Director, International Sales
Apply NowCompany: Blistex, Inc.
Location: Villa Park, IL 60181
Description:
JOB SUMMARY
The Sales Director, International is appointed to his/her position by the Vice President, International, and is solely responsible to him/her. He/she has full authority to operate this position in accordance with Company policy and as directed by the Vice President, International. The Sales Director, International plans, organizes, directs, and provides leadership to achieve the Company's fiscal year volume/profit objectives. The Sales Director, International delivers annual business targets, leads distributor and departmental oversight functions, aligns closely with key international business partners and their organizations' strategic interests, leads new and existing market expansion efforts, and provides the key interface between customers and Company functional areas including but not limited to International Marketing and Regulatory.
ESSENTIAL JOB FUNCTIONS
REGIONAL BUSINESS & CUSTOMER LEADERSHIP: Directs the development and maintenance of an effective distributor network. Establishes regional and network-wide performance expectations, objectives and metrics and holds partners accountable. Develops communication goals for sales team with defined frequency based upon reasoning, both strategic and sales potential. Conducts field visits in conjunction with Regional Managers to build productive relationships with key decision-makers and to support and motivate international distributor teams, to visit retail locations and monitor shelf sets, and to participate in conferences and meetings with retail customers as appropriate. Leads scheduling and execution of regional executive conferences in conjunction with Vice President, International. Boosts sales, stimulates new thinking, and stays current on issues and trends through frequent communications (teleconferences, videoconferences, emails) in addition to field visits. Collects and shares best practices internally and with international partners. Makes recommendations to International Marketing regarding allocation of growth and support funds, collects, and analyzes backup information, and evaluates the impact of investment in conjunction with International Marketing. Ensures that Regional Managers and distributors understand and adhere to Company policies and procedures. Directs development of improvement plans for under-performing distributors and terminates distributors when appropriate and in conjunction with the Vice President, International.
PERFORMANCE: Delivers annual business targets, including revenue, market share and profitability. Creates revenue report and provides monthly and quarterly business analysis which feeds into OpCom summary. Directs development of market plans and ensures distributor oversight, through appropriate means, to attain Company objectives. Collaborates with International Marketing in market and brand plans development.
BUSINESS DEVELOPMENT: Leads new market expansions efforts - evaluates new market opportunities, and conducts due diligence on potential business partners, and provides recommendations. Recommends changes in product assortment in existing markets. Collaborates with International Marketing to determine launch of new products/brands in existing markets.
MARKET INTELLIGENCE: Gathers insights and intelligence including consumer & retail trends and competitive activity. Creates reports and discussion summaries following distributor meetings & visits and follows through on action items.
CROSS-FUNCTIONAL COLLABORATION: Ensure effective collaboration between Regional Managers and other functions including International Regulatory and International Marketing on regulatory requests (information gathering, prioritization, resolution). Ensure Sales team stays abreast of regulatory trends and developments in assigned markets. Directs team to obtain new artwork and coordinate feedback from International Marketing and Regulatory. Assists International Marketing and Supply Chain in managing runouts. Coordinates resolution of issues with Supply Chain, Quality, Customer Service and Consumer Affairs.
FORECASTING AND FINANCIAL OVERSIGHT: Directs and maintains Regional Managers' focus in tracking and analysis of shipment, sales-to-trade and inventory information, and ensures dissemination of conclusions and insights to organizational partners in a timely manner. Directs Regional team in demand planning efforts and meets accuracy goals. Evaluates pricing and makes recommendations to International Marketing. Reviews market/region profit & loss statements and ensures productive use by Regional team.
LEGAL MANAGEMENT: Ensures customer contracts are appropriately updated and filed (e.g., Confidentiality Agreements, Distribution Agreements). Takes corrective and preventative action in coordination with Vice President, International regarding product counterfeiting. Makes recommendations regarding filing new and maintaining existing trademarks.
