Direct Hire | Consumer Product + Retail | Miami, FL | Apply Now –
The Director of Channel Sales Retail position for North America is responsible for providing strategic sales leadership to drive revenue and market- share gains in specific categories as well as in key retail and partner accounts- Amazon, Costco, Walmart, and Target (with a focus on e-tail).
This position will lead and develop a strong team of Account Executives to ensure that our client’s products are placed in optimum positions with partners to drive continued growth in the business. Building top to top relationships with both the accounts and internal teams is essential. Selling in and selling through the product are equally important and as the Director it is your job to oversee the evaluation of data and industry trends, ensure collaboration and execution of promotional plans and provide operational oversight on logistics and financial terms to ensure that the relationship is healthy and prosperous for our client and their partners.
Customer experience is also a key component in the position as there are two “customers” with which you will interface- partners and end users. Feedback from both sets of customers is essential to ensure our client stays relevant and successful in the marketplace. You will provide updates to Executive teams on a regular basis which influence product development, media plans and corporate strategy. If you enjoy excitement and diversity, this job is for you.
KEY RESPONSIBILITIES
Partner Relationship Management and Sales
- Build and maintain top to top Executive relationships with each account building and establish regular meeting cadence to understand and anticipate the transforming retail landscape.
- Drive customer satisfaction through regularly scheduled team engagements to align on joint business plans that are reviewed quarterly including Channel Marketing counterparts.
- Accountable to land quota targets by partner / by product into the account plans (revenue and gross margin).
- Establish and communicate direction for sales motions that deliver successful outcomes against revenue and gross margin targets.
- Understand the products and be able to sell at a high level.
- Create, maintain and continually enhance a motivating environment that drives team best.
Analysis and Insights on Accounts
- Partner with accounts, category and channel marketing teams to evaluate analysis, sales trends, pricing and promotional trends to drive successful outcomes that achieve monthly sell in and sell through targets and in an ever-changing e-tail marketplace.
- Evaluate partner profitability through collaboration with finance, operations, Regional teams and Worldwide utilizing available systems and tools.
- Provide industry, market direction/trends and how are we positioned with the accounts relative to our competition back into the client.
- Collaborate with category management, supply chain and operations to ensure forecasting of product is optimal for sell through attainment and optimize for no more than 6 weeks on hand other than key beats.
- Direct the oversight of a disciplined review cycle on promotional investments to ensure all spend is evaluated and tracked to determine future opportunities.
- Revenue and Gross Margin achievement that meets or exceeds plan and quotas.
- Accurate and predictable forecasts.
- Effective strategic growth decisions as a result of business intelligence developed by sales excellence.
- Well-executed sales optimization and productivity strategies.
- Well-developed sales initiatives and strategic programs that drive overall growth.
KEY QUALIFICATIONS and EXPERIENCE
- Proven channel sales leadership and team management.
- Four Year college degree or equivalent work experience required – MBA preferred.
- 10 years plus selling experience in the field and HQ.
- Management of account partnerships in a margin based environment.
- Field Consumer and retail marketing knowledge and experience.
- Strategic thinking and ability to Influence across boundaries.
- Understanding of digital marketing, e-tail, grey market, accounting, supply chain and operations.
- Prior experience working with Amazon, Costco, and other e-tail partners a plus.
- Demonstrated ability to transform selling motions.
