Sales Director LATAM

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Your role at Clorox:

The LATAM Sales Director based in the MX, Chile, Perú, Colombia, and have responsibility for the LATAM, business, they will have responsibility for the North, South, Andine Clusters for sales directors located region. The role leads LATAM sales while guiding and installing sales capabilities responsible for the achievement of volume, distribution, shelving and merchandising objectives across all products categories and brands. Leading and managing the Sales and Trade Marketing organizations across LATAM, building selling skills and customer expertise, is responsible for delivering superior field results related to key account management, merchandising, assortment, pricing, and shelving execution as well as the use of merchandising retail coverage. the sales director is jointly responsible with GMs as responsible for billing and maximizing ROI through Red Revenue investment. This person will lead a team of 7-10 salespeople across region and will be responsible for all channels while guiding Sales. They will be accountable for a for executing NRM (New Revenue Management), category, and channel sales strategies for LATAM

In this role, you will:

People Management

• Performance management and development plans for direct reports and total sales team

• Responsible to create sales capabilities for all sales organization across LATAM.

• Minimum once/month team meetings and 2-3 long term planning meetings.

• Defining succession planning and long-term people structure

• Review, adjustment or proposal of new sales incentives, SAC program, etc.

Key Account and Key Distributor Management

• 70% of business is direct and 30% indirect (distributors)

• Ensure we have robust plans and execution for key retail partners.

• Ensure we have detailed joint business plans with key distributors. Replicates best practices from CLX in other markets/businesses. Adapts the leading-edge retailer strategy to LATAM

• Development of a regional channel strategy (WTP, HTW, HTC) that flows into MPPs and financial plans.

• Accountable for proper trade marketing and sales promotion plans and spending.

• 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.

Strategic Planning/Forecast/Capabilities

• Represent the Sales function and participate on LLT providing input into volume, profit, and spending targets. Help ensure that clusters - PMUs meets or exceeds its commitments by managing Sales variables with strong collaboration with Marketing to identify incremental volume opportunities.

• Develop long range vision for the Sales team and customer base in LATAM Leadership Team and LATAM Functional Leadership Team as well as create an LATAM Sales Leadership Team. Responsible for regional initiative execution

• Responsible for Sales input into quarterly forecasts and annual Long Range Plan development (LATAM).

• Responsible for ensuring appropriate business model - channel coverage (people, capabilities, $)

• Responsible for managing regional channel conflict – on-line/off-line, pricing, merch, assortment, and spending policies – are developed and enforced.

• Functionally responsible for total market customer stewardship/development inclusive of eCommerce as well as evolving functional capabilities.

• Ensures compliance with internal controls and executes mitigation plans.

New Channel/Business Development

• Define and development an ecommerce strategy and execution plan.

• Identify "white space" revenue and profit strategy for the PMU. Identify & develop local opportunities. In the "New Channel," responsible for selecting, managing, and delivering results for country distributors and e-commerce.

• Participates in the Core Four by defining innovation initiatives and providing input

• 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.

• Train and develop the customers groups providing consistent and timely feedback.  Ensure that customers are managed in a manner that delivers superior results while not compromising company principles and values. 

• Will develop the structure and process to best support headquarter and retail customer coverage, including the use and expense of merchandisers.

• Ensure that customer teams clearly understand and execute sales strategies, priorities, programs, and direction.

• Manage Key Account customers through the development and implementation of account strategies.

What we look for:

Years and Type of Experience:

Required:

• 10 years' experience within sales leadership roles.

• Experience with both direct and indirect selling models.

• Experience leading large teams and successful people development.

• Ability to travel 45% of the time. No issues traveling to USA and LATAM countries.

• Demonstrated capability of effectively managing key retailers at both MT and TT channels as well

• Demonstrated strong process orientation (must have)

• Experience in Marketing / TM (good to have)

• Experience in distributor Management and Wholesalers

Preferred:

• Background in Beauty Care, Cleaning, Bags & Wraps and Pet Care

• Ecommerce channel experience and specifically working with Amazon

• Past trade marketing roles AND field sales experience.

• Senior level customer relationships at major retailers/customers

• Knowledge of international retailers including

Education Level/Degree:

Bachelor's Degree

MBA preferred

Technical Skills:

Competency in all Microsoft Office applications (Excel, PowerPoint, Word) Preferred but not required skills in database programs (i.e. MS Access), Business Intelligence, SAP, etc.

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
• Ability to develop self and others in the organization.
• Ability to foster productive relationships across functions and geographies.
• 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.
• Inclusion and diversity perspective for business, people, and functional approach

Other Languages Required:

English – Spanish work proficiency

Workplace type:

Hybrid: 3 days Office / 2 days HO

Our values-based culture connects to our purpose and empowers people to be their best, professionally and personally. We serve a diverse consumer base which is why we believe teams that reflect our consumers bring fresh perspectives, drive innovation, and help us stay attuned to the world around us. That's why we foster an inclusive culture where every person can feel respected, valued, and fully able to participate, and ultimately able to thrive. Learn more.

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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