Director, Specialty Markets (US Retail Sales Team-Pet)

Position Overview

• Location Type: Remote (Continental United States, near major airport)
• Job Type: Full time
• Salary: Not specified

You will be responsible for the eCommerce strategy development and end-to-end operations of our Pure Play business. You must be a digital visionary and sophisticated operator capable of managing all aspects of the P&L to deliver against the Pet SBA Strategies. You will lead a cross-functional team of talented sales, marketing, and analytics professionals operating in an agile fashion with a relentlessly data-driven, test-and-learn mindset.

In addition to eComm business, you will also be responsible for customers within the Pet Specialty Channel (ex: PetSmart). Your responsibilities include developing short- and long-range strategic plans through Joint Business Planning, customer partnerships and accelerating the team’s performance to achieve profitable sales growth.

Responsibilities

• Develop short and long-term growth plans for the eCommerce and Pet Specialty channels including recommendation of marketing and trade budgets required to capture growth; obtain alignment from cross-functional leaders to ensure successful execution.
• Support VP of Sales in setting financial and strategic KPIs for both businesses and empower teams to continuously optimize for success.
• Own the strategic relationship with customers, managing all aspects of the partnership and negotiations across the business.
• Manage and provide coaching to a dedicated team of sales leads, to achieve growth.
• Define and continuously optimize the optimal price/pack architecture across eCommerce platforms, partnering with Brand, Innovation, and Supply Chain to uncover new opportunities.
• Accountable for execution of digital shelf fundamentals across Content, Availability, Ratings & Reviews, and Search.
• Lead content and brand teams on merchandising strategies to drive conversion, SEO, and brand health.
• Co-lead with Supply Chain the successful day-to-day execution of eCommerce operations and development of long-term fulfillment strategies for profitable growth.
• Contribute to fostering a culture of speed to action, innovation, and data-driven experimentation across all aspects of the business.
• Manage key processes with cross-functional partners:
  • Develop eCommerce and Pet Specialty Annual Operating Plan in partnership with category and brand teams to integrate strategies into their overarching plans.
  • Partner with Consumer Engagement and Omnichannel Customer Marketing to develop marketing strategies and plans.
  • Conduct monthly business reviews to ensure execution is on plan. Pivot where needed.

Requirements

• Minimum Requirements:
  • A bachelor’s degree.
  • 10+ years of Consumer-Packaged Goods (CPG) sales and/or cross-functional experience.
  • In-depth understanding of ecommerce landscape and Pet Specialty Channel dynamics.
  • People management experience with developing high-performing teams.
  • Financial Acumen: Understanding and management of eComm, Pet Specialty and Smucker’s full P&L to inform optimal priorities and investments while making decisions across the value chain to drive business results.
  • Expertise in (or ability to quickly learn) eCommerce capabilities, dynamics, and ways of working.
  • Deep experience leveraging wide array of data and analytics to inform decisions; experience advising teams on structuring analyses to achieve desired outcomes.
  • Experience in leading negotiations with external business partners.
  • Bias for action, and experience operating in a fast-paced environment making data-driven decisions and optimizations.

Company Culture

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.