Position Overview
The Director of Sales, Retail leads the development and execution of Grabber's retail sales strategy to grow revenue, profitability, and market share. This role is responsible for sales performance and senior-level relationships across major U.S. retail accounts, including The Home Depot, Lowe's, Menards, and Sherwin-Williams, and works with internal teams to achieve account and business goals.
Duties and Responsibilities
- Build and maintain relationships with national and regional retail leaders, merchants, store management, and other key contacts who influence Grabber's retail business.
- Develop and execute sales programs and account plans that grow revenue, profitability, and market share across existing and prospective retail accounts.
- Analyze point-of-sale (POS) data and account results to measure program performance, identify trends and opportunities, and adjust plans as needed.
- Coordinate retail marketing and merchandising plans, including the placement and maintenance of approved materials across national retail accounts.
- Coordinate new product placements, promotions, and other sales initiatives with customers and internal teams.
- Partner with the VP of Sales to forecast and budget quarterly and annual revenue and gross margin for existing and prospective accounts.
- Work with the VP of Sales to develop customer programs that grow sales, support product experience, and meet volume and margin goals.
- Coordinate with Regional Sales Managers on pricing and channel strategy to support consistent pricing across sales channels.
- Collaborate with Supply Chain, Regional Operations, Accounts Receivable, Customer Service, Marketing, Innovation, and Product Development on account needs, including order fulfillment, inventory, new account setup, billing, deductions, and product opportunities.
- Resolve customer and account issues in partnership with the appropriate internal teams.
- Monitor the retail segment's performance against goals, budgets, and program objectives; recommend changes to improve results.
- Manage within the designated budget and follow Grabber's pricing strategy, policies, and procedures. Hold assigned team members accountable for their responsibilities and results.
Skills, Knowledge, and Experience
- Bachelor's degree in business, finance, supply chain, marketing, or a related field, or an equivalent combination of education and relevant experience.
- At least 8 years of progressive experience in sales, account management, or sales leadership, including at least 2 years leading or managing sales professionals.
- A record of growing sales and profitability, developing customer relationships, and building successful business plans.
- Experience managing national or regional retail accounts preferred. Knowledge of building products or a related industry is also preferred.
- Strong negotiation, financial, analytical, and business planning skills, including the ability to interpret POS data and use it to guide decisions.
- Strong communication and relationship-building skills, with the ability to work effectively with customers, sales teams, and internal departments.
- Ability to manage multiple accounts and projects, set priorities, and adjust plans as customer and business needs change.
- Proficiency with Microsoft Excel, Word, and PowerPoint; experience with CRM, sales reporting, or business intelligence tools preferred.
- Willingness and ability to travel overnight up to 50% of the time, including by car, plane, or train.
- Ability to lift and carry materials weighing up to 50 pounds, as required.
Safety Responsibilities
This position is responsible for the workplace safety of themselves and their coworkers, as well as the safety conditions of their work location. The Director of Sales, Retail is expected to demonstrate and promote safe behavior and support company safety programs, rules, and policies.
Company Benefits
- Vacation and Sick time (starts accruing upon hire)
- Medical, Dental, and Vision Insurance (1st of Month following 30 days)
- Health Savings Account (HSA)
- HSA match up to $2,000
- Incentive Program
- 401(k) Eligibility (after 30 days)
- 401(k) Company Match (after 1 yr of service)
- Annual Profit Sharing (after 1 yr of service)
- Paid Holidays (8 designated, 3 Floating)
- Life and Disability Insurance (1st of Month following 90 days)
- Employee Assistance Program
- Education Reimbursement
- Referral Program (up to $750)
