Director, Sales - National Distribution

SC Johnson•Charlotte, NC

7d•Remote

About The Position

Joining the team at SC Johnson Professional® makes you part of a family company with a deep history in the professional market as a leading manufacturer of skincare, cleaning and hygiene products, and smart technologies. We provide solutions to Healthcare, Clean Industrial, Industrial, Office & Institutional, Hospitality & Travel, and Retail & Entertainment markets. SC Johnson Professional® is a business unit within SC Johnson, a family-owned and led company and leading manufacturer of quality, trusted products since 1886. ABOUT THE ROLE The Director, Sales - National Distribution is responsible for achievement of business objectives and sales leadership for national distributors, emerging markets and wholesale channels. This role reports directly to the Senior Director of Sales and has ownership of the customer strategy and field tactics required to execute the SCJ Professional sales and marketing plan for all Professional and Iconic Brand product lines. This role is field-based and can sit anywhere in the United States.

Requirements

Bachelor’s Degree in Business Administration, Marketing, Communications or related field is required.
10+ years of broad sales or sales management experience within institutional, industrial, commercial channels of distribution.

Nice To Haves

The ideal candidate will be an experienced leader with a proven history motivating and developing field-based sales people servicing national distributors.
Strategic planning and line review preparation skills with key distribution.
CPG and Institutional selling and/or marketing experience with market leading brands preferred.
Proficient using analytics to drive product placement and value-creation with large commercial B2B distributors.
Ability to build and leverage cross-functional relationships internally/externally to support customer’s go-to-market strategy.
Possess working knowledge of distribution logistics to end-users, programming, and promotional tools to drive revenue growth.
Strong written and oral communication skills; ability to communicate and formally present across all levels of management and customers.
Proven ability to drive results via creative opportunity identification and execution.
Demonstrated track record of achievements.
High sense of urgency and personal accountability.
Consistent & proven track record of making measurable contributions within prior organizations.
Proactive, hands-on approach, required.

Responsibilities

Act as a role model for the company in all its business activities.
Set clear expectations regarding, what success looks like.
Ensure that the team has the tools/resources necessary to deliver against the expectations.
Ensure that systems are established to facilitate tracking and measuring performance against the critical KPIs.
Ensure that processes and support are in place to coach, train, develop and upgrade talent, if necessary.
Develop and maintain a powerful network of select large and capable distributors across the country.
Define and implement customer business plans, in support of SCJ Professional strategies, to include end-user pipeline management, incremental product placement and distributor growth/business management.
Define and track key performance metrics and processes to guide the team in driving innovation distribution and implementing marketing initiatives.
Lead Quarterly Business Reviews (QBRs) with strategic distributors, ensuring alignment on business goals, performance metrics, and growth opportunities.
Facilitate Top-to-Top Engagements between senior leadership and distributor executives to strengthen relationships and drive strategic initiatives.
Provide deep insight into distributor and end user activity, market dynamics and external information to help management understand the market dynamics and guide the company’s decision-making process as appropriate.
Create and maintain a high performing sales culture through managing, training and inspiring a team of National Distribution Managers.
Participate in cross-functional teams to create and implement customer-specific communications and promotions, product development, process improvement and strategic initiatives.
Work collaboratively with Customer Service to holistically manage customer relationships.
Work collaboratively with Product Supply team to ensure world class service levels.
Actively manage expenses related to personnel, and customer funding.
Role model SC Johnson values, ensuring a collaborative and respectful workplace.
Consistently achieve or exceed targeted sales, delivered profit margin, and functional expense goals.
This is a dynamic work environment; numerous occasions will arise where support is required outside the job description.