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Sr. Director Sales Planning & Strategic Development
Electrolux
Charlotte, NC, United States
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The Sr. Director of Sales Planning & Strategic Business Development will assume a pivotal, cross-functional role to design, establish and guide an effective sales operations and planning organization. The role aims to take Electrolux’ sales support and execution organization to a higher level of service, by operating transparently, pro-actively and efficiently with all touchpoints in the organization.
This role will also closely follow the evolution of the external market, translate these dynamics into recommendations for Electrolux, and help shape the EMA NA sales organization to remain in sync with, and even anticipate these dynamics through its structure, relationship with customers, go to market approach, etc.
The successful candidate will thus combine cross-functional operational planning and management, including strong analytics, with pro-active business development.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Develop sales/channel plans to achieve budgeted product line volume and profit objectives, new product launch commitments and finished inventory targets
• Responsible for Customer Service, this individual will increase customer service levels through collaboration with Sales, Merchandising, Sales & Operations Planning, Product Line, Transportation & Warehousing on inventory health of our Regional Distribution Centers (RDC) and for our Factory Direct (FD) customers, taking into account Marketing and Merchandising plans
• Direct channel mix to achieve business goals - Mitigate demand and production risk by integrating Sales Channel, Product Line, and Manufacturing product strategies; establish both agile as sustainable schemes to drive product movement or re-allocate products across the channels. Act as cross-channel sales lead to assess and represent the longer term impact of customer and product decisions towards sales and other internal stakeholders.
• Responsible for the sale of scratch & dent inventory through Reverse Logistics operations and its commercial policy governance.
• Act as Chief of Staff for the EMA NA sales organization
• Direct effective management of PMV, ANSP, G2N, and SG&A across channels, through integration of Finance, Merchandising & Pricing activities. Act as cross-channel sales lead, setting best practices, to optimize ROI based on channel strengths
• Develop tools and analytics to support sales decisions and planning (such as spend PLAPs, Instore, allocations, replenishment)
• Streamline and simplify daily, monthly and quarterly reporting through automation
• (Re)Design, as needed, and execute sales commission programs for effectiveness, agility and optimal ROI
• Lead change projects, organize customer product line review planning, customer programming, and large events, etc.
• Deploy the field support group for optimal ROI
• Identify emerging and untapped market opportunities through analysis and consolidation of channel and customer input, merchandising and business intelligence, and translate these into sales strategies and plans
• Evaluate, modify and/or develop business models, corporate relationships and existing contractual agreements to support sustainable profitable growth
• Conduct organizational reviews to identify strengths, weaknesses, and trends to enhance operational effectiveness
• Redesign sales operations processes, and where needed sales operations organizational structure, to meet changing industry demands
• Boost development of sales talent and prepare them for varying career paths within Electrolux cross-functionally
• Represent EMA NA at trade and industry shows/appearances as needed, build and leverage professional networks
Minimum Qualification
• Bachelor’s degree required, MBA strongly preferred
• 10+ years’ experience in sales, sales operations and/or general management functions, preferably within durable goods industry
KNOWLEDGE, SKILLS & ABILITIES
• Analytical rigor: proven capability conducting and managing quantitative analyses
• Be comfortable delivering on short time frames and meeting deadlines
• Focus on long-term value creation
• The ability to communicate effectively and succinctly, both verbally and in writing, across all levels of an organization. Present and communicate in an open and honest way, to build trust and respect
• The ability to gain credibility with team members and senior management, building influence across the organization without direct authority
• Creative, out-of-the-box thinking, intellectual curiosity with a demonstrated interest in learning and challenging existing paradigms and mental models respectfully
• Possess an entrepreneurial spirit, and prioritize her/his work to focus on the highest-value activities first
• Passion for working with business partners to identify opportunities, innovate and deliver results
• Structured & logical thinking: ability to identify and define business problems and issues, and develop strategic, analytical, and financial frameworks to conduct analysis. A strong problem-solving capability is critical to this role.
• Prior experience analyzing customer profitability and promotional effectiveness desired