Senior Director, Sales - DIY/Hardware

The Sr. Director, Sales - DIY/Hardware will work closely with Newell’s VP of Sales and BU Sales leadership to develop and execute winning Newell strategies for the Home Dept & Farm channel. This individual will have responsibility to direct and orchestrate activities related to the improvement of businesses within the Home Dept & Farm businesses. Based in Atlanta, GA, the Sr. Director, Sales- Home Dept & Farm Channel will primarily execute Home Dept & Farm  channel strategies to increase market share, top line sales and the gross margin rate of assigned customer (s). This leader will be responsible for maintaining the current base business while identifying and seizing new business opportunities. Additional responsibilities include building and maintaining strong account relationships and leading a team of cross functional internal stakeholders to deliver successful outcomes. 
 
Key Responsibilities 

Customer Understanding & Advocate 

• Provide monthly sales forecast and end to end supply planning with the customer. Must possess a strong understanding of customer distribution network and customer related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks). 

• Knowledge expert in the Home Dept & Farm space. With a deep understanding of the customers strategies and executional imperatives. With sales leadership, represent the customer through annual internal Newell commercial planning processes’. 

• Primary point of contact for leaders in Pan Newell Initiatives that require coordination and execution across multiple customer departments. 

• Advocate for team requirements and resources for success to win with the customer.  

Customer Engagement & Planning 

• Leads customer engagement at the VP \ DMM level, including the execution of annual Innovation Summits, development and delivery of customer Joint Business Plans, and successful execution of annual Line Reviews.  

• P&L responsibility for business across the customer account. Must demonstrate strong financial acumen and the ability to manage all account P&L levers including List price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments (i.e., Retail Media, Customer Data). 

• Leads the monthly Customer Business Review with Segment and Enterprise Leadership, highlighting risks and opportunities to annual operating plan and customer JBP.   

• Participates in the monthly Segment Demand Review as a key step of the Newell S&OP process 

• Networks and Builds strong relationships with key customer decision makers and key internal stakeholders.  

Leads, Develops and Grows a Winning Team Culture:  

• Lead a team of Account Managers and other cross functional team personnel to develop specific account strategies and annual operating plans that deliver Newell Brands budget and Omni Distribution, Shelving, Merchandising, and Price expectations. 

• Collaborating with Sales leadership, provide clear accountabilities for Newell sales team; manages and evaluates performance of team. 

• Drive local team collaboration and integrated teamwork between account management and capability personnel. 

• Ensure capabilities most valued and needed by customer optimal to deliver total annual objectives, while effectively managing cost to serve and overheads. 

• Externally advocates for the Newell business and internally advocates for the customer  

• Actively champion diversity and inclusion, employee safety and fosters and engage customer centric employee culture  

• Identifies, coaches, mentors, and develops team members for future leadership roles. 

• Manages the short- and long-term talent needs of the field based sales team.  

Qualifications: 

• Minimum 4-year degree required; MBA Preferred 

• 15+ years’ experience working with National Accounts within consumer retail industry 

• 5+ years 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 turning insights into action.  

• Experience with a managing a large book of business and large teams of account managers  

• Knowledge of accounts, market characteristics, competitive environment, growth opportunities, etc.  

• Experience managing and / or influencing others  

• Strong negotiation skills and persuasive selling skills  

• Superior communication, presentation and people skills  

• Strong conflict management/composure skills  

• Excellent time management, and people management.  

• Computer skills (e.g., PowerPoint, Excel, Word, Power BI, etc.)  

• Ability to thrive in a fast-paced matrix environment 

• Proven ability to lead cross functional team  

• Must be open to travel approximately 20%