Sales Development Manager

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:

Responsible for driving sales performance in assigned territories. Develops sales plans with distributors to deliver on aligned financial & brand objectives.

In this role, you will:

15%

Sales Administration

• Provides accurate inputs to financial and demand forecasts on a timely basis. Leverages KPIs and analytics to improve inputs and accuracy.
• Follows trade funds administration process and manages funds according to policies. Ensures funds are spent, accounted for and cleared appropriately. Is responsible for territory funding plans, returns on investment and continuous optimization.
  
  

85%

Territory Sales Management & Distributor Management

• Establishes a coverage strategy that supports the growth ambition of selected categories and channel choices. Ensures Clorox priorities are translated into channel priorities and tactics.
• Aligns with distributor on services required, KPIs and joint objectives to deliver on financial targets. Effectively works with Clorox legal where contracts require renegotiation. Ensures requirements are documented: expected services, required coverage by channel / territory, etc.
• Plans and executes a 12–36-month sales plan for each region or territory along with the building blocks to deliver on the financial commitment. Manages distributor performance vs. plan and ensures that the budget is defined for distributor implementation.
• Establishes cadence of KPI management, reporting and analytics. Monitors performances and develops action plans. Identifies opps, manages risks. Ensures data is accurate, timely and complete.
• Establishes cadence of connections – who, when, why – between firms driving Clorox x-functional penetration across. Identifies and recommends solutions where capability gaps exist @ distributor. Achieves a disproportionate amount of sales time dedicated to Clorox vs. Other represented brands.
• Works in conjunction with distributor to develop strategic accounts and deliver longer-term JBPs. Attends key customer calls (Modern Trade, WS, etc.) to drive joint business plans and develop key account relationships.
• Regularly follows up with distributors on operational matters ensuring resolution in a timely fashion including orders, payments, deductions, inventory, etc...
• Leads implementation of category plan, tools and AMPS. into the distributor; includes sales initiatives such as distribution drives, innovation, shelving initiatives or promotional events.
  
  

What we look for:

Years and Type of Experience:

Required: Sales applications are invited from degree educated candidates who possess a minimum of 7-10 years sales experience with a proven track record of developing business expansion plans including identifying, negotiating, and managing customer relationships. Must have a minimum of 5 years' experience managing sales via distributors.

Preferred: Prior experience managing center store categories across multiple classes of trade

Education Level/Degree:

Bachelor’s Degree preferred.

Technical Skills:

• Sales fundamentals – call planning & management, selling AMPS, managing objections, etc.
• Distributor management / managing through others
• Strong persuasive selling skills
• Joint business plan development / sales plan development
• Analytic skills with a bias towards insights to action
• Basic negotiation skills
• MS Office sufficiency, with particular proficiency in Excel
  
  

Managerial Skills and Abilities:

MUST HAVE

• Results orientation and bias to KPI management style
• Strong influence skills – can lead with ideas that engage others to act
• Curious nature joined with strong analytical skills
• Strong interpersonal and negotiation skills
• Strong communication skills – verbal and written
• Works well across functions
• Ability to contribute to the overall business operation
  
  

Workplace type:

Hybrid-3 days in office, 2 days remote

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.