Senior Sales Manager, B2B
About The Position
The B2B Senior Sales Manager is responsible for developing, executing and fostering a collaborative business partnership between the Commercial Business Unit and B2B channel that delivers volume, share and profit objectives for the company across multiple product lines. This role drives profitable growth by developing and executing Joint Business Plans with strategic distributor partners, influencing demand with end users, and leading a high-performing sales team that delivers best-in-class execution. This role is responsible for managing, coaching, developing, and driving accountability and sales growth with a team of Account Managers that call on and support national and regional distributors, wholesalers, buying groups and end-users. Success in this role requires balancing strategic account leadership, demand generation, end-user engagement, and people development while leveraging insights, category expertise, and channel knowledge to accelerate growth across priority verticals.
Requirements
- Bachelor's degree in Business or related field
- Minimum 10+ years managing national accounts, distributors, wholesalers, or strategic B2B customers
- Strong background in channel management, indirect selling models and influencing demand through distributors to end-users.
- Strong people leader with successful experience leading people and teams for results
- Proven track record of setting and delivering a strategic growth agenda
- Proven success managing large customer portfolios and delivering profitable growth
- Ability to operate independently given direction, and bring ideas and solutions to issues raised
- Excellent written and verbal communication skills; must be able to present data in an organized manner to different levels of the organization
Responsibilities
- Deliver top line invoice sales and budget targets across Rubbermaid Commercial business.
- Leverage Rubbermaid Commercial Products brands and product mix to drive profitability and meet customer, end user, and Commercial Business Unit targets.
- Develop and execute the annual and multi-year B2B growth strategy.
- Lead strategic thinking and execution of B2B multi-year growth strategy including where to play and how to win across key customers, verticals, and end-users.
- Lead annual planning, forecasting, budgeting, and monthly business reviews.
- Lead, coach, and develop a high-performing B2B sales organization.
- Establish clear goals, performance expectations, and accountability measures.
- Build capabilities in selling, funnel management, strategic account management, and end-user influence.
- Foster a culture of customer focus, ownership, collaboration, and continuous improvement.
- Drive succession planning and talent development.
- Lead relationships with key national distributors, wholesalers, buying groups, and channel partners.
- Develop Joint Business Plans that drive mutual growth and profitability.
- Expand distribution, improve assortment penetration, and accelerate innovation adoption.
- Negotiate annual agreements, pricing, promotional programs, and strategic initiatives. Manages funds to create customer and company value by consistently measuring results and identifying opportunities for improvement.
- Drive distributor sales force engagement through training, incentives, and collaboration programs.
- Partner with key distributors to identify and win strategic end-user opportunities and priority verticals.
- Collaborates with internal functions to implement strategies that assist our customers in effectively and creatively winning with end-users and purchasers through promotions, packaging and merchandising
- Lead opportunity pipeline management and sales forecasting processes.
- Lead and communicate important initiatives and the needs of the customer to deliver collaborative objectives.
- Use CRM, analytics, and insights to identify growth opportunities and monitor performance.
- Drive disciplined execution of pricing, promotions, innovation launches, and account plans.
- Ensure strong collaboration with supply chain, customer service, marketing, finance, and demand planning teams.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
