Strategic Sales Director

1 month ago

Cincinnati, Ohio, United States Edgewell Personal Care Full time

Kroger Sales Team Overview

The Kroger Sales Team Lead is a high-impact role responsible for driving sales growth and achieving business objectives for Edgewell Personal Care at Kroger. This role will lead and execute strategic sales initiatives to drive growth, achieve sales targets, manage the P&L, deliver supply chain goals, achieve successful sell-in of innovation, obtain share objectives, manage the Kroger JBP, and drive operational excellence.

This role involves managing a team of account managers, providing direction to our broker, working with category development, collaborating closely with cross-functional teams both at Kroger as well as Edgewell Personal Care, while building strong relationships with Kroger category managers & DMMs. The successful candidate will work with other Edgewell strategic functions to deliver our targets.

Key Responsibilities

  1. Develop Annual Customer Business Plan: Develop and finalize the annual customer business plan that achieves brand strategies and objectives for Kroger. Ensure that the plans achieve the company's business sales and share goals, spending and profit budgets & drive effective promotional strategies. Partner closely with key Kroger leadership for go-to-market planning, distribution, and Supply Chain for operational and fulfillment needs, R&D for product and display design needs & marketing for brand strategy and innovation.
  2. Lead the Kroger Team: Strong leadership in leading, mentoring, and developing the sales team. This includes recruiting talent, providing training, and fostering a culture of performance and accountability.
  3. Relationship Management: Building and maintaining strong relationships with Kroger. This skill is crucial for negotiating contracts and ensuring overall customer satisfaction. Enhance relationships to achieve penetration at the senior management level and across functional areas that can drive enhanced Edgewell performance.
  4. Achieve Goals: Identify, monitor, and address specific customer needs to achieve company goals for profit, volume, and share. Ensure the effective and actionable communication of Edgewell marketing strategies are implemented at Kroger driving the consumer to purchase our products.
  5. Sales Execution & Merchandising: Drive in-store and online sales performance by developing effective promotional strategies, overseeing merchandising standards while monitoring competitive activities. Collaborate with Kroger to maximize in-store execution, including shelf management, endcap displays, and point-of-purchase materials. Ensure pricing strategies and promotional plans are effectively communicated and implemented across the store.
  6. Forecasting: Ensure the timely and actionable forecasting in collaboration with the EPC Channel Director as well as Demand Management. Forecasting timing includes: monthly volume forecasts, innovation, and displays.
  7. Data Analysis & Reporting: Regularly analyze sales performance metrics, customer insights, and industry trends to provide actionable recommendations for driving growth. Monitor account profitability and develop plans to optimize sales spend while maximizing ROI.

Requirements

  • Strong work ethic
  • Extensive macro-U.S. trade channel experience to include shopper trends, e-Comm volume, syndicated and shopper data.
  • Define and lead the necessary business questions and support thru data analytics and shopper/consumer insights, to position Edgewell as the thought leader in the Personal Care categories.
  • Proficient in all functional areas including demand planning, business analysis, Finance, etc.
  • Experience in working with multi-disciplinary teams and managing significant volume of projects.
  • Curiosity and passion for creating breakthrough moments in store merchandising and store operation execution.
  • Model collaborative behavior and execution in delivering great programming for Edgewell's brands at retail.
  • Self-motivated while being results-driven.
  • Computer efficient
  • Strong interpersonal, written/oral communication, and presentation skills.
  • Eager to learn, seeking to improve oneself, the immediate team, and the greater community.
  • Promote and lead with direct, honest, and supportive communication.
  • Extremely organized, dependable, and self-motivated with the ability to excel in a fast-paced environment.
  • Utilizes effective, professional communications to cultivate strong working relationships with internal and external colleagues, flexible in own approach to people and situations.

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