National Sales Manager
At a glance
Mid-level Sales Leadership role at Church & Dwight. 2 Locations · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead specialty chemical sales plans, territory calls, financial targets, and quarterly growth objectives
- Coach area sales managers while tracking territory results against sales plans and forecasts
- Build senior relationships with key customers and support agreement and contract negotiations
- Find new channels for product growth, including placements with current customers and partners
- Oversee house accounts, customer credit issues, service levels, and sales potential
What you bring
- A bachelor’s degree from an accredited institution, preferably in business, science, or a related field
- At least ten years of progressive sales work in specialty chemicals, chemical manufacturing, or a related industry
- Experience leading and developing high-performing sales teams
- A record of delivering both top-line and bottom-line growth
- Strong negotiation, financial analysis, presentation, computer, CRM, and MS Office skills
Who this fits
You’ll suit this role if you can lead a sales team, manage strategic customer relationships, and make decisions with incomplete market or customer data. The position is remote but requires occasional in-person meetings and travel of up to half your time. You’ll work independently while coordinating with marketing, product management, customer service, credit, and other teams.
From the employer
A collective energy and ambition. A place where you can make a real difference.
We’re a company that genuinely cares about our people, our products, our consumers and the environment.
Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.
United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.
Job Summary
Church & Dwight is seeking a National Sales Manager to join our team. The National Sales Manager is directly accountable for managing key strategic customer relationships and overseeing the activities of the Area Sales Managers. This leadership role will report to the Business Director for Performance Products Group and will be responsible for leading sales for both Performance Products Business and Armand Joint Venture domestically.
About the Role
The role involves ensuring the execution of territory call plans, developing financial plans, managing customer relationships, and supporting the negotiation of customer agreements. Additionally, the National Sales Manager will focus on market expansion via innovation and new product sales growth and creating new sales channels. The leader will maintain a strong collaborative relationship with cross functional teams, marketing, product management, customer service and corporate credit department. The role also includes managing “house accounts” to ensure consistent service and maximized sales potential, including the negotiation of contracts for house accounts.
Work Environment
Remote: This role is performed on a remote basis. Occasional attendance at in-person meetings required as business needs dictate.
Role Accountabilities and Responsibilities
Leading the Specialty Chemical Sales Organization
Deliver the annual sales plan with quarterly growth objectives for both sales and GM%
Ensure execution of individual territory call plans.
Manage the development of negotiation plans and key account plans/objectives.
Develop individual territory financial plans aligned with business plans.
Manage the target account process.
Leverage customer profitability metrics to ensure margin objectives are met.
Lead and coach a high performing sales team to operate effectively in a dynamic marketplace
Establish and Maintain Senior-Level Customer Relationships at Key Accounts
Support negotiation of customer agreements.
Follow up on key customer relationships to ensure appropriate levels of service and customer satisfaction.
Sales Performance Management
Manage the Sales KPI process to ensure individual territory sales targets are tracked and measured against the plan and forecast.
Identify and communicate business improvement and growth opportunities.
Identify and participate in closing any “gaps” within the sales forecast
Budget Management
Manage sales SG&A cost center within budget.
New Product Sales Growth and Channel Development
Drive new product sales growth by identifying and developing new sales channels.
Support new product placement with existing customers and partners.
Customer Credit Management
Maintain a relationship with the corporate credit department to resolve customer credit-related issues.
Manage House Accounts
Oversee house accounts to ensure consistent service levels and maximize sales potential.
Negotiate contracts for house accounts to secure favorable terms and conditions.
Travel
Travel up to 50%.
Skills and Competencies
Strong written and verbal skills and the ability to make professional presentations and proposals to both internal management and customers.
Excellent problem analysis and resolution skills at the strategic and functional levels, as well as financial and analytical proficiency.
Strong negotiation skills.
Must be well-organized and detail-oriented.
Strong computer skills including MS Office, CRM
Must have the ability to study, identify, understand, prioritize, plan, and clearly articulate market and customer requirements – even when only partial data exists.
Education and Experience
Bachelor's degree from an accredited institution required; degree in Business, Science or a related field preferred.
10+ years of progressive sales experience within the specialty chemical, chemical manufacturing, or related industry.
Prior experience leading and developing high-performing sales teams.
Demonstrated ability to build and maintain strategic customer relationships, effectively manage multiple priorities, and work independently with minimal supervision.
Proven track record of achieving top and bottom-line growth results.
Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/
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