Vice President of Sales

Overview:

At Dropps, we are setting a new standard of clean, one that refuses to compromise. Our biobased formulas deliver powerful results mindful of the environment. It’s a clean clean. Our mission is to create a ripple of positive change; the more you clean, the more good we do for you, your family, and our planet.

Role Summary:
The Vice President of Sales is an ambitious and entrepreneurial sales professional with exceptional problem-solving skills as well as strong account management and people management skills. They will have experience scaling distribution and sales in high-growth consumer products companies. They should have a proven track record of growing businesses across mass, grocery, and specialty retailers by conducting market and competitive analysis and developing profitable business-building plans. Additionally, they must demonstrate strong team leadership skills and set the standard for a high-performance culture. They should also have experience working collaboratively with other functions, including marketing, product development, and operations, which is critical for success in this role. Experience collaborating across departments within home and/or personal care categories or closely related fields is essential, with experience in a smaller company considered a plus. They will be responsible for, and have the authority to oversee, the following areas:

Responsibilities:

• Develop a repetitive, scalable, and predictable commercial engine across all of the business’ retail and marketplace sales channels (Thrive, walmart.com, etc.).
• Develop and implement a comprehensive sales strategy to extend  Dropps brand presence in brick & mortar retail channels including mass (i.e., Target, Walmart), Club (i.e., Costco, Sam’s Club), National and Regional Grocery (i.e., Albertsons, HEB) and Natural (Whole Foods, Sprouts, etc.).
• Build and nurture relationships with key retail partners and brokers while driving growth and managing performance.
• Serve as the channel lead for Amazon and other applicable marketplaces, collaborating with third-party agencies and in-house resources to ensure marketplace roadmaps maximize scale while meeting contribution, performance, and engagement targets.
• Develop a deep understanding of Dropps' "Clean Clean Pioneer" brand and sustainability ethos to ensure all strategies authentically reflect the brand’s commitment to our core tenets and archetypes, fostering genuine connections with consumers.
• Expand and diversify the brand’s presence and profitable growth in e-tail channels and marketplaces
• Lead the development of retail sales materials and presentations.
• Drive the execution of sales initiatives that maximize revenue and profit, including negotiation of terms, promotional planning, and merchandising strategies.
• Collaborate with the marketing team to ensure alignment of sales and marketing efforts (promotional planning, social media campaigns, merchandising programs).
• Provide clear “voice of customer” input to marketing organization in support of company’s broader GTM strategy
• Work with respective functional teams on key elements to support retail launches including price & pack architecture, retail packaging, and infrastructure build.
• Work with product development to bring innovation and new products driven by consumer insights to each account on a periodic basis to ensure strong market share growth.
• Responsible for annual budgeting and monthly forecasting for all accounts, collaborating closely with finance and operations on forecast changes, while managing trade funds, pricing, mix, and expenses to drive long-term EBITDA growth.
• Monitor sales performance, analyze data, and adjust strategies to meet sales and margin targets.
• Report on results and progress as required by senior management and the board of directors.
• Develop the sales functional team into a high-performance group delivering superior results over time.
• Remain hands-on with every aspect of the sales process, from planning to execution to cash receipt.

Requirements:

• Minimum of 15+ years’ experience in sales management.
• Values-driven executive who acts with integrity and strong moral character. Passionate about sustainability, diversity, DROPPS’ product offering, and Community Values.
• Proven experience in a senior sales role within the home and/or personal care or consumer goods industry.
• Demonstrated success in launching products, ideally digitally native brands, in brick & mortar retail channels, particularly mass (i.e., Target, Walmart).
• Proven history managing marketplace and omni-channel retailer relationships to drive growth and optimize sales performance across platforms
• Advanced knowledge of account penetration strategies, market development techniques and category management processes.
• A proven track record of delivering growth in revenue, profits, market share, and customer satisfaction.
• Strong network and relationships with retail buyers and respective brokers. They will have existing relationships that can be leveraged.
• Excellent negotiation and communication skills.
• Ability to thrive in a fast-paced, entrepreneurial environment and work with a strong sense of urgency.
• Proven ability to excel in remote environments, leveraging strong communication, self-motivation, and digital collaboration skills to drive cross-functional alignment and achieve goals across distances.
• Hands-on approach and willingness to get involved in the details and collaborate cross-functionally to make things happen.
• Growth-oriented mindset with a desire for feedback and continuous improvement.
• Familiarity with and professional track record with private equity & growth capital-backed companies.
• Strong analytical and strategic thinking skills with the ability to work across multiple data sources to provide a holistic perspective and influence decision making across multiple levels and functions of an organization to drive results. 
• Accountable, responsible, disciplined and action oriented; demonstrates a hunger for success.
• A true player-coach who brings others alongside them. Builds a collaborative, supportive environment of trust and transparency. Has a "we" vs. "I" mentality. Fosters leadership and decision-making in others.
• Commercial Judgment: able to sort fact from speculation and make fact-based decisions based on strong data analytics.

Physical Requirements (with or without reasonable accommodations):

• Ability to use common office equipment such as a computer, keyboard, mouse/touchpad, etc.
• Ability to visually interpret images
• Ability to communicate with team members and attend virtual or in-person meetings as applicable.
• This role is primarily stationary, so must be able to sustain sitting/standing for the majority of work time.

Benefits:

• Medical and vision insurance with HRA 
• 401K plan with matching and ESG funds option
• Unlimited vacation days
• Paid sick time off
• Work from home options
• Discounts on Dropps products
• Home office and internet stipends

Location: Remote with preference to: Chicago, San Francisco, Tri-State NY, & Minneapolis 

Reports to: CEO

Supervises: Director of Customer Marketing

Salary Range: $225,000 - $275,000

Dropps is an equal-opportunity employer. We are proud to provide employment, training, and room for growth to all, regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. We thrive when our ideas are reinforced and challenged by new viewpoints and we recognize diversity at Dropps is essential to developing the best products on the market and being the happiest workplace in the world.