Sr Team Leader, B2C National Accounts Job

Sr. Team Leader, B2C National Accounts

BU or Function:  Consumer & Construction

Job Summary 

The Sr. Team Leader (with 2 direct reports), B2C National Accounts will be responsible driving profitable sales growth in retail channels and National Accounts.  This role will support the Bostik Consumer & Construction division in North America and reports into the Director of Sales. 

In this role, the Sr. Team Leader will be responsible for driving growth at existing National Accounts while unlocking incremental market share in the DIY space through new business development in retail channels.  As the leader of the B2C National Accounts Team, this role will act as both a key account manager and be accountable for leading a team of sales professionals to drive profitable growth for the Consumer & Construction division.

This role requires in depth knowledge of retail channel and national accounts.

This position has dotted line responsibility to regional category business leaders. Travel of up to 50% may be expected in this role.

Essential Duties & Responsibilities 

Develop and enhance customer partnerships – focused on delivering growth for NA Consumer & Construction (40%)

• Lead internal / external stakeholder management (Category Managers, Retail Partners) to drive growth.
• Generate new sales opportunities through business development in the B2C / National Account space.
• Execute business priorities within the respective channel (pricing, trade management, negotiations, etc)
• Lead and execute customer meetings – Line Reviews, Joint Business Planning, Top to Tops, etc.
• Leverage data and insights to create compelling sales presentations to drive incremental business wins

Support Business Operating Rhythms (Supply Chain, Marketing, Finance) on routine basis (40%)

• Collaborate with key stakeholders to provide customer level insights – driving our forecasting insights, financial projections, and go to market strategies.
• Share market insights (competitive threats, risks, and opportunities) to help feed commercial strategies.
• Leverage data and analytics to support key business priorities (financial outlooks, risks / opportunities, investments required for growth)

Contribute to retail strategy development (10%)

• Create and socialize Strategic plan for Bostik to penetrate and grow share in the US Retail building products segment.
• Collaborate extensively with Marketing and Sales on opportunities, products, and capacity to fund Sales strategy
• Maintain knowledge and expertise within the retail segment and provide direction to Bostik to improve sales and market share.
• Provide feedback to leadership on pricing, product innovation, and service expectations for a successful penetration.
• Provide feedback to Marketing on product competitiveness, product gaps, and the necessary product technology to be a credible supplier to top tier Retailers.
• Knowledge of retail competitors, segmentation, and key performance indicators

Manage a team of sale professionals providing mentoring, coaching, and oversight to ensure sales effectiveness (10%)

• Attract, develop, and retain Top Talent for the B2C National Accounts Sales Team
• Participate in succession planning, talent reviews, and coaching discussions to fuel career growth

Experience Required

Minimum 7 years of experience with B2C (retail) and National Accounts – preferably in the DIY Segment.

Four-year Bachelor degree.

Competencies -Knowledge Skills & Abilities (KSAs)

• Current and proven track record of building successful relationships with Retail accounts including on boarding of new products and new retailers
• Demonstrated experience managing a professional sales team with a track record of bringing on major retail accounts and proven track record of growth.
• Experienced in launching Store Retail Programs. Experienced in managing Service Groups and Execution teams on stores.
• Positive, resourceful, can-do attitude with highly collaborative mindset.
• Strong analytical skills that coincide with the ability to implement complex selling strategies and plans
• A passion to roll up your sleeves and conduct engaging, productive meetings with Retail Networks
• Excellent communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications
• Works independently and does not require constant supervision or direction. Has the ability to make sound judgment consistently.
• Demonstrated experience in working with financial reports, forecasting, and other key data reporting tools including a P&L.
• Highly effective in negotiation skills
• Travel availability is required based on Retail Networks necessary requests.  
• Strong computer skills (Word, Excel, PowerPoint, Outlook)
• Excellent Organizational skills

Physical Demands/Working Conditions

Must be able to remain in a stationary position at least 50% of the time.

Travel may be up to 50% as required