customer expectations.
CULTURE OVERVIEW
V i t a q u e s t | S e n i o r A c c o u n t M a n a ge r 4 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
PATRICK BRUEGGMANPresident & Chief Executive Officer
MICHAEL YOUNGExecutive Vice President, Sales & Marketing
Patrick "Pat" Brueggman is a business executive and Six Sigma Master Black Belt with extensive global leadership experience.
He is a growth-oriented, customer-centric leader with a proven record of accomplishing exceptional results, including business development, revenue growth, new product development, improved productivity and increased profits. He is able to make difficult assessments and willing to make hard decisions when required to get the job done.
Pat came to Vitaquest from Vantage Specialty Ingredients where he was Senior Vice President & General Manager focused on business turnaround, culture change, strategy development and commercial excellence.
Prior to that, Pat held positions of increasing responsibility for BetzDearborn, GE Water & Process Technology, Hercules and Ashland Specialty Ingredients, including District Manager, Six Sigma Commercial Master Black Belt and Global Industry Director for Food, Personal Care and Pharmaceutical. He earned his B.S. in Chemistry with a minor in Business Administration from the University of Louisville.
Outside of the office, Pat enjoys spending time with his wife and five children. He is also a global traveler and has visited over 45 countries to date.
Michael Young leads the sales and marketing teams at Vitaquest. He has an extensive background in leadership and
global business units in the Personal Care/Cosmetic and Nutrition industries working for Hercules, Ashland and Vantage, to include sales, marketing, innovation, technology and engineering functions combined with an entrepreneurial spirit and energy. Michael has an Engineering Degree from The United States Military Academy, West Point, NY and an MBA from Bethel University.
Michael has been successful at achieving sustainable, double-digit growth by developing
and executing sales/marketing plans focused on increased efficiencies through enhanced business intelligence, developing new products through collaborative innovation, increased employee/customer retention and driving higher revenue/margins.
Michael is a consummate team builder, bringing superior leadership and commercial strategic agility to the Vitaquest organization, which will help to further transform and improve the company's culture to be more cohesive and collaborative.
HIRING TEAM OVERVIEW
V i t a q u e s t | S e n i o r A c c o u n t M a n a ge r 5 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
POSITION OVERVIEW
SENIOR ACCOUNT MANAGERVitaquest
The Senior Account Manager will develop, grow and maintain customers through consultative selling and technical customer support to meet the sales and profit goals for the business, calling at all levels of customer accounts. The Senior Account Manager will also increase sales
through establishing, leveraging and expanding long-lasting relationships at all levels of these accounts to include C-Suite, R&D and Purchasing at organizations in the nutraceutical and supplement industries.
• Drive sales of specialty contract manufacturing related to the nutraceutical and supplement industries.
• Actively retain and grow business with existing customers.
• Identify, target and create selling opportunities with new and existing customers.
• Frequent visits / communication with Sr Managers, R&D and Purchasing departments, both internally and externally.
• Timely reporting of sales activities.
• Nurture relationships with assigned accounts.
• Participate in successful sales and persistent follow-through/follow-up.
• Provide all aspects of technical support to new and existing customers.
• Work closely with the Vitaquest team internally to ensure we are meeting / exceeding customer expectation.
Job Responsibilities
• 5+ years of sales experience into the nutraceutical, supplement, and/or functional food industry.
• Significant experience selling manufacturing services and/or ingredients to an established network in the nutraceutical market.
• Experience working for a contract or toll manufacturing organization is preferred.
• A strong and proven track record of sales success throughout career.
• Entrepreneurial and results-driven; self-motivated; hunter mentality.
• Strong communication skills with the ability to discuss technical subjects to technical and non-technical audiences.
• A relevant bachelor's degree is required (technical degree preferred).
• Ability to travel 40-50%.
Qualifications
V i t a q u e s t | S e n i o r A c c o u n t M a n a ge r 6 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
Consider Us Your Executive Search PartnerLet us remove the delays and frustrations from
hiring hard to reach executives
Interested in taking our partnership to the next level?
We can help you assess and upgrade your executive team with A players.
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8100 Opportunity DriveMilton, Florida 32583
850-983-4777ropella.com
For more information contact:
Eric KrauseVice President
Skill Survey
Senior Account Manager Name: Date:
1. Outline University Degree(s):
(Please provide the Name and the Location of each Institution)
2. Provide an overview of your expertise, including years of experience, selling into the nutraceutical and/or supplements industry. Please highlight any of your experience selling toll and/or contract manufacturing services to these markets.
