Sales Director

Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace

Your role at Clorox:

The Europe Sales Director will energise and orchestrate a growth-oriented, disciplined sales and sales planning (trade marketing) organisation to deliver consistent 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 Sales Planning. 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 the European sales organisation.
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, market development, 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
50 employees, 17 Nationalities, 13 Languages
Delivering growth in Europe
1. Fast learning cycles, insights-led decision making, an interconnected, consumer-centric online and physical experience.
2. Growth mindset, with a disciplined, sustainably profitable mindset towards growth
3. Acting as an energized scale-up organisation
Key to success in this role will be establishing strong connections cross functionally to drive the growth agenda. 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. You are not phased by the ambiguities or complexities of forging new paths, rather you proactively evaluate, recommend and execute the appropriate choices to make things happen.
With a strong foundation in commercial process and execution discipline, you drive rigor and discipline in our integrated 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.
The journey will be fun and rewarding!

In this role, you will:

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 across Natural personal Care and Cat Litter.

Represents the Sales function on the EU Leadership Team, contributing to cross-functional strategic planning and execution. Build and lead a high-performing sales planning team, setting the standard for strategic execution

50% Commercial / channel strategy and Key Account and Key Distributor Management

Strategic Planning & Execution:

• Develop and implement integrated commercial strategies that support brand growth; this includes customer & channel strategy, innovation and route to market.
• Translate brand strategies into actionable sales plans that deliver volume, margin, and profit targets. Leads the sales planning function to deliver integrated commercial plans that can be executed with excellence with direct and indirect businesses.
• Lead the execution of AMPS (Assortment, Merchandising, Pricing, Shelving) plans with clear targets, performance tracking, and success criteria.

Customer & Channel Management:

• Build robust JBPs for strategic retailers. Develops the sales leaders to shift to long-term customer management and negotiation and delivers 18-36 month plans.
• Develop customer engagement and relationships with key customers at a Senior Executive level, providing significant growth ideas and thought leadership, ensuring alignment of both strategy and KPI’s, and maintain relevance of Clorox brands with customers and channels.
• Manage regional channel dynamics, including online/offline pricing, merchandising, assortment, and promotional policies. Effectively establishes channel strategies and embeds choices into integrated commercial plans.
• Ensure distributor contracts and JBPs are in place and enforced, driving accountability and performance.

Trade & Promotional Strategy:

• Own trade marketing and promotional strategies, ensuring alignment with brand ambitions and efficient use of trade funds.
• Accountable for reduced revenue elements and promotional ROI.

Runs the NRM process consistently driving for increased revenue and profit and removing wastage.

25% New Channel/Business Development

Responsible for developing white space business strategies and execution plans

Develops Route to Market recommendations and can work with marketing on requirements (PPA, margin requirements, etc.)

Effectively commercialise “white space” opportunities – turning plans into execution

What we look for:

Ideal characteristics / experiences …

• 15+ years’ experience within CPG.
• Experience leading teams and successful people development.
• Experience with direct & indirect sales management required in addition to route to market planning and development.
• A growth business / brand mindset, someone with strategic sharpness and entrepreneurial approach
• EU experience required. German market and pet specialty channel desirable.
• A strong understanding of ecommerce.
• 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.
• Ability to travel 25% of the time. No issues traveling to European countries.
• Senior level customer relationships at major retailers/customers (i.e. Boots, Amazon, Zooplus, Pets at Home, Costco)
• Knowledge of international retailers preferable such as Zooplus, Futterhaus, Fressnapf.

Workplace type:

#LI-Hybrid

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.

To all recruitment agencies: Clorox (and its brand families) does not accept agency resumes. Please do not forward resumes to Clorox employees, including any members of our leadership team. Clorox is not responsible for any fees related to unsolicited resumes.

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