Director, Sales - Growth Channel

About the position

The Director, Sales – Growth Channels will profitably manage the sales activities for the portfolio of accounts with accountability for achieving yearly sales targets and margins. Understand and implement all policies including finance, marketing and business process improvements. Negotiate pricing and while managing the product line up to meet margin, volume, mix and market share goals. This position will interface with key customer leadership and call on the buyers and various customer types such as co-op buying groups, hardware, regional chains, rent-to-own, military, government, industrial-, construction-, agricultural supply and OEM, therefore requiring executive level prior sales experience. Accountable for achieving yearly sales targets and margins. Direct the planning, forecasting & while driving key performance metrics necessary to drive optimum performance from the broad Husqvarna and sales teams to the respective customers, relating to sales goals, account performance, and business growth.

Responsibilities

• Develop and implement an Account business plan including target accounts, sales projections, expense forecasts, profitability projections, timelines, milestones, and contingencies.
• Successfully implement corporate approved pricing programs, new products, and promotional programs with account buying teams.
• Implement all policies, including finance, marketing, and business processes.
• Assure that all Account Receivables meet company policies and goals.
• Negotiate contracts and floor line-up with account.
• Negotiate vendor agreements and pricing to meet margin, volume, market share and value creation goals.
• Communicate account status to Vice President and President of NA Sales.
• Lead the coordination of all Husqvarna marketing activities to develop or refine sales and promotional campaigns.
• Coordinate all forecasting for account.
• Develop brand growth with the account and channels.
• Regularly coordinate with all inside departments to ensure customer’s needs are met.
• Handle day to day store calls with account and develop training programs with accounts.
• Analyze and evaluate sales, trends and potentials, competition, economic/business conditions and performance; recommend changes to sales programs and initiatives.
• Direct team of Account Managers activities.

Requirements

• Bachelor’s degree.
• 8 years of sales experience – preferably including national account sales experience.
• Previous people management experience.
• Sales forecasting experience.
• A demonstrated ability to drive sales, categories and products.
• Retail consumer goods and seasonal background a plus.
• Strong marketing and brand management experience.
• Established relationships with the buying offices in national wholesalers and hard goods retailers.
• Proven performer with excellent negotiation, communication and interpersonal skills.
• Understanding of margin analysis, supply chain fundamentals, finance and credit procedures.
• Ability to travel 50% of time.
• Strong problem-solving and analytical skills, including forecasting abilities.
• Excellent leadership and team management skills.

Nice-to-haves

• Highly motivated with strong initiative with a hands-on approach to accomplishing goals.
• Effective communication and presentation skills, including a confident and positive speaking style.
• Ability to adapt reporting and communication style depending on audience.
• Strong interpersonal skills, including the ability to develop high quality working relationships both internally and externally.
• Strong planning and organizational skills, as well as a demonstrated ability to manage multiple tasks and priorities simultaneously in a fast-paced work environment.
• Process oriented, with a demonstrated ability to challenge current procedures and develop and implement processes and procedures where none currently exist.
• Advanced proficiency with mainframe and PC based information system applications, in addition to MS Office software applications.