Senior Director of Sales - Home Depot

Woodstream•East Lampeter Township, PA

2d•Hybrid

About The Position

This position owns the relationship with The Home Depot, serving as Woodstream's lead for the account and holding full profit-and-loss accountability for revenue, gross margin, and trade investment targets. The Senior Director of Sales sets the multi-year account strategy and leads the full customer cycle – annual line reviews, joint business planning, pricing and promotional negotiation, new item presentations, and escalated issue resolution. This position partners with Customer Service, Demand Planning, Finance, Marketing, and Supply Chain to ensure accuracy of customer agreements, pricing, contracts, and forecasting, and represents the account in internal S&OP and executive business reviews. Ongoing customer management and market landscape analysis are core to the role, translating customer and competitive insight into forward-looking plans that grow the business.

Requirements

Bachelor’s degree
12+ years of consumer products sales, category management, or national account management experience, including direct experience selling to The Home Depot or a comparable home improvement retailer.
Strong proficiency with the MS Office Suite, including Excel and PowerPoint; working knowledge of Home Depot systems and reporting tools (e.g., Supplier Hub, Partner Portal/IDM) and syndicated data platforms.
Excellent written & verbal communication skills.
Strong organizational and process management skills, with high attention to detail on pricing, item setup, and customer documentation
Strategic mindset.
Strong will to get things done.
Proven ability to lead and influence cross-functional leadership.
Strong presence, with experience presenting to customers and internal leadership.
Proven negotiation skills, including annual terms, pricing, and promotional programs.
Ability to analyze POS, syndicated, and customer portal data to build a selling story.
Ability to travel 25–40% to the customer's Atlanta headquarters, trade shows, and field markets.

Responsibilities

Own the Home Depot P&L – deliver revenue, gross margin, and trade spend against the annual operating plan, and build the multi-year growth strategy for the account.
Identify new business and whitespace opportunities to grow Woodstream’s market share and revenue.
Serve as the primary point of contact for The Home Depot, owning relationships with merchants, merchandising leadership, and supply chain counterparts, and keeping the VP of Sales informed of account performance, risks, and strategic opportunities.
Develop, present, annual joint business plans, line reviews, promotional calendars, and new item launches directly with the customer.
Manage the trade spend and promotional budget for Home Depot, including deduction, chargeback, and claim resolution with the customer.
Ensure execution of merchandising, planogram, and display programs, including seasonal displays, endcaps, and point-of-purchase materials, in partnership with Marketing.
Monitor and report competitor pricing, promotions, new items, and shelf-space changes within assigned accounts.
Lead the negotiation of annual customer terms, pricing, cost changes, and program agreements, and ensure signed documentation is accurate and on file.
Build and maintain relationships at all levels of the customer organization.
Attend customer meetings, events, trade shows as needed.
Work collaboratively across business functions to solve customer and business challenges.
Manage forecasting, annual budget planning – identify additional opportunities to drive incremental sales revenue or cost reduction measures.
Performs other duties as assigned
Assists with other projects as needed and assigned by manager.