Sales Director

Sales Director - Personal Care Business

The primary function of the Sales Director, Personal Care Business, is to Drive Profitable Sales Growth aligned with the Business Unit's Strategic Plan. This position will be accountable for the Sales growth and Operating Profit of Strategic Accounts in the Midwest and Northeast Region of the U.S. The Sales Director will be involved in the development and implementation of transformative strategic account plans and will have primary accountability for the day-to-day implementation and execution of those sales' growth plans.

The individual selected for this role will work with GM, Personal Care, and be accountable to deliver results for the Health & Beauty Solutions (HBS) team. This role will help coach, mentor, manage and hold accountable both the internal and external members of the commercial team, as well as lead and influence a team of indirect reports in the functional areas of Manufacturing / Operations, Customer Service, Technical Services, Field Services, R & D, Finance, HR and Supply Chain.

Responsibilities

Primary Duties and Responsibilities :

• Strategic Account Management : Create structured long-term partnerships with major companies in the personal care skincare industry for the sale of ingredients that create sustainable value to customers' formulations. Key geographies to cover at the onset is Midwest and Northeast US. As several accounts are global, responsibility beyond US will be included in the job scope, as decision makers often are located across regions.
• Drive Innovation Sales Growth : Closely work with the R&D team and customers to develop new products in an effective and efficient way. Conduct a deep "Voice of Customer" process that includes use of OE tools that will help to further define our Technology Roadmaps and ensures value creation that's measurable for 'value' selling and premium pricing. Develop and document business cases that justify R&D and capital investment in operations as required to broaden product offering or support a new product development. This position will be a "gatekeeper" in the new product development process.
• Sales Opportunity Management : Build a robust Sales Opportunity Pipeline that delivers double-digit sales growth performance. Manage data in real time in SalesForce software system for transparency, cross functional communication and prioritization of resources.
• Contract Management : For strategic accounts and distributors, establish supply contracts designed with an incentive for sales growth and minimize exposure to any product liability. This includes scrutiny of all quality contracts with the operations team, rebates, tiered pricing, packaging requirements.
• Deliver Sales Forecast Accuracy (within + 5%) : For every account to ensure manufacturing lead times capable to meet Customer requirements. Establish a robust communication process that supports the demand planning process and plant operations and capacity planning. This data driven approach ensures reliable supply and lowest working capital that mitigates risk of slow- moving inventory exposure.
• Continuous Improvement of the Customer Experience : Understand their Strategic Account's own business growth strategy. Manage Customer Information requirements effectively- quality, regulatory, delivery, service. Drive improvements in VOC metrics that include On Time delivery, Complaint Resolution Time, Survey feedback and NPD sales growth. This includes management of the Product Compliance & Product Stewardship records associated with their strategic accounts.

Environmental Health and Safety :

Operational Excellence :

Innovation :

The Sales Director, Personal Care will be responsible for working with the technical team to develop and commercialize new technologies to satisfy customer needs identified by Voice of the Customer activities and commercial relationships and interactions with customers.

Qualifications

Qualifications / Requirements :

Experience :

Education :

Bachelor's degree in chemistry, Business, Marketing or a Technical Field related to a Household and / or Personal Care consumer related businesses is a requirement. Advanced degrees will be considered a significant added capability.

Key Competencies :

Travel

Career Progression Potential