AUDITING: Ensures conduct and reporting of retail audits as part of market visits. Directs periodic packaging audit for assigned markets and maintains records. Directs e-commerce marketplace monitoring and takes action to prevent diversion. Obtains and Evaluates documentation and support for claims made by international partners.
Assists in the integration of acquisitions/new business within the International Department.
Takes affirmative action in all conditions of employment to ensure that equal opportunity efforts and results are consistent with Company policies and practices.
Strengthens the International Department by contributing innovative ideas, expertise, knowledge, high professional standards, team spirit and pride in the Company.
ADDITIONAL RESPONSIBILITIES
Manages the execution of special projects related to international business.
Coordinates the activity of outside international consultants as required.
Supports the Winner's Circle and Blistex Quality System processes.
Performs and assumes other duties and responsibilities, as may be required by the Vice President, International and/or the CEO.
MANAGERIAL RESPONSIBILITIES
Manages two Regional Business Managers.
Exercises administrative control over (International) personnel assigned to his/her area (i.e., interviewing, training, departmental orientation, salary reviews, performance appraisals, etc.) in conjunction with the Vice President, International.
Oversees, manages, and tracks employee performance. Functions as a strong team-builder, coach, and mentor for staff working in a very collaborative environment. Provides coaching, direction, and support to the Regional Business team.
Creates, nurtures, and supports a positive work environment that underscores the company's core values and goals. Develops constructive solutions to employee relations issues.
Includes staff in planning, decision-making, facilitating, and process improvement; makes self available to staff; provides regular performance feedback; develops subordinates' skills and encourage growth.
Defines and implements a comprehensive program of staff development and career growth.
REQUIRED EDUCATION, EXPERIENCE AND SKILLS
A Master's Degree in General Management, International Business, Marketing, Sales, or its equivalent in training and experience is required.
The knowledge and skills required for this position are typically acquired in at least 10 to 12 years of experience with international sales and marketing and/or export management.
Experiences managing distributors in international markets and translating success/growth models across markets are required.
Experience with International business development is required.
Bi-lingual ability is beneficial, as is cultural sensitivity and curiosity.
Experience in Asian markets is beneficial.
Management training is also essential for this individual.
Strong leadership skills are essential.
Considerable interpersonal skills are required to interact with and influence internal and external customers.
Diplomatic ability to achieve "win-win" outcomes.
Good organizational ability and project/time management skills are indispensable.
Excellent written and verbal communication skills, and excellent presentation skills are necessary.
Must reflect high moral standards, professionalism, and ethics.
Must be an advocate of Company goals with a specific focus on International.
Strong skills in a Windows environment, including Word, PowerPoint, and Excel.
Ability to analyze problems and select proper corrective & preventive action within specified practices.
Considerable ability to make independent judgments.
Must possess strong analytical abilities and math aptitude.
Ability to use office machines and email quickly and effectively.
Must be discreet with confidential information to which he/she has access.
Willingness to accept other duties, as assigned.
Must possess the ability to develop and maintain an effective working relationship with internal and external customers, function as a team player, accept constructive criticism from management and comply with Company policies.
PHYSICAL DEMANDS & ENVIRONMENT
1. This position requires the individual to stand or walk up to 33% of the time. This position requires the individual to sit, talk or hear, and use hands to finger, handle or feel 66% to 100% of the time. This position requires the individual to reach with hands and arms 33% to 66% of the time.
2. This position will require the individual to lift up to 10 pounds 33% to 66% of the time.
3. The vision requirements for this position includes close vision of 20 inches or less; distance vision of 20 feet or more, color vision (ability to distinguish between colors), peripheral vision (ability to see up, down, left, right while eyes are fixed on a given point), depth perception (3-dimensional vision), and ability to adjust focus (ability to adjust the eye to bring an object into sharp focus).
4. This position has no exposer to measurable environmental hazards or conditions.
5. The noise level for this position will be moderate noise (Business office with computer printers, light foot traffic).
6. Travel and overtime requirements are dependent upon business and department needs and requires both domestic and international travel that should be considered demanding on occasion. This position requires 6-10 international trips per year that are inclusive of occasional weekends.
