Director, Commercial Sales - Personal Care

The Personal Care Division Sales Director will lead the commercial activities for her/his assigned customers. Responsibilities include developing and executing key account sales and pricing plans, new customer pipeline development, resolving issues throughout the order-to-cash cycle, and developing a high-performing cross-functional team.

The PCD Sales Director will be accomplished in business-to-business sales with a demonstrated knowledge of a sophisticated customer’s buying process, systems, negotiation tactics and an accomplished leader, with a proven style of being likeable while achieving results. A doer and a manager with internal and customer presence.

Key Responsibilities:

• Integrate with R&D to establish plans for outbound innovation development for selected customers. Co-present innovation plans with strategic selling materials.
• Establish current and new customer growth and margin opportunity pipeline, continually adding, culling, and re-prioritizing initiatives.
• Integrate with Procurement and Manufacturing teams to plan capacity, provide monthly input to the SIOP process, and develop ad hoc plans to address supply/demand gaps
• Develop and execute Key Account and Division plans to achieve Annual Operating Budgets and establish remedial actions when necessary to deliver Gross Margin commitments.

Education & Experience:

• Technical or bachelor’s degree with 10+ years sales management and leadership in large ($500m) business plus smaller/faster growth companies. (Big + Small)
• Strong presentation skills, able to synthesize, summarize, and influence cross-functional teams and senior management.
• Superior demonstrated customer management skills, adept at negotiation strategies and managing continual change to produce year after year growth and margin improvement. Selling pricing actions is key.
• Personal Care, contract manufacturing industry knowledge preferred.
• Consumer packaged goods and make-to-order selling experience required in working with customer and internal organization to define and lock-in custom product specifications. This is not a catalog business!
• Critical strategic thinker with problem-solving skills.
• Results-oriented, data-driven mind-set with business acumen.