Director of Sales

Job Description:

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

Role Summary

The Head of Retail Sales is responsible for delivering sales, gross margin, and operating profit for Waterpik's brick-and-mortar accounts. As a key member of the Waterpik Leadership Team, this role collaborates closely with the heads of marketing, operations, e-commerce, and finance. This role will seamlessly build bridges across the broader Church & Dwight organization at various levels, including senior vice presidents of sales, channel vice presidents, and account managers.

Role Accountabilities and Responsibilities

• Strategic Leadership: Set direction for the retail sales organization, aligning with overall company strategy and objectives.
• Market and Customer Development: Lead the planning and execution of market and customer development strategies and programs to drive growth.
• Key Account Partnerships: Develop and maintain strategic partnerships with key accounts to ensure the execution of the customer's business plan.
• Financial Oversight: Ensure all financial results meet or exceed expectations, subject to thorough financial review and sound management practices.
• Cross-Functional Collaboration: Work closely with marketing, operations, e-commerce, and finance to ensure cohesive strategies and execution.
• Team Development: Foster a high-performance culture by developing and mentoring the sales team, enhancing their capabilities in sales and negotiation.
• Market Insights: Maintain a clear understanding of market trends, competitive landscape, and evolving consumer preferences to inform strategy.

Operating Knowledge, Skills, and Abilities

• Customer Engagement: Strong ability to engage and close sales with major customers.
• Leadership and Development: Proven ability to develop others by transferring sales capabilities and negotiation skills.
• Analytical Acumen: Strong analytical skills to understand pricing dynamics, trade funding analysis, and category management.
• Category Expertise: In-depth understanding of category selling, with Waterpik being a market leader in water flossers. Ability to develop growth strategies to build the overall category for retailers.
• General Management: A broad business perspective with the ability to contribute to decisions beyond the sales function.
• Market Awareness: Keen awareness of evolving market dynamics and ability to adapt strategies accordingly.

Education and Experience

A four-year degree in Business or related field, with a MBA preferred.

Required Training

• Minimum 15 years’ experience leading sales organizations in a consumer package goods environment.
• Experience in consumer product and/or electronic devices required, oral care experience preferred.
• At least 8 years of experience managing a retail sales force (direct or broker), preferably in the consumer products field.
• Proven experience in the successful introduction of new products, including setting direction on "go to market" strategies.
• Experience in designing and implementing sales strategies within a complex channel environment, achieving business objectives across mass, club, drug, and omni-channel markets.

Other Qualifications & Physical Requirements

• Analytical Proficiency: Strong passion for analytics and comfort with computer applications to improve sales forecasting and enable data-driven decision-making.
• Project Management: Demonstrated ability in project planning, management, and leadership.
• Proactive and Innovative: Results-oriented, creative thinker with the ability to integrate solutions, solve problems effectively, and drive positive change.
• Leadership: Inspires enthusiasm and positivity, fostering a "can do" mentality and gaining followership through effective leadership.
• Strategic Skills: Strong abilities in strategic planning, marketing, analysis, and implementation, with a robust orientation toward management, product development, and sales.
• Communication and Relationship Building: Effective communicator and relationship builder with a strong business acumen.

Reporting Relationship: Reports directly to the General Manager of Waterpik

Supervisory Duties: Directly supervises Account managers, US Field Sales, Sales Forecasting, and Dental Distributor sales in the US.

Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/

About Us

Church & Dwight is a world-leader in household and personal care products. Our global brands include ARM & HAMMER®, Batiste, OxiClean, Trojan, XTRA, Nair, First Response, Spinbrush, Orajel, vitafusion, Li’l Critters, Water Pik and FLAWLESS®. Founded in 1846, we have operations globally and are listed in the S&P 500.