James Gray on sales
From Does your sales team know where the company's profit dollars are? | Jim Gray, CFO Ingredion · · CFO THOUGHT LEADER
“I like to tie net sales and gross profit growth together, and in particular in our business when I'm looking at gross profit growth, you need to separate the average because you have some products that are lower price per ton and lower margin, and other products that are much higher sales price per ton and higher profit dollars.”
On , James Gray, Executive Vice President & Chief Financial Officer at INGREDION INC, spoke about sales during Does your sales team know where the company's profit dollars are? | Jim Gray, CFO Ingredion on CFO THOUGHT LEADER.
About James Gray
James Gray, Executive Vice President and Chief Financial Officer at Ingredion, has discussed the importance of analyzing product mix to drive profit growth. In a 2021 appearance, Gray stated that he likes to "tie net sales and gross profit growth together" and emphasized the need to "separate the average" because some products have lower price per ton and lower margin, while others have higher sales price per ton and higher profit dollars. He added that selling "a little bit more of this higher value product" yields "so many more profit dollars." Gray also participated in the Institute of Pakistan Affairs (IPA) director training program, which he described in 2019 as "very comprehensive and incredibly important" for someone who does not live and work in Pakistan. He said the program helped him understand "what the overall governmental structures are looking for in terms of disclosure and reporting" and how directors can encourage "fairness and transparency."