3. Outline the nutraceutical/supplement customer organizations where you have strong contacts. What job function and level are the majority of your active connections?
4. Of your current base customers, how many customers did you inherit versus acquire on your own?
5. Rate your experience level (low, medium, or high) selling toll/contract manufacturing services for either capsule, tablet, or powder production. On average, What percentage of your sales has come from each product type?
6. Describe your greatest success to date in sales, territory growth and/or market expansion. What do you feel was the key factor in that success?
7. Describe your personal communication and sales style. Do you consider yourself a hunter or a farmer, and why?
8. 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?
9. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.
10. 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?
11. Have you ever applied, either directly or through a third party, for any role with Vitaquest? If so what was the date of your most recent application (month/year)?
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: Vitaquest Hiring Mgr: Mike Young
Position: Senior Account Manager HR Contact: Patrick Brueggman
Salary Range: 120K - 160K plus bonus 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 = Technical Bachelor's degree M = Non-technical Bachelor's degree L = No degree
2. Sales Experience H = 5+ years of experience selling into the nutraceutical and/or supplements industry M = 3-5 years of experience selling into the nutraceutical and/or supplements industry L = Less than 3 years of experience selling into the nutraceutical and/or supplements industry
3. Customer Organization Contacts H = Extensive active relationships at a variety of levels within relevant organizations M = Some active relationships at several levels within relevant organizations L = Few active relationships within relevant organizations
4. Inherited vs Acquired Customers H = Acquired 75%+ of current customer base M = Acquired 50-75% of current customer base L = Acquired >50% of current customer base
5. Experience Levels H = High level of experience with two of the given areas, AND at least medium experience with the third M = High level of experience in one of the given areas AND medium experience in at least one of the other areas / OR medium experience in all three areas L = Does not have a high level of experience in any of the given areas AND has a low level of experience in at least one of the given areas
6. Greatest Success H = Answer describes a significant sales increase with key factors in that success delineated M = General answer indicating some previous success in sales, territory growth and/or market expansion L = Answer does not indicate previous success in sales, territory growth and/or market expansion
7. Sales Style H = Strong hunter mentality; excels at driving new business growth M = Farmer mentality; prefers to focus on growth within existing customer bases L = Answer does not indicate a well-developed sales communication style
8. Travel H = Road Warrior - open to travel at 50% or greater M = Prefers 30-50% travel L = Requires less than 30% travel
9. Non-Compete H = No relevant non-compete or non-disclosure in place M = Has a peripheral non-compete or non-disclosure in place - could limit some activities L = Has a strong relevant non-compete or limiting non-disclosure
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 9 grades =
Avg. Grade:
Connect with us to put our people and process to pro�table use today! 850.983.4777
1 ALIGNING EXPECTATIONSRopella aligns expectations with everyone on the hiring team to ensure we’re partnering e�ciently and e�ectively. We’ve created a 3-step launch approach. Through a comprehensive Intake Interview, we 1) Discuss the hiring process, 2) Evaluate the research needed, and3) Review the overall search strategy to ensure we are all on the same page.
SEARCH PREP QUESTIONNAIREAt the beginning of each search, we conduct a comprehensive Intake Interview with the hiring team to ensure Ropella fully understands the most e�ective way to present your opportunity. This includes questions about cultural dynamics, management style and the MUST HAVES for each search. We’ll also evaluate your position description, looking for potential improvements. We then identify the preferred companies and best titles to target to be sure we are focusing on the most e�ective recruiting paths.
OPPORTUNITY MARKETING PIECE Once we understand your search, our team designs an Opportunity Marketing Piece, custom created for your speci�c opportunity, used to attract the best passive candidates. This piece is a comprehensive 6 to 12-page pitch book, �lled with what’s exciting about your organization your products and their markets, as well as a description of your culture and even yourmanagement style. It also includes your position description and a thorough overview ofthe location where the position is based.
SKILLS SURVEYWe create a custom skills and experiences application based on the MUST HAVES for your opportunity. This helps us identify and select for submission the most quali�ed A and B candidates that meet all your parameters. The C candidates are set aside.
SCORECARDWe thoughtfully score all candidates as we move through the screening and interview process. In order to help you make the right hire, we assess based on skills and experience, cultural dynamics, management style, compensation and relocation �t.
