Director of Sales - Major Big Box Retailer Account

Job Description

Job Description

Description:

The GardenCore Director of Sales - Big Box Retailer Account - is responsible for developing and executing the strategic business plan for one of the company's most important retail partnerships. This role leads all aspects of the relationship with the major big box retailer account, including sales growth, profitability, customer engagement, joint business planning, merchandising, marketing alignment, forecasting, inventory management, and cross-functional collaboration. The Director of Sales serves as the primary executive contact for the big box retailer and is accountable for achieving revenue, margin, market share, and customer satisfaction objectives.

The GardenCore Director of Sales will be located in the Peachtree Corners, GA office. This position will work onsite 3-4 days per week with the ability to work remotely 1-2 days per week. This position will be required to travel 10% - 25% of the time.

Responsibilities

Strategic Account Leadership

• Develop and execute annual and multi-year strategic business plans for the big box retailer account.
• Establish growth strategies that align with company objectives and the big box retailer's merchandising priorities.
• Lead executive-level relationships with key stakeholders across merchandising, marketing, supply chain, e-commerce, and operations.
• Identify new business opportunities, product expansion initiatives, and category growth strategies.

Revenue and Profitability Management

• Deliver sales, profit, margin, and market share goals for the account.
• Drive sustainable revenue growth through effective pricing, promotional planning, assortment optimization, and strategic investments.
• Monitor business performance and recommend corrective actions to achieve financial objectives.
• Manage customer-specific budgets, trade funds, and investment plans.

Customer Relationship Management

• Serve as the primary point of contact and trusted advisor for senior leaders within the account.
• Build and maintain strong customer relationships that foster long-term partnerships.
• Lead negotiations involving pricing, contracts, merchandising programs, promotions, and annual business agreements.
• Represent the company in executive business reviews and planning sessions.

Joint Business Planning

• Develop and lead annual Joint Business Planning (JBP) processes with the account.
• Collaborate with marketing, product management, operations, and finance teams to align customer plans with company priorities.
• Create actionable growth initiatives supported by data-driven insights and category analysis.
• Track and measure performance against agreed-upon objectives.

Cross-Functional Leadership

• Partner closely with supply chain, demand planning, marketing, category management, finance, and customer service teams.
• Ensure operational excellence, inventory availability, forecast accuracy, and on-time delivery performance.
• Champion customer’s needs internally while balancing organizational priorities and profitability goals.
• Lead cross-functional teams in support of major customer initiatives and strategic projects.

Data Analytics and Business Insights

• Utilize customer, category, market, and POS data to identify trends and opportunities.
• Analyze sales performance, promotional effectiveness, inventory levels, and competitive positioning.
• Develop actionable recommendations that improve business outcomes for both organizations.
• Prepare and deliver executive-level presentations and business reviews.

Team Leadership and Development

• Lead, coach, and develop account management and sales professionals supporting the account's business.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Establish clear objectives and performance expectations for team members.
• Support succession planning and talent development initiatives.

Requirements:

• Bachelor’s degree in Business, Marketing, Finance, or related field.
• 10+ years of progressive sales, account management, or business leadership experience.
• 5+ years managing large national retail accounts, preferably The Home Depot, Lowe’s, Costco or other major home improvement or buying club retailers.
• Demonstrated success managing multimillion-dollar revenue portfolios and delivering profitable growth.
• Strong negotiation, financial analysis, forecasting, and strategic planning skills.
• Proven ability to influence at executive levels internally and externally.
• Excellent communication, presentation, and relationship-building abilities.
• Ability to travel 10-25% of the time.

Preferred

• MBA or advanced business degree.
• Direct experience managing The Home Depot, Lowe's, or Costco accounts.
• Experience in home improvement, building products, tools, electrical, lighting, hardware, appliance, or consumer durable goods industries.
• Familiarity with retail analytics platforms and customer reporting tools.

Compensation

• Base Salary of $180,000 - $200,000 per year
• Paid Time Off - 144 hours per calendar year (pro-rated in first year)
• 401k Plan
• Short Term and Long Term Disability benefits
• Nine paid Holidays per year
• Opportunity for target bonus

What GardenCore Offers You

• Highly competitive base pay
• Comprehensive medical, dental and disability benefits programs
• Group retirement savings program
• An inclusive culture that values opportunity for growth, development, and internal promotion

About GardenCore

GardenCore is a leading U.S. manufacturer of lawn and garden consumables, offering a broad portfolio of mulch, soil, stone, and lime products. The Company has deep, long-standing partnerships with major home improvement retailers and garden centers, and delivers consistent, high-quality execution across large-scale private label and branded programs. The Company has over 1,400 employees and operates 58 manufacturing facilities across the United States.

GardenCore is an Affirmative Action and Equal Opportunity Employer.

EOE/Vet/Disability

GardenCore is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

AI tools may be used in certain stages of the employment lifecycle, such as candidate review; however, all final employment decisions will be made by a person.