Job SummaryResponsible for leading a sales team to achieve volume, net sales, and profitability of assigned channels of business. Drive the execution of merchandising, promotion, shelf/distribution standards, new product introductions, and pricing. Lead the development of channel strategies with all relevant cross-functions. Meet/exceed customer expectations through appropriate team development, resource allocation and structure, and capabilities (internal and external). Ensure the professional development of team members.
Duties and Responsibilities - Achieve the Morton annual revenue, margin, and volume plans for all assigned channels.
- Develop and implement strategic customer business plans to deliver profitable sales growth. Take an active role in the annual operating plan process.
- Work cross-functionally with Brand and Customer Marketing Directors to develop and execute customer & channel strategies.
- Evaluate industry best practices and institutionalize appropriate systems and processes.
- Identify and assess market voids or untapped market potential and develop strategies to capitalize on opportunities.
- Work with other Morton functional areas to achieve goals and ensure customer commitments are met or exceeded.
- Assess and evaluate current staff and broker organization to ensure proper resource allocation and capabilities.
- Lead performance management, personnel development, and succession planning for the team.
- Direct and manage the sales teams to meet or exceed profitability objectives and customer satisfaction.
- Manage total sales expense for the national hardware channel within budget and established external benchmarks.
- Lead the preparation of the annual sales budget.
- Maintain customer relationships and knowledge of their business models.
- Develop and implement a strategic plan for all major accounts and the overall channels, ensuring they align with Morton's internal objectives.
- Manage and set priorities for direct reports.
- Take primary role with coaching and developing direct reports.
Knowledge, Skills and Abilities- Bachelor's degree in business is required at a minimum.
- 15 years of sales experience and 10 years of management experience leading a Consumer Products team.
- History of high-performance ratings in current and recent positions.
- Outstanding organization, communication, presentation, and management skills.
- Proven leadership in a sales management role.
- Critical thinking skills and a "bias for action."
- Utilizes and analyzes syndicated data to make informed decisions.
- Ability to coach and develop a team of professionals, including providing direction and feedback for personnel development.
- Multiple-channel business experience preferred.
- Consumer Products sales experience.
- Ability to travel 30% - 50%
