The Director of Sales leads a commercial team of 33 sales professionals across the US, organized into 4 regional distribution teams, a national accounts (B2C) group and a private label OEM team.  Creates a culture within the sales organization that embraces, success, accountability, strong sense of action, and positive reinforcement.  Responsible for $200MM+ in annual revenue for C&C North America; drives top line sales by developing key growth strategies and implementing impactful action plans.  Provides leadership and executive support for top tier customers building trust and confidence for Bostik. #LI-TJ1 

 

Key Activities

 

Strategic – 50%

Creates and maintains customer rebate/pricing structure focused on top line growth and max ROI by customer, by product and provides quantifiable results and impact. Represents Bostik in strategic customer events, meetings and new opportunities.  Provides strategic input as necessary. Oversees and approves channel strategies, customer re-rationalization and new customer/OEM opportunities to maximize ROI and market penetration.   Works with finance to insure maximum EBITDA. Serves as industry expert on competitors, customers and products.  This includes market trends and providing leadership within industry associations. Coaches and mentors sales leadership to create environment of accountability, continuous improvement and sales growth. Maintains industry competitive compensation program for sales team with strong succession plan in place. Provides support and expertise for integration of acquisitions; includes personnel, customers, and pricing programs.

 

Tactical – 50%

Co-manages Sales Management Leadership Team meetings with objective to drive critical decisions.  Creates strong and measurable follow up on key actions. Coordinates with finance approval on all credits for rebates, file backs and promotional activities that support strong ROI. Coordinates and oversees cross-selling strategies between Pro-Sales, OEM, XL Brands and CMP. Provides leadership, input and direction for S&OP process to help achieve optimum inventories and high level of service. Spends 50% of time in field visiting customers, calling on high value contractors and distributors. Provides monthly sales results, update on top tier customers, new opportunities and competitive issues and industry changes and developments.  Coordinates with Marketing to drive strategic growth plans. Provides executive leadership for all Bostik developments to create one team, a sense of community, and understanding of business issues and challenges. Provides marketing, sales forecasts, sales strategies and critical customer feedback on all new product introductions. Drives sales team to use CRM platform to manage business objectives, measure sales strategies and manage pipeline of opportunities.

 

Qualifications/Education

4-year degree in business, marketing or technical field. 10 years’ experience in Sales, Sales Management Exhibits a strong desire to lead, has a proven track record of building effective teams and a positive culture. Results driven with a proven track record of sales success. Possess exemplary analytical skills, computer skills and is data driven. Must have a strong sense of reason and logical approach to solving problems.  WIN / WIN Up to 50% travel