Sales Director

☞ Burt’s Bees

View: 106

Update day: 25-05-2024

Location: Richmond South East

Category: Sales

Industry:

Job type: Full-time

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Job content

At Clorox, we champion people to be well and thrive by doing the right thing, putting people at the center, and playing to win. Led by our IGNITE strategy, we build brands that make a positive difference in people’s lives around the world. And we know that success requires head, heart, AND guts — all three, every day — coming together to work simpler, faster, bolder, and more inclusively. Interested? Join us to
#IgniteYourCareer
!
Your role at Clorox:
The Europe Sales Director will energise and orchestrate a growth-oriented, disciplined sales and trade marketing organisation to deliver consistent +20% Net sales growth across Natural Beauty and Pet Wellness categories. UK and European in mindset/capability, collaborative in leadership style, driven to transform capability, disciplined in driving core commercial performance routines, this leader will own commercial delivery of the Europe strategy.

The Europe Sales Director has functional responsibility on the Europe Leadership team, for Europe Sales and Trade Marketing. It has full accountability for the P&L delivery of Burt’s Bees (Natural personal Care) and Ever Clean (Cat Litter). The role has leadership, coaching and development responsibility for a team of 10 sales managers (offline, eCommerce and distributor management), and 5 trade marketing experts (shopper marketing, planning and insight).

The role defines and delivers our overall Europe Strategy with specific responsibility for devising and delivering Country, Channel and customer strategies. The role is a key driver of the Europe 3-year long range plan and financial targets for the current fiscal year. This leader is responsible for Sales and commercial strategy and performance, including Sales Planning, Distributor Management, Net Revenue management, Distribution/Turn rate/Price and promo strategies, new market entry and sales compliance and controls.
In this role, you will:
The Europe Sales Director will energise and orchestrate a growth-oriented, disciplined sales and trade marketing organisation to deliver consistent +20% Net sales growth across Natural Beauty and Pet Wellness categories. UK and European in mindset/capability, collaborative in leadership style, driven to transform capability, disciplined in driving core commercial performance routines, this leader will own commercial delivery of the Europe strategy.

The Europe Sales Director has functional responsibility on the Europe Leadership team, for Europe Sales and Trade Marketing. It has full accountability for the P&L delivery of Burt’s Bees (Natural personal Care) and Ever Clean (Cat Litter). The role has leadership, coaching and development responsibility for a team of 10 sales managers (offline, eCommerce and distributor management), and 5 trade marketing experts (shopper marketing, planning and insight).

The role defines and delivers our overall Europe Strategy with specific responsibility for devising and delivering Country, Channel and customer strategies. The role is a key driver of the Europe 3-year long range plan and financial targets for the current fiscal year. This leader is responsible for Sales and commercial strategy and performance, including Sales Planning, Distributor Management, Net Revenue management, Distribution/Turn rate/Price and promo strategies, new market entry and sales compliance and controls.

Clorox Europe in numbers
24 countries, 75% of our business from UK, Sweden, Germany, Norway
Germany and UK Omnichannel are major growth markets for both Burt’s Bees and Ever Clean
28 Distributors, 17 UK/DE accounts, 223 Retail customers, 20k Lip Balm distribution points
5.2MM case of product, 5 Production Sources, 15k Orders per year, 500 Delivery pts
50 employees, 17 Nationalities, 13 Languages

Headlines of our strategy
Cat Litter and Burt’s Bees Strategies deliver a growth rate of 20%+ CAGR (Net sales)
GM% growth via holistic Net Revenue management fuels our growth plans and drives profitable, sustainable growth.
eCom/digital marketing as a growth engine. Currently 1/3 of business. Goal to be 50% by FY25.

How will we deliver this transformation in Europe?
1. ‘Digital-first’ org – marketing, commercial, supply chain. Fast learning cycles, data-led decision making, an interconnected, consumer-centric online and physical experience (brand building, commerce, content, community).
2. Burt’s Bees becomes a Trusted Skincare brand – building beyond Lip balm.
3. Building our Cat Litter business into a broader Pet Wellness / Happiness platform
4. Acting as an energized scale-up organisation

Key to success in this role will be establishing strong connections cross functionally plus sales leaders in AMEA / US / Canada / Asia. You will ensure the world of Clorox looks/feels small and simple for our passionate team. A high degree of commercial capability is required to shape and influence execution of our brand strategies in customers – on and offline. As a smaller player in our categories, you will be highly influential, internally and with customers to drive a disproportionate level of engagement.

Who are we looking for?

We are looking for a black-belt commercial leader to accelerate our capability and performance. An engaging and collaborative leader, you energise those around you to achieve breakthrough growth.

With a strong foundation in commercial process and execution discipline, you drive rigor and discipline in our Brand/Commercial planning processes, how that translates into JBP and customer engagement plans and how that gets delivered through in-year/quarter/month performance delivery processes and routines.

