The sales director is responsible for developing, executing, and fostering a collaborative business partnership between Revlon and assigned customer(s) that delivers volume and share objectives for Revlon and contributes to Customer’s total category growth. They will build upon the relationship with the Buyer positioning Revlon as a “go to partner” for collaborative growth strategies.
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Duties
Work closely with the Team Leader to develop the annual volume targets and associated P&Ls
Responsible for tracking the volume metrics (gross ships, net ships, MDF, and returns) and making the appropriate business decisions to meet P&L targets
Execute the Customer Joint Business Planning Process that incorporates company and customer timelines to ensure maximum execution and volume from joint efforts to include:
Consumption volume forecasting
Identification and execution against key business drivers
Inventory Management and Inventory Turn goals
Promotional planning with customer to maximize execution
Coordinate and lead Customer/Revlon Planning Sessions, as applicable
Lead the IBP Process meeting all internal timelines
Accountable for internal monthly meetings (Brand Feeders, Demand Feeder Mtg)
Shipment forecasting accuracy
Brand Driver inputs
Promotional planning to align with internal support
Enroll, align and collaborate with all team functions to ensure best in class execution of the business plan
Lead development and presentation to Customer of periodic business reviews, financial reviews, and line reviews
Efffective management of MDF
Work collaboratively within Revlon Customer team to develop calendar of in-store tactics & promotional plans (timing to align with internal IBP calendar as well as external customer timing.)
Input MDF planned event projected costs into the MDF planner.
Submit original MDF plans for TOA approval. TOA documentation to include event details, timing, P&L's and planner back up.
Obtain TOA approvals for additional spending.
Review and update the MDF Planner for each customer/sales region on a monthly basis when the nature or timing of events has changed from the original plans. Updates must include additions, modifications, timing changes, cancellation of event and update of actualized events.
Interface with Customer including managing JBP’s, QBR’s, new item sell in meetings and promotional calendar meetings.
Customer Claims - Receive Customer claims (volume based and non-volume based), review and match the claims to the Valid MDF tracking numbers and route for approval.
Customer Claims - Approve customer claims and send to A/R for processing.
Sales/Corporate Contracted Third Party Claims- Approve and send claims to General Accounting for processing.
Off Invoice Allowance Events (OIA) – After TOA approval, work with Customer Logistics to ensure that all OIA’s are properly set up in SAP.
Off Invoice Allowance (OIA) – With Finance, conduct monthly OIA review to track OIA spending and make adjustments when necessary
Perform special projects as needed
Qualifications
Strategic Thinking
Demonstrated ability to identify both short and long range growth opportunities based on in-depth understanding of both company and customer strategies.
Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan.
Strong analytical skills and ability to convert analytical information into sales tools to promote sales and profit goals within customer business plans.
Innovation and Creativity
Experience developing successful new business building ideas based on total understanding of the customer’s business drivers and go-to-market strategies
Problem Solving
Ability to anticipate potential problems and develop proactive solutions to avoid problems
Ability to think around a multi-faceted issue to identify the best solution
Communication
Ability to communicate with presence to Customer senior leadership and Revlon management.
Demonstrated ability to encourage and incorporate diverse viewpoints in a business situation.
Initiative & Follow-Through
Demonstrated success of proactively planning and delivering results
Examples of ensuring a plan is followed through to completion and corresponding success
Must be able to take initiative in working in a flexible, fast-paced team environment
Detail oriented and execution focused
Leadership
Examples of leading where appropriate/supporting where appropriate
Experience maximizing organizational capacity by encouraging individual and group initiative
Demonstrated success in building trust with a customer
Bachelors degree required
7+ years of direct selling experience required. Calling on Walgreens strongly preferred.
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