Director National Accounts, Alternative Channel

4 weeks ago

Mississauga, Canada Church & Dwight Full time

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

Business Title: Director National Accounts, Alternative Channel

Reports to: Head of Canada Sales

Role Summary:
Leads a sales team positioned against a key strategic customer and channel of trade. Manages multiple team functions within the sales process including category management and administration.

RESPONSIBILITIES
- Oversees a portfolio of National & Regional retail accounts across all C&D categories.
- Penetrates Customer at Senior Levels (VP and Director), and establishes business relationships that enable strategic collaborative business planning initiatives.
- Responsible for implementing the Channel Plan and working with Customer Strategy Planning team to develop the appropriate/necessary programs
- Responsible for P&L for the channel of customers, ensuring revenue, profit, and margin targets are consistently achieved.
- Provides qualitative and quantitative Customer information that is utilized internally for Customer Segmentation/allocation of C&D resources and planning process.
- Owns and leads development of strategic business planning activities with Customer Teams (internal/external).
- Develop the joint business plans leveraging multi-functional teams in collaboration.
- Leverage customer marketing, marketing, finance, supply chain and our broker to bring innovative ideas and business process optimization.
- Develops Customer OGSM and key initiatives that deliver assigned sales goals and Customer profitability targets.
- Identifies, requests and manages resource requirements needed to deliver Customer Plan.
- Communicates Strategic Customer Plan to Team.
- Secures Customer commitment and implements Collaborative/ Joint Business Plans.
- Owns business review process at Customer and is responsible for educating C&D senior and executive management on Customer results and opportunities.
- Gathers consumer and market performance data and measures against established Collaborative Business Plan goals/Scorecard.
- Reviews performance versus Business Plan with Customer on a quarterly basis.
- Leads Team and Customer in developing contingency plans as necessary.
- Directs Advantage Solutions Brokers as assigned.
- Responsible for managing career planning and development for all direct reports.

QUALITIES OF THE IDEAL CANDIDATE
- BA/BS from an accredited college/university.
- An experienced & collaborative Sales/Business Leader with a strong track record of delivering results over time.
- Minimum 10 years of Senior Sales experience ideally with in depth knowledge of Key Account Management, Trade Marketing and Retail Execution.
- Strong Sales and Commercial strategy skills.
- Very strong financial capability (P&L experience).
- Knowledge of Personal Care/Household/OTC categories is an asset.
- Excellent communication.
- Proven people management & development skills.
- Excellent computer skills.

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