The Sales Director, International is appointed to his/her position by the Vice President, International, and is solely responsible to him/her. He/she has full authority to operate this position in accordance with Company policy and as directed by the Vice President, International. The Sales Director, International plans, organizes, directs, and provides leadership to achieve the Company's fiscal year volume/profit objectives. The Sales Director, International delivers annual business targets, leads distributor and departmental oversight functions, aligns closely with key international business partners and their organizations' strategic interests, leads new and existing market expansion efforts, and provides the key interface between customers and Company functional areas including but not limited to International Marketing and Regulatory.
ESSENTIAL JOB FUNCTIONS
REGIONAL BUSINESS & CUSTOMER LEADERSHIP: Directs the development and maintenance of an effective distributor network. Establishes regional and network-wide performance expectations, objectives and metrics and holds partners accountable. Develops communication goals for sales team with defined frequency based upon reasoning, both strategic and sales potential. Conducts field visits in conjunction with Regional Managers to build productive relationships with key decision-makers and to support and motivate international distributor teams, to visit retail locations and monitor shelf sets, and to participate in conferences and meetings with retail customers as appropriate. Leads scheduling and execution of regional executive conferences in conjunction with Vice President, International. Boosts sales, stimulates new thinking, and stays current on issues and trends through frequent communications (teleconferences, videoconferences, emails) in addition to field visits. Collects and shares best practices internally and with international partners. Makes recommendations to International Marketing regarding allocation of growth and support funds, collects, and analyzes backup information, and evaluates the impact of investment in conjunction with International Marketing. Ensures that Regional Managers and distributors understand and adhere to Company policies and procedures. Directs development of improvement plans for under-performing distributors and terminates distributors when appropriate and in conjunction with the Vice President, International.
PERFORMANCE: Delivers annual business targets, including revenue, market share and profitability. Creates revenue report and provides monthly and quarterly business analysis which feeds into OpCom summary. Directs development of market plans and ensures distributor oversight, through appropriate means, to attain Company objectives. Collaborates with International Marketing in market and brand plans development.
BUSINESS DEVELOPMENT: Leads new market expansions efforts - evaluates new market opportunities, and conducts due diligence on potential business partners, and provides recommendations. Recommends changes in product assortment in existing markets. Collaborates with International Marketing to determine launch of new products/brands in existing markets.
MARKET INTELLIGENCE: Gathers insights and intelligence including consumer & retail trends and competitive activity. Creates reports and discussion summaries following distributor meetings & visits and follows through on action items.
CROSS-FUNCTIONAL COLLABORATION: Ensure effective collaboration between Regional Managers and other functions including International Regulatory and International Marketing on regulatory requests (information gathering, prioritization, resolution). Ensure Sales team stays abreast of regulatory trends and developments in assigned markets. Directs team to obtain new artwork and coordinate feedback from International Marketing and Regulatory. Assists International Marketing and Supply Chain in managing runouts. Coordinates resolution of issues with Supply Chain, Quality, Customer Service and Consumer Affairs.
FORECASTING AND FINANCIAL OVERSIGHT: Directs and maintains Regional Managers' focus in tracking and analysis of shipment, sales-to-trade and inventory information, and ensures dissemination of conclusions and insights to organizational partners in a timely manner. Directs Regional team in demand planning efforts and meets accuracy goals. Evaluates pricing and makes recommendations to International Marketing. Reviews market/region profit & loss statements and ensures productive use by Regional team.
LEGAL MANAGEMENT: Ensures customer contracts are appropriately updated and filed (e.g., Confidentiality Agreements, Distribution Agreements). Takes corrective and preventative action in coordination with Vice President, International regarding product counterfeiting. Makes recommendations regarding filing new and maintaining existing trademarks.
AUDITING: Ensures conduct and reporting of retail audits as part of market visits. Directs periodic packaging audit for assigned markets and maintains records. Directs e-commerce marketplace monitoring and takes action to prevent diversion. Obtains and Evaluates documentation and support for claims made by international partners.
