Director, Sales bei Culligan International

Job Title: Director, Sales

Division: Consumer Product, PurePlay (APEC)

Location: Hybrid – Rosemont, IL

Description: The Director of Sales will lead the full omnichannel sales strategy and execution for the PurePlay business—spanning Amazon, eRetail with Big Box retailers (Home Depot, Lowe’s), DTC, and B2B. This individual is accountable for top-line revenue, gross margin, and retail customer health across all brands. This role oversees a team of high-performing channel specialists and serves as the connective tissue between commercial planning, product launches, and operational execution. The Director, Sales must be both strategic and execution-focused, with a bias toward action and deep expertise in performance-driven sales environments.

Responsibilities:

• Sales Strategy & Execution
  • Lead the sales planning, execution, and forecasting process across:
    • Amazon (1P & 3P)
    • Home Depot, Lowe’s, Walmart, and other retailers’ eComm sites
    • D2C (owned Shopify sites)
    • B2B (installers, distributors, service providers)
  • Translate brand, product, price and commercial objectives into clear channel-specific plans.
  • Ensure coordinated channel strategies to avoid channel conflict and protect brand integrity.
• Team Leadership & Accountability
  • Lead, develop, coach and execute initiatives with a team of direct reports:
    • Amazon Manager – owns day-to-day marketplace management and growth
    • eRetail Manager – manages retail.com accounts
    • Sales Operations Manager – leads forecast accuracy, promotional setup, item setup, and sales reporting
    • D2C Manager – drives owned-site performance, merchandising, and customer experience
  • Set clear performance expectations, KPIs, and growth plans across each role.
• Retail & Account Management
  • Build and own relationships with key retail buyers, vendor managers, and eRetail partners.
  • Lead line reviews, new item setup, promotional calendars, and annual planning.
  • Negotiate all commercial terms with retail partners, including pricing, trade spend, promotional support, placement opportunities, and co-op programs—ensuring deals align to financial goals and margin targets.
  • Collaborate with the Director of Product Marketing to sequence product introductions with retailer strategies and shelf resets.
• Amazon & eComm Alignment
  •  Own sales accountability on Amazon; ensure that inventory, promotional strategy, and demand generation efforts (led by the eCommerce Marketing Manager) are aligned and well-executed.
  •  Drive marketplace-specific strategies including MAP compliance, PDP readiness, and operational availability.
• Cross-Functional Collaboration
  •  Act as the sales expert and advocate internally—representing consumer needs, retailer category performance and feedback
  •  Coordinate with:
    •  Product Marketing on launch timing, line architecture, pricing, and product priorities
    •  Content & Consumer Journey on PDPs, retail content, and in-box experience
    •  eCommerce Marketing on campaign timing, traffic-driving activities, and Amazon Ads support
  •  Ensure alignment across supply chain and finance for S&OP and forecast integration.
• Business Performance & Forecasting
  •  Own the forecast (demand, promo, returns and trade), revenue goals, and margin targets for all commercial channels.
  •  Deliver accurate weekly/monthly forecasts and partner with sales ops to maintain clean data and reporting.
  •  Monitor performance, diagnose gaps, and implement data-driven corrective actions. 
     

Required Qualifications:  

• Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.
• 7+ years of progressive sales leadership experience in omnichannel or eCommerce-driven consumer products, with full P&L ownership.
• Proven success delivering revenue growth, margin targets, and forecast accuracy.
• Must have direct experience with Amazon 1P and 3P and using tools such as Stackline, Helium 10, or similar platforms.
• Demonstrated expertise across Amazon (1P/3P), eRetail (Home Depot, Lowe’s, Walmart.com), DTC (Shopify), and B2B channels; experience in system/consumable categories is a plus.
• Deep knowledge of omnichannel sales strategy, retail negotiations, and digital commerce operations.
• Strong background in account management, including line reviews, trade spend, and promotional planning.
• Experienced in forecasting, demand planning, and S&OP alignment with Sales, Finance, and Supply Chain.
• Skilled in leading and scaling high-performing, multi-functional sales teams with clear KPIs and accountability.
• Executive presence with the ability to influence cross-functional leaders and senior retail partners.

Competencies: To perform the job successfully, an individual should demonstrate the following competencies in this position; Negotiation & Financial Acumen, Communication & Relationship Building, Strategic & Tactical Agility, Problem-Solving & Resilience, Leadership & People Management.

About Us - The PurePlay business is a growing portfolio of purpose-driven water filtration brands and part of Culligan International, a private-equity held company based in Rosemont, Illinois.

Our PurePlay brands serve a shared mission: to make clean, great-tasting, and contaminant-free water accessible in every household.

• APEC Water is our flagship brand, widely trusted by professionals and discerning consumers alike for its uncompromising performance, rigorous engineering, and industry-leading reverse osmosis systems.
• Express Water brings bold design and modern simplicity to everyday households, delivering powerful water filtration in sleek, user-friendly formats—designed for DIY installers and first-time buyers alike.
• CuZn extends our professional-grade portfolio with performance-focused specialty filters, while
• Pure Blue delivers reliable, accessible solutions tailored for value-seeking families looking for high-quality hydration with minimal complexity.

Across the portfolio, we combine technical credibility with consumer-first thinking—creating products that are engineered to perform, built to last, and positioned to win in every channel.

Target Salary Range: $175-195k per year plus bonus. Exact pay will be based on factors including, but not limited to relevant education, qualifications, certifications, experience, level, geographic location, and business and organizational needs. Full-time positions are eligible for competitive benefits, including paid time off, health, dental, vision, life, disability benefits and 401(k).