PERFORMANCE STANDARDS ASSESSMENT We can dive deep and assess past performance as well as corporate and team cultural �t with a variety of personality, communications and leadership style pro�ling tools. We also o�er pre-hire, function speci�c assessment tools, as well as on the job testing exercises.
STAGE 1 | SMART STRATEGY & LAUNCH
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The SMART Search System® has revolutionized hiring in the same way Six Sigma revolutionized manufacturing. We've invested more than 30 years researching best practices, developing our own tools and continuously improving our SMART Search System® . We provide our clients precise and predictable hiring results unparalleled in the search industry.
“LIKE SIX SIGMA FOR EXECUTIVE SEARCH”
®
Through Global Talent Discovery, Assessment & Connection
Real. Expert. Advice. With over 30 years of recognized search experience, Patrick Ropella knows how to �nd and recruit the right talent.
Patrick, Thank you for all that you and Ropella do for Dow. The processes and systems you have applied (from The Right Hire) while working with Dow have proved very valuable over many years of service.
Andrew Liveris, Chairman and CEO, Dow Chemical
Patrick Ropella's current book, The Right Hire, gives us proven principles and focused strategies to identify, attract, motivate and measure talent in any �eld. If you need relief fast, read and put into practice what's in this book.
Gerry Roche, Sr. Chairman, Heidrick & Struggles
®
RECRUITINGWe run comprehensive recruiting campaigns to source, target and recruit the right candidates. We then submit the best candidates and schedule interviews as we help cultivate relationships between our clients and candidates.
INTERVIEWSWhile you’re interviewing and evaluating your �rst slate of candidates, Ropella continues to recruit, building an additional slate of optional candidates, so we don’t lose momentum and experience unnecessary time delays. We also use SPARK HIRE video interviews to improve assessment.
CANDIDATE INTERVIEW DEBRIEFAfter each interview, we debrief with each candidate to ensure the opportunity continues to be the right �t for their career.
HIRING TEAM DEBRIEF After each interview, we debrief with the hiring team to discuss each candidate as we continue to move through the interview and �nal selection stages.
REFERENCES & BACKGROUND CHECKS We o�er a variety of reference checking options. CHECKSTER is a unique and highly productive web-based tool we prefer to use on most searches.
COMPENSATION BENEFITS & RELOCATION ASSESSMENT Our proprietary Compensation Comparison Calculator merges the variety of complex compensation factors into one document. This allows for easy comparison of current and competing o�ers, to ensure you don't lose the perfect candidate to any competitor.
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STAGE 2 | SMART RECRUITING & INTERVIEWING
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STAGE 3 | SMART HIRING & ONBOARDING
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Compensation Calculator
Offer Recommendation OverviewOffer Recommendation OverviewThis chart compares Offer A (outlined on the next page) to the candidate's current compensation package.
Green indicates areas in which the offer would improve the candidate's position.
Red indicates areas in which the offer does not meet the candidate's current compensation package.
Blue indicates areas in which the offer and the candidate's current compensation package are the same.
Annual Base Salary +12%
Bonus +100%
401K Equal Equal
Medical Insurance (Out-of-Pocket)
+157%
Paid Time Off Equal Equal
�Candidates Current Compensation & Benefits
Offer & AcceptanceOffer & AcceptanceStrategyStrategy
SalarySalaryScenariosScenarios DetailsDetails
A) Salary negotiator can accepton candidate's behalf
$145,000 MacDermid offers a base of $145,000 and 4 weeks of vacation. An offersalary of $145,000 equates to a 12.5% increase over Steve's current salary.A package at this level would get an immediate acceptance from Steve, andwe can go ahead and set a start date.
B) Salary that would still beconsidered viable
$140,000 MacDermid offers a salary of $140,000 and 4 weeks of vacation. An offersalary of $140,000 equates to a 8.5% increase over Steve's current salary. Apackage at this level would still be attractive to Steve, and still showsMacDermid's commitment.
C) Salary candidate will likely walkaway from
$135,000 MacDermid offers an absolute minimum salary of $135,000 and 4 weeks ofvacation. An offer salary of $135,000 equates to a 4.5% increase overSteve's current salary. A package like this would have Steve askingquestions about MacDermid's interest in him.
Notes About Offer RecommendationNotes About Offer Recommendation
Cost of Living
The Ropella Group | 850.983.4777 | ropella.com
