Director - Strategic Account Sales, KBAWork Mode: Remote
Location:Remote
OpportunityDevelops the strategy and directs the execution of diversifying and expanding the current Kitchen & Bath customer base US Retail based on deep understanding of the route to market in all Kohler and Sterling product categories.
Directs the retail business strategy and sales operations for all accounts in the Retail Strategic National Account group and directs the planning, implementation, and execution of sales to national home center accounts through direct and wholesale distribution channels. Current customers include Costco, Menards, Amazon, Ace, Do It Best, and Trumbull.
Creates the group's overall vision and, in partnership with the Account Managers, develops account-specific strategies and direction while working closely with key home office personnel. Leads multiple sales rep agencies to deliver exceptional service while maximizing sales growth, market penetration, and profitability. This position reports directly to the Vice President and General Manager - Home Services and Strategic Accounts and is responsible for sales planning, advertising, merchandising, promotional programs, and sales results for all Retail accounts other than Home Depot and Lowe's. The role also develops strong relationships with key account stakeholders, including Merchandising Vice Presidents, Global Product Merchants, Buyers, and their assistants, and manages communications with independent field rep agencies and relevant Kohler personnel.
Responsible for all aspects of the Kohler and Sterling brands with these key retail accounts inclusive of organizational planning, selling, advertising, pricing, and retail execution. Charged to work with other Group functions to maximize growth in sales and profitability.
Specific Responsibilities- Drive profitable customer mix by ensuring both net sales growth AND net income growth.
- Develop customer expansion strategy based on deep and quantitative understanding of the route to market for all Kohler and Sterling product categories.
- Hit overall sales and net income plan for Kohler & Sterling for assigned retail accounts.
- Directs Account Management team to meet/exceed short- and long-term objectives through the development of strategic business planning, inclusive of volume, market penetration, profitability, budget management, etc.
- Develop and execute the Strategic Sales Plan that meets the needs of Kohler Co., and the requirements of this group of accounts.
- Establish benchmarks with these accounts for Kohler and Sterling performance, both as a company and for each product category.
- Build business relationships at all levels within each national account that will position Kohler and Sterling brand as the preferred supplier.
- Manage existing external sales representative relationships (e.g., Tansey Group). Establish clear KPIs for external team and hold accountable to results.
- Take advantage of relationships established with accounts to monitor competition and to report market intelligence as obtained, recommending appropriate responses for both product and marketing programs.
- Maintain contact with trade groups as needed to continually adapt or develop product ideas.
- Coordinate training programs to educate retail, distributor, independent rep agents and Kohler personnel concerning Kohler products and programs.
- Develop strong relationships with the Merchandising Vice Presidents, Global Product Merchants, buyers, as well as the GPM's/buyers assistants.
- Will work with the Kohler Product Managers and Retail Channel Managers to help establish future direction of the category.
- Strategic Planning - Develop Sales and their material management objectives, strategies, projections, and action plans to support and achieve the Group's profitability, growth, competitive position, and return on investment objectives.
- Financial Planning - Develop annual expense budgets, capital budgets, inventory levels and turnover projections, purchase requirements, and other financial plans as required.
Skills/Requirements - Bachelor's degree required.
- Ten years experience in Sales and Sales Management with a well-established company in the Building Products or Consumer Products industries.
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Applicants must be authorized to work in the US without requiring sponsorship now or in the future.We believe in supporting you from the moment you join us, which is why Kohler offers day 1 benefits. This means you'll have access to your applicable benefit programs from your first day on the job, with no waiting period. The salary range for this position is $174,800 - $280,800. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate's experience, their education, and the work location. In addition, this position is eligible for a performance bonus/variable incentive compensation.
