Sales Director, Target & Drug

At BIC, we create products that make everyday life simpler and more joyful. As the Sales Director – Target & Drug Channels, you will play a pivotal role in driving profitable growth across two of BIC's most strategic retail channels. This highly visible leadership position is responsible for developing, partnering, and executing the commercial strategy for Target and the U.S. Drug Channel, delivering sustainable sales growth, strengthening customer partnerships, and maximizing profitability across a diverse portfolio of brands.

Reporting into senior commercial leadership, you will lead customer strategy, annual business planning, negotiations, and financial performance while partnering closely with Marketing, Category Management, Supply Chain, Finance, Customer Marketing, Customer Service, Legal, and Product Development to bring winning strategies to market.

This role also provides leadership, coaching, and development for the sales organization, fostering a high-performing team focused on collaboration, accountability, and executional excellence.

What You'll Do:

Lead Customer Strategy & Business Growth

• Develop and execute the long-term commercial strategy for Target and the U.S. Drug Channel, aligning customer priorities with BIC's strategic objectives.
• Build trusted relationships with executive and senior-level customer stakeholders, positioning BIC as a preferred strategic partner.
• Lead annual joint business planning, customer negotiations, assortment decisions, promotional planning, and pricing strategies.
• Identify opportunities to expand distribution, improve product assortment, and accelerate category and market share growth.

Deliver Financial Performance

• Own delivery of annual sales, profit, market share, and customer-specific financial objectives.
• Manage the customer P&L, ensuring disciplined investment decisions that maximize profitable growth.
• Lead Business Development Fund (BDF) planning and customer investment strategy while optimizing trade spending effectiveness.
• Manage regional operating expenses (OPEX) and ensure responsible budget stewardship.
• Analyze market trends, competitive activity, consumer insights, and financial performance to inform strategic business decisions.

Drive Cross-Functional Execution

• Partner with Brand Marketing, Category Management, Customer Marketing, Finance, Supply Chain, Customer Service, Packaging, Legal, and Product Development to develop and execute customer growth initiatives.
• Ensure flawless execution of launches, promotions, merchandising programs, and supply chain initiatives.
• Collaborate across functions to proactively identify risks, solve challenges, and deliver exceptional customer service.

Lead & Develop Talent

• Recruit, develop, coach, and inspire a high-performing sales team.
• Establish clear performance expectations while providing ongoing feedback and career development opportunities.
• Foster a collaborative, inclusive, and results-oriented culture that encourages continuous improvement and innovation.
• Lead through influence across cross-functional teams while serving as a trusted commercial leader within the organization.

What You'll Need:

Experience

• Bachelor's degree in Business, Marketing, or a related field required; MBA preferred.
• 10-12 years of progressive sales experience within the Consumer Packaged Goods (CPG) industry.
• Minimum of 5 years of people leadership experience, including coaching and developing high-performing teams.
• Experience managing national retail accounts, with demonstrated success leading business within Target and/or the U.S. Drug Channel preferred.
• Proven experience developing and executing strategic customer growth plans that deliver measurable business results.

Knowledge & Skills

• Strong understanding of retailer economics, customer P&L management, trade investment strategy, and promotional planning.
• Demonstrated success leading complex customer negotiations and annual business planning.
• Strategic thinker with strong analytical and financial acumen.
• Excellent communication, presentation, and influencing skills with the ability to engage senior-level internal and external stakeholders.
• Ability to balance long-term strategic planning with disciplined execution and operational excellence.
• Proven ability to lead cross-functional teams and drive alignment across multiple business partners.
• Strong organizational, prioritization, and decision-making skills in a fast-paced environment.
• Passion for developing talent and building engaged, high-performing teams.

What Success Looks Like in This Role

In this role, success means consistently delivering profitable growth while strengthening BIC's position as a trusted strategic partner within Target and the U.S. Drug Channel. You will:

• Deliver or exceed annual sales, profit, and market share objectives.
• Build long-term customer relationships that create mutual growth opportunities.
• Drive disciplined customer investment strategies that maximize return on investment.
• Successfully lead annual business planning, negotiations, and execution across key retail partners.
• Inspire and develop a high-performing sales team focused on accountability, collaboration, and continuous improvement.
• Partner effectively across Commercial, Marketing, Finance, Supply Chain, and Customer Service to deliver seamless customer experiences.
• Champion innovation and identify new opportunities that accelerate sustainable growth for both BIC and our retail partners.

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BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.