Fair Trade USA, a four-time winner of Fast Company Magazine’s Social Capitalist award, is an internationally renowned social enterprise that promotes sustainable development and corporate social responsibility. Founded in 1998, FTUSA is the leading independent third-party certifier of Fair Trade products in the United States. Its unique market-based model for sustainability links millions of farming families in the developing world to leading U.S. and global companies through more direct, equitable trading partnerships. Fair Trade empowers working and farming families to improve their living standards while protecting the environment. At the same time, it strengthens global supply chains and makes sustainability a driver of profitability for the business community. To date, FTUSA has channeled over $400 million in additional income to hardworking farmers and workers around the world.
To learn more about Fair Trade USA, please visit their website here.
How It Works
Fair Trade USA takes pride in having developed strong partnerships with over 1,200 U.S. and global companies – from importers and exporters to brands and retailers of coffee, tea, chocolate, sugar, fresh produce, fish, apparel, home goods, and dozens of other product categories. Its unique, “shared value” model ensures that farmers and workers in the global supply chain achieve better working conditions, incomes and living standards. At the same time, Fair Trade enables brands and retailers to develop stronger supply chains, reputations, and consumer loyalty. Today, 59% of U.S. shoppers recognize the Fair Trade Certified™ label and 20% are buying Fair Trade products. The rapid growth of the Fair Trade market over the last 17 years suggests that a more enlightened model of conscious capitalism is emerging – enabling people, planet, and profit to thrive together.
Fair Trade USA is investing significant capital in its global expansion and is well positioned for its next phase of growth, impacting the lives of millions of families. It seeks an outstanding business development leader to join the C-suite and help lead the organization’s extraordinary journey.
Reporting to the President & CEO, and a member of senior management, the newly established Chief Revenue Officer (CRO) is charged with driving the organization’s ambitious plans to scale by overseeing the creation and execution of all business development, sales and marketing strategies and programs. The CRO will lead a talented group of five category leaders (Coffee, Consumer Packaged Goods, Produce & Floral, Apparel & Home Goods, and Fisheries) as well as the Marketing & Communications team.
The Chief Revenue Officer is ultimately responsible for growing the market of Fair Trade Certified™ products in the U.S. and beyond, driving both revenue for FTUSA and impact for producers around the world. The CRO must lead the achievement of ambitious business development and sales targets within the context of a 5-year strategic growth plan launched in 2016. The CRO has the advantages of working with an energetic and visionary CEO, an ambitious, entrepreneurial team, and one of the best-known brands in the world of sustainable products.
Working in close collaboration with the category leaders and the Vice President of Marketing, the CRO’s key priorities include:
- Lead the creation and implementation of long-term business development strategies for each product category, including annual operating plans, budgets, and revenue forecasts.
- Work with category leaders to implement stronger sales management processes to meet growth targets with greater efficiency, scalability, and profitability.
- Support category heads in recruiting, developing, mentoring, and leading strong teams.
- Support key account management and cultivate strategic account relationships.
- Evaluate market opportunities for product expansion and direct new product initiatives.
- Develop consumer and trade marketing strategies to raise consumer awareness and drive sales in collaboration with industry partners.
- Join the Senior Management Team and work closely with other organizational leaders to develop FTUSA’s strategies, policies, and key initiatives.
The Ideal Candidate
Fair Trade USA is seeking an outstanding, accomplished business development and marketing leader who can help significantly grow the organization’s revenue and impact over the next 3 to 5 years. The ideal candidate will have a proven track record in leading business development, sales, and marketing teams, and will have deep experience implementing successful growth strategies in organizations that are looking to aggressively scale. This includes having stellar negotiation and deal-making skills, as well as exceptional communication and interpersonal skills. As a mission-driven organization, FTUSA seeks candidates from the private sector who are passionate about its mission and inspired to apply their business skills to an organization that creates profound, measurable impact for farming and working families around the world.
The CRO will be a natural relationship builder, coach, and mentor for staff. This position will lead a dedicated, knowledgeable, and hardworking team. As such, the CRO must have outstanding people management and facilitation skills, including the ability to identify talent and support professional development opportunities.
Fair Trade USA is a fast-paced, dynamic environment driven by a passion for doing good in the world. It values integrity, innovation, idealism, and impact. The CRO must thrive in this highly entrepreneurial and results-focused setting and bring the analytical strength to help the organization prioritize opportunities and execute successfully.
The CRO will be joining Fair Trade USA at one of the most pivotal moments since its founding. Not only has the organization been on a tremendous growth trajectory, but now with the injection of new capital and an expanding consumer base, the CRO role is a legacy-building opportunity for an accomplished market builder who is inspired to take FTUSA to the next level. The successful candidate will have a deep-rooted sense of collaboration and will be excited by the complexity and potential that comes with leading an entrepreneurial team across multiple product categories. At the same time, the CRO will be excited by the opportunity to build and directly manage a portfolio of key accounts and relationships at the highest levels with many of the world’s leading brands and retailers.
Candidates must have a minimum of fifteen years of progressively responsible leadership experience with a track record of success in growing sales, market share, and revenue. Food, beverage, or CPG industry experience selling to brands and/or retail is preferred. Experience selling socially responsible and sustainable brands is highly desirable.
An MBA or equivalent degree is preferred. The position is based in Oakland, California and requires domestic and international travel.