Senior Director, Sales - Home Depot and Farm Channel

Newell Brands•Atlanta, GA

34d

About The Position

The Senior Director, Sales - Home Depot and Farm Channel develops and executes sales strategies for Newell Brands’ Home Depot and Farm channel in partnership with the VP of Sales and business-unit sales leadership. Based in Atlanta, Georgia, this leader directs efforts to improve the businesses, increase market share and sales, and improve gross margin for assigned customers. The role maintains existing business while pursuing new opportunities, builds strong customer relationships, and leads cross-functional internal stakeholders to deliver results. The position owns the customer account P&L and leads customer engagement and planning, including forecasts, supply planning, joint business plans, innovation summits, line reviews, and monthly business reviews. It leads account managers and cross-functional teams in developing account strategies and operating plans, delivering customer and company objectives, managing performance and resources, and developing future leaders. The role also advocates for the customer internally and for Newell externally, and champions inclusion, employee safety, and a customer-centric culture. Travel is approximately 20%.

Requirements

Minimum four-year degree.
At least 15 years of experience working with national accounts in the consumer retail industry.
At least five years of experience leading teams.
Ability to analyze syndicated and panel data.
Experience managing in a live trade accrual system.
Ability to develop and manage budgets across multiple customers.
Selling experience within consumer products, preferably across multiple brands or product lines.
Data-based selling experience and ability to turn insights into action.
Experience managing a large book of business and large teams of account managers.
Knowledge of accounts, market characteristics, competitive environment, and growth opportunities.
Experience managing and/or influencing others.
Strong negotiation and persuasive selling skills.
Superior communication, presentation, and people skills.
Strong conflict-management and composure skills.
Excellent time-management and people-management skills.
Computer skills, including PowerPoint, Excel, Word, and Power BI.
Ability to thrive in a fast-paced matrix environment.
Proven ability to lead cross-functional teams.
Willingness to travel approximately 20%.

Nice To Haves

MBA preferred.

Responsibilities

Provide monthly sales forecasts and conduct end-to-end supply planning with the customer, using knowledge of the customer’s distribution network and metrics such as fill rate, on-time performance, vendor lead time, and in-stocks.
Serve as an expert on the Home Depot and Farm channel, understand customer strategies and execution priorities, and represent the customer in Newell commercial planning.
Act as the primary contact for Pan-Newell initiatives requiring coordination and execution across multiple customer departments.
Advocate for the team’s requirements and resources to support success with the customer.
Lead customer engagement at the VP/DMM level, including annual Innovation Summits, Joint Business Plans, and annual Line Reviews.
Manage the account P&L and account levers, including list price, sales allowances, rebates, markdowns, trade marketing spend, retail media, customer data, and other customer investments.
Lead monthly Customer Business Reviews with segment and enterprise leadership, highlighting risks and opportunities against the annual operating plan and customer Joint Business Plan.
Participate in the monthly Segment Demand Review as part of Newell’s S&OP process.
Build relationships with customer decision-makers and internal stakeholders.
Lead Account Managers and cross-functional personnel in developing account strategies and annual operating plans that deliver budget and expectations for omni distribution, shelving, merchandising, and price.
Set clear accountabilities for the sales team and manage and evaluate team performance in collaboration with sales leadership.
Promote collaboration between account management and capability personnel.
Ensure customer-valued capabilities support annual objectives while managing cost to serve and overhead.
Advocate externally for Newell’s business and internally for the customer.
Champion diversity and inclusion, employee safety, and a customer-centric employee culture.
Identify, coach, mentor, and develop team members for future leadership roles.
Manage short- and long-term talent needs for the field-based sales team.