Sr. Director, Sales - Costco

Company: Newell Brands
Location: Seattle
Posted on: January 20, 2025

Job Description:

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Position Description:
The Sr. Director, Sales - Costco will work closely with the Newell Chief Commercial Officer (CCO) and Segment Sales Leadership to develop and execute winning Newell strategies for Costco globally. The Sr. Director, Sales- Costco will direct and orchestrate the local activities of a multi-functional team to improve the $180MM Costco business for the company's Learning & Development, Home & Commercial and Outdoor & Recreation businesses. This position provides oversight to a team of National Account Managers and supporting capability functions (Supply Chain, eCommerce, Customer Insights, Customer Finance). The Sr. Director, Sales- Costco is responsible for understanding Costco's business model, key objectives and strategies and translating those into collaborative business plans to deliver long-term mutual growth across all Costco fulfillment models. This role leads the customer interface at the SVP VP GMM levels at Costco and is critical to elevating Newell Brands to a preferred partner. The long-term ambition is to grow the Costco business to $700MM - $1B.

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• Deeply understand Costco's business model, strategies, and executional imperatives, supported by Business Segment Sales Leadership, Marketing, R&D.
  
• Leading Costco and Newell internal annual commercial planning processes.
  
• Provides monthly sales forecast and end to end supply planning for the customer. Must have a strong understanding of customer distribution network and customer-related metrics (i.e. Fill Rate, On-time, Vendor lead time, In-stocks).
  
• Monitors customer strategy and execution, provides quarterly updates and ensures strategic alignment between customer and Business strategies.
  
• Primary point of contact for Segment Leaders in Pan NWL initiatives (Unilateral customer negotiations, etc.) that require coordination and execution across multiple Costco departments.
  
• Advocate for team requirements and resources for success to win with Costco.
  
• Engages customer annually to preview Newell Innovation, align on an annual joint business plan and quarterly monitoring of mutual performance metrics.
  
• Owns the customer relationship with Costco SVPs, VP, GMMs, AGMM levels.
  
• Builds horizontal relationships across the Costco enterprise, including Global Merchandising, Business Delivery, Supply Chain, Club Operations, Costco.com, and Sustainability.
  
• Activates Pan Newell priorities and engages Customer to develop plans that meet both Newell Business Segment and customer's business objectives.
  
• P&L responsibility for the Costco account. Must demonstrate strong financial acumen and the ability to manage all account P&L levers including list price, sale allowances, rebates, markdowns, trade marketing spend and other customer investments (i.e. Retail Media, In Club Demos, Customer Data).
  
• Constantly monitors the competitive environment and identifies the highest-level mutual opportunities for both Newell and Costco.
  
• Provides monthly updates to the business and meets with senior customer contacts (SVP \\ VP) on a quarterly basis to maintain JBP alignment and a forum for contingency planning\ course correction.
  
  Leads, Develops and Grows a Winning Team Culture
  
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  • In concert with One Newell strategy, provides clear accountabilities for Costco sales team; manages and evaluates performance of team.
    
  • Drives local team collaboration and integrated teamwork between account management and supporting functional Capabilities team.
    
  • Ensures capabilities most valued and needed by customer is optimal to deliver total annual objectives, while effectively managing cost to serve and overheads.
    
  • Actively champions diversity and inclusion, employee safety and fosters an engaged customer-centric employee culture.
    
  • Identifies, coaches mentors, and develops team members for future leadership roles.
    
  • Manages the short- and long-term talent needs of the field-based sales team.
    
    Primary Requirements:
    
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    • 15+ years of successful cross functional, customer facing leadership experience within the consumer products industry.
      
    • 5+ years' experience leading high performing teams.
      
    • Experience managing in a live trade accrual system.
      
    • Selling experience with consumer products, preferably across multiple brands or product lines.
      
    • Working knowledge of eCommerce, category management, supply chain, strategic planning and implementation.
      
    • Prior experience working with Costco. Ideally, possesses advantaged knowledge and business relationships with senior level executives at Costco.
      
    • Experience developing and managing custom products with the product development team.
      
    • Strong demonstrated record of problem solving and priority setting.
      
    • Strong demonstrated track record of achieving tough and demanding goals.
      
    • Demonstrated track record of developing collaborative relationships.
      
    • Strong communication and listening skills with the ability to adjust style to effectively interact with external customers and internal teammates. Possesses a track record of leading through influence.
      
    • Strong record of hiring, managing, and promoting top performers.
      
    • Four-year undergraduate degree in Business Administration, Marketing, or related field.
      
    • Ability to travel approximately 20% of the time.
      
      Newell Brands (NASDAQ: NWL) is a leading global consumer goods company with a strong portfolio of well-known brands, including Rubbermaid, Sharpie, Graco, Coleman, Rubbermaid Commercial Products, Yankee Candle, Paper Mate, FoodSaver, Dymo, EXPO, Elmer's, Oster, NUK, Spontex and Campingaz. We are focused on delighting consumers by lighting up everyday moments. Newell Brands and its subsidiaries are Equal Opportunity Employers and comply with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.
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Keywords: Newell Brands, Edmonds , Sr. Director, Sales - Costco, Executive , Seattle, Washington