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Director of Sales, Home Channel

INCPG

Charlotte, NC

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JOB DETAILS
SKILLS
Brand Positioning, Brand Strategy, Business Administration, Business Plan, Category Management, Channel Sales, Channel Strategies, Coaching, Communication Skills, Consumer Packaged Goods, Continuous Improvement, Cross-Functional, Customer Relations, Demand Forecasting/Planning, Expense Tracking, Finance, Forecasting, Industry/Trade Analysis, Inventory Management, Leadership, Market Trend Analysis, Marketing, Negotiation Skills, People Management, Performance Analysis, Performance Management, Product Planning, Product Pricing, Product/Service Launch, Profit & Loss, Profit & Loss Management, Promotional Programs, Retail, Retail Construction, Return on Investment (ROI), Revenue Growth, Sales, Strategic Planning, Supply Chain, Supply Chain Management, Team Player, Volume Planning
LOCATION
Charlotte, NC
POSTED
1 day ago
Sales Director, Home Channel

We're looking for a strategic, data-driven, and inspiring Sales Director to lead the Home Channel business, with a specific focus on The Home Depot. This high-impact leadership role will drive the strategic growth of our CPG brands through exceptional people management, customer partnership, and commercial excellence.
As the sales leader for Home Depot business, you will own the strategy, performance, and culture of our Atlanta-based team. This role demands an expert in fact-based selling, brand-building within retail, and cross-functional leadership who can champion both the voice of the customer and the voice of the brand.
What You'll Lead & Deliver
Strategic Leadership & People Development
  • Lead, coach, and develop a high-performing team of sales professionals, fostering a culture of accountability, growth, and collaboration.
  • Serve as the strategic lead for The Home Depot, driving customer relationships across all functions and departments.
  • Champion a fact-based, insights-driven selling approach to unlock category growth, elevate in-store execution, and position our brands as indispensable to the customer.
  • Role model company values while driving a culture of continuous improvement, agility, and customer focus.
  • Provide cross-functional leadership across Marketing, Finance, Supply Chain, and Category Management to align commercial objectives with brand strategy.
Business Planning & Execution
  • Own the P&L for The Home Depot channel; lead strategic planning, forecasting, and performance management to deliver sustainable, profitable growth.
  • Lead the annual sales planning process, leveraging internal and external insights to build a compelling customer growth story.
  • Collaborate with senior customer stakeholders through Joint Business Planning (JBP), aligning short- and long-term priorities for mutual success.
  • Ensure executional excellence in line reviews, promotional planning, and product commercialization across departments.
Trade & Forecast Management
  • Optimize trade spend to ensure ROI-positive investment, utilizing robust analytics and performance tracking tools.
  • Drive accurate forecasting, volume planning, and inventory management in partnership with demand planning and supply chain teams.
  • Identify and act on business opportunities through fact-based analysis of trade effectiveness, shopper behavior, and marketplace trends.
Category & Market Insights
  • Stay ahead of competitive dynamics, retail trends, and emerging consumer preferences.
  • Translate insights into actionable strategies that enhance shelf presence, grow household penetration, and deliver incremental category value.
  • Act as a strategic thought partner to internal stakeholders and The Home Depot, positioning our brands for long-term relevance and success.
What You Bring to the Table
Experience & Education
  • Bachelor's degree required; MBA or advanced business degree preferred.
  • Progressive leadership experience in Consumer Packaged Goods (CPG), including direct responsibility for The Home Depot or similar national home improvement retailers.
  • Proven ability to drive brand growth within complex, matrixed environments.
Leadership & Commercial Acumen
  • Visionary leader with a proven ability to inspire and develop high-performing teams.
  • Deep expertise in fact-based selling, customer business planning, and brand strategy execution at the retail level.
  • Exceptional negotiation, relationship-building, and communication skills-able to influence at all levels, both internally and with customers.
  • Financial fluency with strong command of P&L management, trade ROI, and pricing strategy.
  • Highly collaborative with a track record of building trust and alignment across functions.

About the Company

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INCPG

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