Assists in the integration of acquisitions/new business within the International Department.
Takes affirmative action in all conditions of employment to ensure that equal opportunity efforts and results are consistent with Company policies and practices.
Strengthens the International Department by contributing innovative ideas, expertise, knowledge, high professional standards, team spirit and pride in the Company.
ADDITIONAL RESPONSIBILITIES
Manages the execution of special projects related to international business.
Coordinates the activity of outside international consultants as required.
Supports the Winner's Circle and Blistex Quality System processes.
Performs and assumes other duties and responsibilities, as may be required by the Vice President, International and/or the CEO.
MANAGERIAL RESPONSIBILITIES
Manages two Regional Business Managers.
Exercises administrative control over (International) personnel assigned to his/her area (i.e., interviewing, training, departmental orientation, salary reviews, performance appraisals, etc.) in conjunction with the Vice President, International.
Oversees, manages, and tracks employee performance. Functions as a strong team-builder, coach, and mentor for staff working in a very collaborative environment. Provides coaching, direction, and support to the Regional Business team.
Creates, nurtures, and supports a positive work environment that underscores the company's core values and goals. Develops constructive solutions to employee relations issues.
Includes staff in planning, decision-making, facilitating, and process improvement; makes self available to staff; provides regular performance feedback; develops subordinates' skills and encourage growth.
Defines and implements a comprehensive program of staff development and career growth.
REQUIRED EDUCATION, EXPERIENCE AND SKILLS
A Master's Degree in General Management, International Business, Marketing, Sales, or its equivalent in training and experience is required.
The knowledge and skills required for this position are typically acquired in at least 10 to 12 years of experience with international sales and marketing and/or export management.
Experiences managing distributors in international markets and translating success/growth models across markets are required.
Experience with International business development is required.
Bi-lingual ability is beneficial, as is cultural sensitivity and curiosity.
Experience in Asian markets is beneficial.
Management training is also essential for this individual.
Strong leadership skills are essential.
Considerable interpersonal skills are required to interact with and influence internal and external customers.
Diplomatic ability to achieve "win-win" outcomes.
Good organizational ability and project/time management skills are indispensable.
Excellent written and verbal communication skills, and excellent presentation skills are necessary.
Must reflect high moral standards, professionalism, and ethics.
Must be an advocate of Company goals with a specific focus on International.
Strong skills in a Windows environment, including Word, PowerPoint, and Excel.
Ability to analyze problems and select proper corrective & preventive action within specified practices.
Considerable ability to make independent judgments.
Must possess strong analytical abilities and math aptitude.
Ability to use office machines and email quickly and effectively.
Must be discreet with confidential information to which he/she has access.
Willingness to accept other duties, as assigned.
Must possess the ability to develop and maintain an effective working relationship with internal and external customers, function as a team player, accept constructive criticism from management and comply with Company policies.
PHYSICAL DEMANDS & ENVIRONMENT
1. This position requires the individual to stand or walk up to 33% of the time. This position requires the individual to sit, talk or hear, and use hands to finger, handle or feel 66% to 100% of the time. This position requires the individual to reach with hands and arms 33% to 66% of the time.
2. This position will require the individual to lift up to 10 pounds 33% to 66% of the time.
3. The vision requirements for this position includes close vision of 20 inches or less; distance vision of 20 feet or more, color vision (ability to distinguish between colors), peripheral vision (ability to see up, down, left, right while eyes are fixed on a given point), depth perception (3-dimensional vision), and ability to adjust focus (ability to adjust the eye to bring an object into sharp focus).
4. This position has no exposer to measurable environmental hazards or conditions.
5. The noise level for this position will be moderate noise (Business office with computer printers, light foot traffic).
6. Travel and overtime requirements are dependent upon business and department needs and requires both domestic and international travel that should be considered demanding on occasion. This position requires 6-10 international trips per year that are inclusive of occasional weekends.