The Sales Director leads a commercial team of 33 sales professionals across the US, organized into 4 regional distribution teams, a national accounts (B2C) group and a private label OEM team. Creates a culture within the sales organization that embraces, success, accountability, strong sense of action, and positive reinforcement. Responsible for $200MM+ in annual revenue for C&C North America; drives top line sales by developing key growth strategies and implementing impactful action plans. Provides leadership and executive support for top tier customers building trust and confidence for Bostik.
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Key Activities
Strategic – 50%
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-Creates and maintains customer rebate/pricing structure focused on top line growth and max ROI by customer, by product and provides quantifiable results and impact.
-Represents Bostik in strategic customer events, meetings and new opportunities. Provides strategic input as necessary.
-Oversees and approves channel strategies, customer re-rationalization and new customer/OEM opportunities to maximize ROI and market penetration. Works with finance to insure maximum EBITDA.
-Serves as industry expert on competitors, customers and products. This includes market trends and providing leadership within industry associations.
-Coaches and mentors sales leadership to create environment of accountability, continuous improvement and sales growth.
-Maintains industry competitive compensation program for sales team with strong succession plan in place.
-Provides support and expertise for integration of acquisitions; includes personnel, customers, and pricing programs.
Tactical – 50%
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-Co-manages Sales Management Leadership Team meetings with objective to drive critical decisions. Creates strong and measurable follow up on key actions.
-Coordinates with finance approval on all credits for rebates, file backs and promotional activities that support strong ROI.
-Coordinates and oversees cross-selling strategies between Pro-Sales, OEM, XL Brands and CMP.
-Provides leadership, input and direction for S&OP process to help achieve optimum inventories and high level of service.
-Spends 50% of time in field visiting customers, calling on high value contractors and distributors.
-Provides monthly sales results, update on top tier customers, new opportunities and competitive issues and industry changes and developments. Coordinates with Marketing to drive strategic growth plans.
-Provides executive leadership for all Bostik developments to create one team, a sense of community, and understanding of business issues and challenges.
-Provides marketing, sales forecasts, sales strategies and critical customer feedback on all new product introductions.
-Drives sales team to use CRM platform to manage business objectives, measure sales strategies and manage pipeline of opportunities.
Qualifications/Education
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-4-year degree in business, marketing or technical field.
-10 years’ experience in Sales, Sales Management
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-Exhibits a strong desire to lead, has a proven track record of building effective teams and a positive culture.
-Results driven with a proven track record of sales success.
-Possess exemplary analytical skills, computer skills and is data driven.
-Must have a strong sense of reason and logical approach to solving problems. WIN / WIN
-Up to 50% travel