25% People Management
Coaching, development, performance management and talent planning for team.
Defining succession planning and long-term people structure as we transform our business to a more direct European model across Natural personal Care and Cat Litter.
50% Commercial / channel strategy and Key Account and Key Distributor Management
Country, channel, customer strategies that deliver our key Category and Brand plans.
Leading into JBP and customer engagement plans for direct retailers and Distributors that unlock disproportionate focus and attention from our commercial and retail partners
In-year executional plans across AAA – Assortment, Availability, Activation – targets and expectations – performance management and tracking, clear success criteria.
Ensure we have robust execution plans for key retail partners.
Ensure we have robust execution plans for key distributors.
In partnership with Marketing director, owns the execution of Brand Strategic price
strategies and leads development and delivery of the annual price increase program.
Accountable for developing commercial strategy and execution plans for Innovation and delivering on those plans.
Accountable for trade marketing and sales promotion plans and spending. Ownership for defining the right promo strategy that delivers our brand ambitions. Accountability for the Reduced revenue elements of landing that strategy.
Responsible for ensuring regional distributor contracts with regards to exclusivities, channel rights, reseller clauses, etc. are put in place and enforced. Drives partner capability development where required.
Responsible for Sales input into quarterly forecasts and annual Long Range Plan development (Europe).
Responsible for managing regional channel conflict – on-line/off-line, pricing, merch, assortment and spending policies – are developed and enforced
In partnership with the Head of eCom, responsible for Europe eCom / DTC / Social commerce strategy and customer stewardship/development including functional capabilities. A key partner to marketing in developing our DTC and eCom strategy.
25% New Channel/Business Development
Identify “white space” revenue and profit opps for both NPC / CL.
Expand Burt’s Bees and Ever Clean brands across Europe (particular focus on Germany and UK) via Omni channel customer engagement and execution.
Identify and establish new cross-border accounts to cover the specialist category shopping occasion/expand distribution reach.
Test and learn the most efficient marketing and merchandising levers on the sites to drive sales growth.
What we look for:
Years and Type of Experience:
Ideal characteristics / experiences …
  • 15+ years’ experience within CPG.
  • Experience leading large teams and successful people development.
  • A challenger business / brand mindset, someone with strategic sharpness and entrepreneurial flair
  • Core commercial discipline to marshal our talented team to breakthrough performance.
  • UK / Germany customer experience in either Health and Beauty or Pet sector.
  • A strong understanding for the world of ecommerce and DTC/social commerce.
  • Experience of distributor markets would be ideal.
  • Experience of leading trade/shopper/customer marketing teams would be ideal.
  • You have the ability and resilience to rally the business around a clear vision of success.
  • Located in London area (within 90 minutes preferred).
  • Ability to travel 25% of the time. No issues traveling to European countries.
  • Senior level customer relationships at major retailers/customers (i.e. Boots, Tesco, Amazon, dm, Zooplus)
  • Knowledge of international retailers preferable such as dm, Zooplus, Futterhaus, Fressnapf, Carrefour etc
Education Level/Degree:
College education required. Degree educated preferred, ideally to masters level
Technical Skills:
Competency in all Microsoft Office applications (Excel, Powerpoint, Word) Preferred but not required skills in database programs (i.e. MS Access)
Managerial Skills and Abilities:
MUST HAVE
  • Growth Culture Mindset- Put the Consumer First, Ability to Think Boldly, Be Curious, Embrace Change and Act Like an Owner
  • Eagerness to develop self and others
  • Builds great relationships internally/externally
  • Holds self and others accountable for results
  • Creates and environment which embraces continual improvement
  • Applies sound judgment and moves forward with confidence despite ambiguity.
GOOD TO HAVE
  • Translates external signals to create a vision and strategy
  • Reimagines what could be and creates and environment to achieve bigger results.
  • Anticipates opportunities for change and nimble at pushing status quo.
Other Languages Required:
English, German would be a bonus
Workplace type:
We seek out and celebrate diverse backgrounds and experiences. We’re looking for fresh perspectives, a desire to bring your best, and a non-stop drive to keep growing and learning.
At Clorox, we have a Culture of Inclusion. We believe our values-based culture connects to our purpose and helps our people be the best versions of themselves, professionally and personally. This means building a workplace where every person can feel respected, valued, and fully able to participate in our Clorox community. Learn more about our I&D program & initiatives
here
.
Benefits we offer to help you be well and thrive:
  • Competitive compensation
  • Generous 401(k) program in the US and similar programs in international
  • Health benefits and programs that support both your physical and mental well-being
  • Flexible work environment, depending on your role
  • Meaningful opportunities to keep learning and growing
  • Half-day Fridays, depending on your location
Please apply directly to our job postings and do not submit your resume to any person via text message. Clorox does not conduct text-based interviews and encourages you to be cautious of anyone posing as a Clorox recruiter via unsolicited texts during these uncertain times.
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Deadline: 09-07-2024

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