Director of Sales, ANZ

4 months ago

Sydney Olympic Park, Australia Clorox Full time

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 Sales Director ANZ is the functional Sales leader for the ANZ PMU (Performance Management Unit) and is a member of the ANZ Leadership Team (ANZ LT).

This role is responsible for delivering profitable volume, sales, gross margin and profit targets through leading and driving strategic inputs into the ANZ PMU strategy to determine what is needed from Sales to achieve growth targets and translate the Brands Strategies outputs into actionable ANZ sales plans and budgets across countries, channels and customers. This role will also include leading superior customer category planning, shopper marketing and NRM and AMPS (Assortment, Merchandising, Pricing and Shelving) execution.

The Sales Director ANZ leads all customer facing sales operations across ANZ including Key Customer Management (Retail Grocery and Emerging Channels including Wholesale, Food Service, Club, Ecommerce, Pharmacy and Pet Specialty), Category Planning, Shopper Marketing and Third Party Merchandise partner management. The Sales Director ANZ must demonstrate strong team leadership and capability development skills. They will continually display and foster within all sales employees the Clorox values, drive bench strength and high performance in the team.

In this role, you will:

Develop, execute and deliver sales strategies to achieve PMU strategic plans and objectives

Develop and execute sales strategies that support PMU strategic plans, brand strategies, and achievement of volume, margin and profit expectations through executing core growth innovation, maximizing base business and translating brand strategies into tactical plans. Drive superior AMPS execution and trade funds efficiency and effectiveness. Escalate issues/adapt plans quickly in-response to changing situations (budget, commercial, competitive, etc.)

As a member of the ANZ LT, the Sales Director will represent the Sales function and participate in the ANZ LT with total business view to drive the achievement of ANZ PMU strategic plans through cross functional partnership and influencing.

Drives the development and “engine” of the category planning team. Sets the standard for excellence in sales planning and category influence. Drives the internal x-functional collaboration and calendar.

Sales Operations

Ensure Clorox order to cash process, is efficient, effective and relevant to customer, EDI development and management of DSO.

Develop and deploy effective trade funds policies and management strategies. Ensure that rigorous financial controls are in place and adhered to at all times. Drives accountability for use of TPM system use and accuracy.

Leads the NRM strategy for the sales function that impacts trade budgets. Sets annual targets for improvement and develops the strategy to deliver the business plans while optimizing trade spending. Always pushing for efficiency and effectiveness of every dollar.

Lead customer engagement and management to drive good growth (Net Customer Sales, Gross Margin & Profit):

Leads the process for strategic customer plan development, ensuring 18-36 month growth plans are in place. Develops the sales leaders to shift to long-term customer management and negotiation. Enables the plans to become elements of JBPs.

Lead the development of the Clorox ANZ business through Sales channel and customer leads across multiple customers and channels to balance achievement of PMU objectives between retail grocery and alternative customer channels in Australia & New Zealand.

Conduct regular top to top meetings 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.

Ensure Clorox exceeds the expectations of customers, Sales Volumes and Growth Rates, Value Add Services, with superior DIFOT performance

Lead, develop and manage a High Performing Sales Team

Build a high performing Sales team with strong talent and driving employee growth and development, facilitate activities and actions to drive strengthened capability and performance. Develop and drive Sales succession plans for key talent.

Create an environment with rigorous GPS goal setting & measurement. Additionally, ensure each employee has a development plan.

Train and develop employees by providing consistent and timely feedback. Ensure quality execution of the process with clear priorities for the team with associated KPI’s for the entire ANZ sales team through leadership of direct reports.

What we look for:

Minimum 5 years’ experience in Leadership roles (functional/departmental or equivalent) i.e roles with multiple direct reports and experience operating as part of a leadership team. Minimum 10 years’ experience across multiple channels (must include AU Retail Grocery) in AU and NZ (preferable) incorporating National Sales Management, Senior Category Management and/or Marketing incorporating people management across multiple levels and role diversity. Strong commercial acumen and demonstrated capability of effectively managing key retailers across ANZ in Retail Grocery and other channels e.g. Club, eCommerce, Pharmacy, Hardware, Mass Merchant Excellent interpersonal skills including ability to liaise and interface with a variety of individuals both within and outside the company, across geographical regions Analytical capability with bias to action to absorb input from multiple external and internal influences and translate into effective and actionable initiatives.  Exceptional team leader - focused on training, coaching and development. Strong communication skills – written, verbal Good financial skills inclusive of trade maths, solid understanding of trade spend processes, accruals and planning Ability to take ownership of issues and ensure timely resolution Clarity of thought through ambiguous situations. Hands on and agile mentality. Do a lot with limited resources. Ability to work under pressure (customer requirements, negotiations and delivering results month to month, people needs and team changes), prioritising and staying calm while managing / supporting team in finding appropriate solutions for desired business outcomes.

Workplace type:

Hybrid: 3 days in office/2 days wfh

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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