Director, Sales – National Hardware Cooperatives

Palatine, IL

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Reporting to the Senior Vice President of US Sales, the Director, National Hardware Cooperatives is responsible for driving profitable growth within the Hardware Cooperative channel consisting of the following retailers:  Ace, True Value, Do it Best, and United Hardware.   This position is accountable for developing and leading the strategic direction for this very important channel of business.  The Director, National Co-Ops will work directly with the co-op headquarter merchandising teams as well as with co-op members throughout the U.S. serving as Sales lead on this class of trade by developing channel strategy, headquarter and field initiatives, product assortments, promotional strategies, and dealer relationships.  The position will work very closely with key advertising groups within each cooperative and will provide clear direction and communication to the entire US organization.

Essential Duties and Responsibilities:

  • Achieve annual sales plan by developing, communicating and executing upon a comprehensive, short- and long-term sales and business development strategy.
  • Utilize reporting, data, and analytics to develop a comprehensive understanding of business performance
  • Develop and refines sales process, report and forecast sales activity to help drive top level performance and profitability for the company.
  • Establish growth objectives and tracks performance against these objectives.
  • Develop and maintain relationships with customers, working with all levels of the customer’s organization to understand issues, assess opportunities and drive growth.
  • Maintain quality customer service by designing and enforcing standards, training representatives, monitoring performance, surveying sales approaches, and evaluating outcomes.
  • Ensures that all Weber customers are in compliance with Weber retail standards and policies (including MAP, eBay, transshipping, etc.).
  • Work general trade shows representing Weber and leads program development and results-based activities at specialized hardware co-op trades shows.
  • Collaborate with channel marketing team to ensure that all marketing efforts are supported within the channel.
  • Collaborate with Demand Planning, Retailer Services, and Finance Teams to drive profitable growth and attain required vendor service levels.
  • Monitor competitive practices and communicates market trends, sales activity and provide feedback and recommendations.
  • Serve on MAP Enforcement Team (MET) to ensure effective execution of Weber’s MAP Policy within the channel, evaluate infractions, conduct education, and communicate penalty decisions by the MET to members and headquarters.
  • Provide clear and effective direction to the Regional Sales Managers, and fosters a support framework that will maximize drop-ship business and increase sales in their regions.

Education, Qualifications and/or Experience:  

  • Four-year college degree from an accredited college or university
  • Minimum of 15 years sales experience, preferably in consumer products
  • Minimum of 10 years of proven success directly managing regional and national retailers, including experience calling on co-op headquarters
  • Strong leadership skills and demonstrated ability to lead sales and business development for a strategic segment of the business
  • Possess strong conflict resolution skills and a demonstrated ability to build relationships and key partnerships
  • Possess strong business and financial acumen
  • Proven success coaching and leading business professionals
  • Proven success developing, presenting, and implementing business plans
  • Knowledge of Microsoft Office applications and SAP
  • Highly enthusiastic and hands-on business approach
  • Skilled multi-tasker with a proven ability to manage multiple conflicting priorities
  • Strong analytical skills with the ability to translate into impactful sales results

Position will be based out of our global HQ in Palatine, IL. Approximately 25-35% domestic travel will be required.

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