Director of Key Accounts

2 weeks ago

Antioch, United States Woodstream Full time
Job DescriptionJob DescriptionWoodstream has a rich history of over 150 years, and we are an essential, life sustaining business.  We provide pest & animal control products that destroy disease carrying insects & rodents.  

Are you a strategic sales leader with a passion for driving growth? Join our dynamic team as a Sales Director focused on our Tractor Supply Company business (Nashville TN, Lancaster PA, or remote)

Benefits of Working for Woodstream:
  • Competitive benefits package including:
    • Bonus Program
    • 401k with Company Match
    • Health, Dental & Vision Insurance Effective on First Day of Employment
    • Parental Leave
    • Adoption Assistance
    • Paid Basic Life & Disability Insurance
    • Accident, Critical Illness, & Hospital Insurance Options
    • ID Theft & Legal Assistance Plan Options
    • Paid Vacation and Holidays
  • Stable, growing working environment with a history of 150 years of doing business.
  • Opportunity to advance within the company.

Overview of the Role:
  • Responsible for leading and owning the relationship between Woodstream and customer(s) within the defined channel, across all brands and categories.  Leading your team to identify new business opportunities, manage existing account relationships, and achieve defined sales and profitability targets.
  • The position will have direct account responsibility and manage specific customers. The goal is to over-achieve sales budgets in a profitable manner.
  • Selection, Development and Management of direct reports (if & when applicable)

Essential Functions & Responsibilities:
  • Meet and/or exceed established sales and all other financial KPIs as set by Woodstream Leadership team (as directed as part of annual customer planning process)
  • Own and lead customer relationships with all key stakeholders within the defined customer portfolio for which you are responsible and ensure effective contact & relationship strategy with other customers within the channel.
  • Execute 4P strategies and tactics as defined by Woodstream’s Trade Marketing (TM) function, and collaborate with the TM team to develop customer specific action plans.
  • Develop goals and strategies for the channel that complement our brand missions, strategies, tactics (e.g. customer promotional and/or marketing programs leveraging all possible vehicles available)
  • Develop customer (& channel) action plans that will meet the goals of the organization in line with key corporate programs and initiatives.
  • Identify new business and whitespace opportunities to grow Woodstream’s in-market brand share, POS and revenue.
  • Build close relationships between Woodstream and customers within the channel.
  • Where relevant, lead and attend customer lines reviews, attend customer meetings, conferences & events etc., Own and execute development of customer specific presentations to support meeting objectives in timely manner to ensure effective outcome.
  • Lead collaboration with the Woodstream eCommerce team to develop and execute omnichannel activities for your customer(s)
  • Work closely with your cross functional team members, fostering a culture geared towards achievement and collaborative growth that actively helps solves customer and/or business challenges
  • Leverage available data and insights to problem solve regularly – developing effective selling stories for Woodstream products that can meet the objectives of the customer and company.
  • Partner with internal cross functional departments (e.g. Marketing, Product Development, Trade Marketings, Supply Chain) as well as account key stakeholders to develop and execute in-store and omnichannel commercial plans to successfully launch new products, increase merchandising effectiveness, enhance customer brand experience, and drive sales.
  • Efficiently manage assigned budgets and resources to optimize profitability.
  • Resource Allocation/Budgets: Monitor actual spending versus expense budget. Creating T&E budget and holding accountable to that budget. Evaluate results of sales promotions versus desired objective.
  • Provide input and assume ownership of the forecasting for customer (& or channel), working with Demand Planning, Commercial Finance, and Business Development functions.
  • Ensure effective engagement with Customer Service and Sales Operations team to resolve any customer specific issues (e.g. deductions, fines, credit/deduction problems, order management delays)
  • For People Managers (as applicable)
  • Lead and inspire a high-performing team to achieve and exceed sales targets and objectives.
  • Foster a collaborative and motivating team environment through coaching, mentoring, and professional development – with the goal of having team members progress through the organization to more senior roles.
  • Performs other duties as assigned
Successful Candidate Profile:
  • Bachelor’s degree in marketing or business or related subject matter
  • 8 + years’ experience in consumer product marketing &/or sales
  • Specific customer, channel, or market category experience a plus
  • Self-starter who relentlessly pursues results through collaboration, teamwork and continuous improvement and has the necessary interpersonal and leadership skills to be effective in such pursuits
  • Demonstrated ability to gather and analyze information
  • Strong written and verbal communication skills
  • Computer literacy
  • Strong administrative skills
  • Creative thinker/problem solver
Woodstream Fun Facts
  • We are the #1 EAC (Electronic Animal Containment/fencing) company in North America, 10X the #2 company and these products protect our food supply.
  • We are the ONLY Pest & Animal Control company with a significant ESG (Environmental, Social & Governance) Program.
  • Over 40% of our directors and above are woman.
  • 57% of the Executive Team (meaning VP and above) are female, black, Hispanic or Asian/Islander.

Woodstream is an Equal Employment Opportunity employer committed to recruit, hire, train and promote without regard to race, color, religion, creed, age, sex, national origin, marital status, union affiliation, disability, sexual orientation, or any other legally protected characteristic.
 

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