Director, Market Development & Planning -Home Fragrance

Newell Brands•Norwalk, CT

5d•Hybrid

About The Position

The Director of Market Development & Planning (MDP) serves as the Senior Sales leader for Newell’s Home Fragrance business segment. This Senior Sales Leader owns the delivery of the Segment’s annual sales and profit budget. This role is the Voice of the Segment Category with Newell Brands’ Sales teams and serves as the Voice of the customer to the business segment. This role captures actionable market insights and translates them into high-level sales strategies that drive growth for both the segment/brand and retail customers.

Requirements

Strong Financial Acumen, with demonstrated results of consistent P&L management and delivery.
Well-developed Negotiation Strategy & Skills.
Expertise in brand and category management.
Expertise in successfully developing diverse channels, customers, and marketplaces.
Ability to translate market knowledge and insights into growth strategies.
Proficiency in storytelling and developing selling stories.
Deep category knowledge and ability to translate insights into action plans.
Strong presentation and communication skills.
Ability to collaborate with cross-functional teams.
Bachelor’s degree in marketing, business, or related field.
10+ years in market planning, brand management, or related roles.
Extensive experience with a CPG or durable company.
Extensive US retail customer knowledge and established customer relationships.
Experience working with syndicated POS and Panel data.
Proven ability to partner with multiple teams in a matrixed organization to achieve results.
Strong business acumen with the ability to influence different key players within an organization.
Demonstrated ability to effectively manage change.
Strong leadership skills with a track record of managing and developing high-performing teams.
Ability to travel 25% of the time.

Responsibilities

Provides category, brand strategy and channel direction for the Segment including go-to-market plans and alignment of financial objectives with customer sales teams.
Partners with VP MD&P, Marketing, Finance, Supply Chain to help execute the Segment’s 3-year Strategy and Annual Brand Plans.
Leverages customer strategies driven by the enterprise and financial reports to extrapolate strategic opportunities.
Ensures Segment and Brand Strategies are translated into Category Playbooks and tactics (DSMP expectations) and are communicated with the quality and timing to drive high quality customer joint business planning.
Helps lead Annual Planning with Segment sales following the Pan Newell corporate calendar.
Sets annual sales and customer budget targets to deliver the Segment’s financial plan and key operating metrics.
Identifies new business opportunities and aligns resources to capture incremental opportunities.
Works closely with enterprise leads on annual customer plans and the delivery of Joint Business Plans with top customers.
Constantly monitors competitive activity, is an Industry expert.
Executes Segment plans and develops contingencies to ensure ongoing alignment with Newell and customer strategic plans.
Understands Pan Newell risks, opportunities and Sales Capability development.
Helps lead the development and execution of Segment DSMP objectives: Defines channel and customer product assortments to maximize shopper reach and Newell’s share of retailer’s assortments. Defines online and physical store shelf standards, strategy, and key merchandising vehicles to maximize Newell’s share of the retailer’s shelf.
Partners with Brand Marketing & Finance to develop Brand price & promotion strategy to drive price realization, while maintaining growing market share.
Plans & monitors the execution of key Seasonal Drive Periods (i.e., Back to School, Micro-Seasons) to drive annual revenue, profitability, and market share.
Leads weekly Order Flow meeting with key sales leads to ensure delivery of monthly sales forecast.
Leads the monthly S&OP Demand Review to inform the Segment’s 18-month demand outlook and continuously improve sales forecast accuracy.
Participates with Segment Leadership team in the Monthly Business Review with Newell Corporate Leadership team, providing the segment demand outlook, execution updates of key segment initiatives, and key customer and competitive insights.
Leads participates in the monthly Customer Operating Reviews (deep dives into budget attainment, JBP attainment, market share, DSMP execution, customer P&L management, and risks & opportunities) to ensure delivery of segment performance targets.
Oversees Market & Development teams including execution of retail plans, segment portfolio management, and channel management.
Helps lead complex, high value customer negotiations to deliver mutually beneficial outcomes for segment and customers.
Maintains customer relationships to ensure strategic agendas are aligned and maintained with top customers and provides domain expertise and support to key meetings (Innovation Summits, JBP Meetings, Line Reviews, new business development opportunities), where needed.
Participates in key Segment and Pan Newell Trade Shows and customer events, where needed.
Regularly communicates and cascades key corporate and segment initiatives to ensure organizational alignment and employee engagement.
Recruits, selects, and trains key Segment sales and sales capability roles.
Aligns with direct reports on annual business objectives and provides a mid-year review progress.
Provides situational coaching and annual performance feedback to direct reports to maximize associate business contributions and potential.
Provides 360 feedback on indirect reports and key stakeholders to maximize associate business contributions and potential.
Ensures career development plans are in place with Direct Reports.