Job DescriptionYour Role at KIKThe KIK Pool division is seeking an experienced Sr. Director, Sales to lead the sales strategy and performance across the Club and DIY/Home Improvement channels. This role leads and develops a team of Key and National Account Managers while directly managing The Home Depot account. The Director is accountable for driving revenue growth and profitability through customer relationship management, forecasting, budgeting, promotional and assortment planning, and new business development. Working cross-functionally with Marketing, Finance, Operations, Supply Chain, Product Development, and Executive Leadership, this position delivers sustainable, profitable growth. Operational performance.
What You'll DoSales and Channel Leadership- Develop and execute the annual sales strategy for the Club and DIY/Home Improvement channels.
- Deliver revenue, margin, distribution, and market-share objectives across assigned customers and channels.
- Identify opportunities to expand product placement, assortment, distribution, and category presence.
- Establish channel-specific priorities, growth initiatives, and account plans aligned with the company's overall commercial strategy.
- Monitor industry trends, retailer strategies, competitive activity, pricing, and consumer insights to identify risks and opportunities.
- Build a pipeline of new products, programs, and business opportunities that support long-term growth.
- Assist Workstream Leads and Initiative Owners with Maestro questions and troubleshooting.
- Partner with KIK IT to extract data and develop structured data repositories to support reporting and analytics.
Home Depot Account Management - Serve as the senior commercial lead and primary relationship owner for The Home Depot.
- Develop and maintain strong relationships with merchants, category managers, inventory teams, marketing contacts, and other key customer stakeholders.
- Lead annual and long-range account planning, including revenue targets, assortment strategy, promotional programs, new product presentations, and growth initiatives.
- Prepare for and lead line reviews, business reviews, merchant meetings, negotiations, and executive-level customer engagements.
- Manage pricing, promotional investments, program terms, and customer-specific agreements in alignment with company profitability objectives.
- Partner with internal teams to ensure successful execution of product launches, promotions, assortment changes, and customer requirements.
- Monitor account performance and develop corrective action plans when sales, inventory, service, or profitability results fall below expectations.
Forecasting, Budgeting, and Financial Management- Own the annual sales budget, customer forecasts, and financial plans for the Club and DIY channels.
- Develop accurate monthly, quarterly, and annual forecasts by account, product, and program.
- Partner with Finance and Demand Planning to align forecasts with revenue, inventory, production, and profitability goals.
- Monitor sales performance against budget and forecast, identifying variances and implementing corrective actions.
- Manage customer-specific trade spending, promotional investments, markdown exposure, rebates, and other sales-related expenses.
- Evaluate the financial return of promotions, new product launches, customer programs, and assortment opportunities.
- Provide executive leadership with regular reporting on sales results, risks, opportunities, forecasts, and recommended actions.
Cross-Functional Collaboration- Partner with Marketing and Product Development to create retailer-specific products, programs, presentations, and commercialization plans.
- Work with Supply Chain, Demand Planning, and Operations to support inventory availability, order fulfillment, service levels, and launch readiness.
- Collaborate with Finance to evaluate pricing, margins, promotional investments, deductions, and account profitability.
- Coordinate with Customer Service and Operations to resolve order, inventory, compliance, and delivery issues.
- Provide the organization with timely customer insights, competitive intelligence, and channel feedback.
- Serve as the internal voice of the customer while balancing customer needs with the company's strategic and financial objectives.
What You'll Bring- Bachelor's degree in business, Marketing, Finance, or a related field required; MBA preferred.
- A minimum of 10 or more years of progressive sales and account-management experience within consumer products, durable goods, home improvement, retail, or a related industry.
- At least 5 years of experience leading and developing Key Account Managers or national account sales professionals.
- Demonstrated experience managing large, complex retail accounts.
- Direct experience working with The Home Depot strongly preferred.
- Experience selling into Club and DIY/Home Improvement retail channels.
- Proven success delivering revenue growth, margin improvement, new product placement, and distribution expansion.
- Strong knowledge of account forecasting, annual budgeting, demand planning, promotional planning, pricing, and trade-spend management.
- Experience leading customer negotiations, line reviews, joint business planning, and executive business reviews.
- Strong financial acumen, including the ability to analyze sales, margin, profitability, inventory, and promotional performance.
- Proficiency with CRM systems, retailer portals, Microsoft Excel, PowerPoint, and sales-reporting tools.
- Ability to travel approximately 30%, including customer meetings, trade shows, internal meetings, and industry events.
Leadership Competencies- Strategic and commercial thinking
- Customer relationship Management
- Team leadership and talent development
- Financial and analytical acumen
- Forecasting and business planning
- Negotiation and influence
- Accountability and results orientation
- Cross-functional collaboration
- Executive communication and presentation
- Problem-solving and sound judgment
- Adaptability in a fast-paced retail environment
What You Will GetKIK offers a competitive salary and comprehensive benefits including health, wellness, dental, vision, life, and disability insurance. You can plan for your future with KIK's retirement savings options including employer match. KIK also recognizes the importance of continuing education and offers Education Assistance to our employees to encourage continued personal development and growth.
