Club Channel Sales Director

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

The Club Channel Sales Director is the primary strategic leader for the Club Channel, responsible for leading a direct selling team to deliver accelerated growth, profitability, and operational excellence across Costco, Sam’s Club, and BJ’s Wholesale. This role plays a critical role in building and executing comprehensive strategies to win within the unique dynamics of the Club Channel while fostering collaboration across Church & Dwight and the Retailer(s) team to include Marketing, Sales Strategy, Omni-Channel, RGM, and Supply Chain.

The ideal candidate will bring expertise in Channel level selling, including SKU development, assortment strategy, trade investment, and category management, while serving as the company's subject matter expert for the channel.

The Director will provide on-going fact-based insights about our Products, Categories and Shoppers, and make recommendations to further drive alignment with Brand and Channel Strategies.

This role requires a team player with the strong ability to lead cross-functional alignment, ensure best-in-class execution that exceeds customer expectations, and strengthen relationships with key retail partners.

This position will be based in the Seattle, Washington area.

Key Responsibilities:

Strategic Leadership & Business Planning:

• Develop and own the comprehensive Club Channel strategy, including annual business planning, P&L management, and trade investment optimization to deliver exceptional top and bottom-line growth.

• Drive financial performance through strategic management of all P&L levers, including Gross to Net metrics, trade investments, deductions, and operational expenses.

• Serve as the organization's subject matter expert on Club Channel trends and dynamics, translating market insights into actionable growth strategies.

• Lead quarterly business reviews and maintain robust performance scorecards, providing data-driven recommendations for course correction and optimization.

Customer & Stakeholder Management:

• Build and maintain strategic Enterprise-to-Enterprise (E2E) partnerships with senior leadership across key Club Channel accounts, positioning Church & Dwight as a preferred vendor partner.

• Orchestrate cross-functional collaboration between customer stakeholders and internal teams across merchandising, marketing, replenishment, and supply chain functions to drive mutual growth objectives.

• Lead the development and execution of customer-specific initiatives that drive category growth while maintaining alignment with internal strategic priorities

• Create and deliver compelling business presentations that demonstrate Church & Dwight's value proposition and secure buy-in for strategic initiatives.

Innovation and Execution:

• Partner with Sales Strategy, RGM, and Marketing to lead product/SKU development, assortment decisions, packaging, and pricing strategies that align with both internal goals and customer expectations while minimizing market conflict.

• Utilize data analytics, shopper insights, and category expertise to identify growth opportunities and create innovative, customer-centric solutions.

• Demonstrate exceptional adaptability by proactively responding to evolving business needs, developing innovative solutions to complex challenges, and guiding teams through strategic pivots and organizational changes. Maintain effectiveness and positive leadership presence during periods of ambiguity or shifting priorities.

Team Leadership:

• Build and lead a high-performing sales team, providing coaching, mentorship, and development opportunities.

• Conduct talent assessments and foster a collaborative, results-driven culture.

• Work across functional teams, ensuring alignment between Sales, Marketing, Supply Chain, and Finance.

• Demonstrate a partnership-focused leadership style by fostering collaboration across teams, actively engaging stakeholders, practicing active listening, and facilitating inclusive decision-making to achieve optimal outcomes. Build consensus while maintaining clear direction and accountability. 

Qualifications:

Requirements:

• Bachelor’s degree in Business, Marketing, or a related field.

• 10+ years of progressive sales experience within CPG industry. 

• Must have a minimum of 3+ years of people management experience.

• Strong background in SKU development, project management, forecasting, sell-in processes, RGM concepts and understanding of Club Channel ROI dynamics.

• Proven ability to lead cross-functional teams and drive strategic alignment.

• Exceptional analytical, communication, and negotiation skills.

• Proficient in Excel, PowerPoint, PowerBI, Data & Insights

Preferred:

• Experience managing U.S. Club Channel accounts.

• Passion for understanding customer needs and delivering innovative, customer-first solutions.

• Demonstrated ability to adapt to change, take calculated risks, and make data-driven decisions in a fast-paced environment.

Who You’ll Work With:

• Internally: Collaborate closely with Sales Strategy & Analytics, Marketing, Demand & Supply Planning, RGM and Finance.

• Externally: Partner with Club Channel merchant teams and leadership, including stakeholders in Marketing, Planning, and Inventory.

• Reporting: This role reports to VP of Non-Food Sales.

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Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/