Director of Omnichannel

Description

Omnichannel Director

Buckman – Memphis, TN

Location: Memphis, TN

This position is fully remote

Language: English

Travel up to 25%

Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.

Position Summary

The Director, Omnichannel is responsible for leading and managing an Omnichannel Team to achieve revenue targets and drive business growth. This role is responsible for identifying, launching, and optimizing a new Omnichannel that delivers sustainable growth for Buckman. This role demands a blend of marketing savvy, data-driven thinking, and channel expertise to cultivate untapped opportunities, forge key partnerships, and propel our reach beyond traditional pathways. Creates the strategy and aligned budget, develops a winning team, and owns the execution of actions to drive exceptional results for our Customers and Buckman. This role is responsible for championing a high safety culture, setting the strategy to win, and delivering results. This role will collaborate with New Business Development, Research & Development, Marketing and Technology, and Smart Digital to ensure the Corporation delivers both highly profitable growth plan and superior Customer Experience.

Key Outcomes/Responsibilities

Outcome: Drive Growth-Increased Revenue, GP, and Share of Wallet

Actions: Omnichannel Channel Responsibilities:

• Oversee Omnichannel operations and revenue generation to achieve P&L targets and market share objectives.
• Develop and execute go-to-market (GTM) strategy for Omnichannel, aligning with business objectives and brand positioning.
• Design and implement customer acquisition and conversion programs tailored to Omnichannel.
• Oversee the development and execution of New Customer Acquisition/Share of Wallet marketing campaigns and associated Playbooks to guide process.
• Create Playbook for Omnichannel process from Demand/Lead generation, qualification, Customer engagement, and conversion.
• Drive sustainable Sales Pipeline Growth/Health and forecast revenue to ensure achievement of targets.
• Develop and implement sales incentive programs to motivate the team.
• Analyze sales data to identify areas for improvement and optimize sales effectiveness.
• Optimize distribution of products/services through Omnichannel to maximize profitability.
• Conduct market research to identify emerging or underutilized channels with disruptive potential for Buckman’s products or services.
• Stay abreast of industry trends and technology advancements, proactively evaluating opportunities.

Outcome: Create Differential Customer Experience-Segmentation and Strategy

Actions:

• Establish a robust and scalable Omnichannel to serve as a foundational pillar for our future e-commerce Company vision, driving sustainable revenue growth and customer acquisition.
• Conduct a thorough analysis of the customer base to identify and categorize clients suitable for Omnichannel versus those requiring a direct sales approach.
• Develop and implement a customer segmentation strategy based on factors such as account size, complexity, and potential for growth.
• Collaborate with the sales team to allocate resources effectively, ensuring the appropriate balance between inside, indirect, and direct sales efforts.
• Continuously evaluate and adjust the sales approach based on customer feedback, market dynamics, and emerging industry trends.
• Collaborate with marketing and product teams to create compelling sales materials and messaging.

Outcome: Leadership of High Performance Omnichannel Team

Actions: Lead and motivate a high-performing team of Omnichannel leaders

• Lead the recruitment, training, and performance management of a dedicated Omnichannel team.
• Recruit, train, and mentor a high-performing sales team capable of delivering top results.
• Manage sales budgets, forecasting, and resource allocation to ensure efficient and profitable operations.
• Provide strategic leadership to the sales team, ensuring alignment with overall business goals and objectives.
• Foster a culture of high performance, continuous improvement, and customer-centricity within the team.
• Set performance expectations, monitor progress, and give feedback to improve effectiveness.
• Establish and maintain a positive and collaborative work environment that encourages innovation and professional development.
• Establish action items from both engagement and Organizational health surveys
• Improve Net Promoter Score within team.

Outcome: Operational Performance-Driving Omnichannel Productivity, Efficiency, and Performance

Actions:

• Manage Omnichannel operations, including performance analysis, budgeting, forecasting, and reporting.
• Develop, track, and analyze key performance indicators (KPIs) to measure the performance of the Omnichannel team.
• Monitor activity based metrics of Sales Calls made/connected, email outreach, qualified leads generated, conversion rates, sales cycle length, and pipeline health.
• Implement Digital sales tools and technologies to improve efficiency and productivity.
• Manage CRM system effectively for lead tracking, customer information management, and reporting. Ensure accurate and timely updates in the CRM by Omnichannel Team.
• Ensure compliance with sales policies, procedures, and regulations.
• Develop and implement reporting mechanisms to track the lead generation and performance of Omnichannel reps against customer segments and sales channels.
• Analyze sales data to identify opportunities for refinement in the customer segmentation strategy and sales channel allocation.
• Communicate effectively with Leadership, providing regular reports, insights on channel performance, and strategic recommendations.

Outcome: Safety Leader with 100% of required safety training and BBS completed by team.

Actions:

• Felt Safety Leadership must be must be vocal, visible, and continuous.
• Managers are ultimately responsible for the safety of the people they manage, their customers, and the public.
• Managers will seek involvement by their associates in the elimination of hazards in the workplace.
• Safety education is vital to working safely. Everyone must be trained again and again.
• Safe behavior is a condition of employment.
• Safety will take precedence over expediency or short cuts.

Basic Qualifications

• 10 years + experience in Channel Marketing, Sales, or Business Development with proven performance record
• Strong Sales Management skills, including team development and performance management
• Proven track record of successfully launching and scaling new go-to-market channels
• Excellent communication and interpersonal skills.
• Proficiency in CRM and sales automation tools.

Preferred Qualifications

• Master of Business Administration or Business School Certification Program
• 5 years + of Chemical Industry Experience
• Proven track record of success in Sales leadership roles
• Mastery at Insight Selling
• Strong understanding of smart digital solutions, emerging technologies and potential impact on both the strategy and customer opportunities.
• Experience with remote or hybrid work environments
• Understanding of business/finance and terminology