Regional Commercial Director - General Retail

Company Description

About Avery Dennison Corporation:
Avery Dennison Corporation (NYSE: AVY) is a global materials science company specializing in the design and manufacture of a wide variety of labeling and functional materials. The company’s products, which are used in nearly every major industry, include pressure-sensitive materials for labels and graphic applications; tapes and other bonding solutions for industrial, medical, and retail applications; tags, labels and embellishments for apparel; and radio frequency identification (RFID) solutions serving retail apparel and other markets. Headquartered in Glendale, California, the company employs approximately 36,000 employees in more than 50 countries. Reported sales in 2022 were $9.0 billion. Learn more at www.averydennison.com.

Job Description

The Regional Commercial Leader is responsible for leading the delivery of long-term, profitable growth of one of Avery Dennison’s strategic and emerging, high-growth segments, general retail/merchandise. The person in this role will develop and execute the general/retail business segment’s strategy, aligned with Avery Dennison’s corporate strategy, and report directly to the US Commercial Director. 

The optimal candidate for this role will be a results-oriented leader with strong commercial acumen and progressive people leadership experience. This person will lead external executive level engagement and lead both dedicated and cross-functional teams to commercialize Avery Dennison’s full suite of enterprise service solutions and materials offerings. This person must be comfortable leading through ambiguity and with rapidly developing and scaling new business models.

*Remote or Hybrid if not located in Dallas

Responsibilities

The General Merchandise Commercial Leader is accountable for all commercial aspects of the business segment and its resources. The person in this role is also accountable for managing the segment’s P&L as well as the execution of global commercial strategies and initiatives, ensuring the segment’s commercial team, along with their key functional partners, delivers financial goals. 

Formulate and Implement Segment Strategy while Advocating Planning and Performance 

• Working closely with the US Commercial Director, develop and execute a comprehensive commercial strategy for the segment, aligned with the broader Avery Dennison and Solutions’ strategy, goals and objectives
• Develop a deep understanding of customer needs, market trends and competitive forces
• Work closely with cross-functional teams to develop a comprehensive strategy execution roadmap, including customer portfolio development and management 
• Prepare annual and multi-year/long-term revenue plans to deliver against segment growth objectives and effectively communicate plans within the segment and across the Avery Dennison Solutions business 

Lead Segment Commercial Team and Collaborate Cross-functionally 

• Build and manage a high-performing sales team that is focused on driving revenue growth, ensuring team members have the the skills and tools necessary to succeed
• Set clear sales targets and goals. Develop and execute sales plans with the team, providing regular feedback and coaching 
• Establish and maintain effective communication channels with the team and other stakeholders on strategy, objectives and performance 
• Develop and proactively monitor and support team member career development
• Provide regular updates on sales performance and progress towards personal development goals

Accelerate Sustainable Growth through Commercial Excellence

• Lead segment adoption of full commercial excellence principles, including segmentation, go-to-market, sales enablement, etc. 
• Develop go-to-market strategy and ensure it is effectively adopted and adhered to by the commercial team 
• Establish performance management and tracking metrics (profitability, cost-to-serve, pipeline vitality, etc.) and ensure target attainment
• Identify segment customer needs and build a set of portfolio of offerings to best meet identified needs
• Lead, negotiate, and execute sales contracts with the team 
• Partner with regional counterparts, including operations and supply chain to maintain quality, cost, and lead time requirements of customers 

Unlock and Innovate from Avery Dennison Solutions Customer Value Proposition 

• Understand the full breadth of Avery Dennison’s capabilities and cross-functionally with functional partners and technical teams to innovate for the next generation of portfolio solutions and materials offerings 
• Bring outside-in perspectives that challenge ways of working