Sales Manager - Club & Household

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Job Description

Job title: Sales Manager, China

Department & Location: International East, Shanghai

Report to: China Sales Leader

Role Summary

Founded in 1846, Church & Dwight is one of the leading consumer packaged goods companies in the U.S. We manufacture and market a broad range of leading household, personal care and specialty products to consumers and business customers in 135 countries. Well-known brands marketed around the world include ARM & HAMMER, FIRST RESPONSE, NAIR, ORAJEL, OXICLEAN, TROJAN, STERIMAR, BATISTE, L’IL CRITTERS, VITAFUSION, PEARLDROPS and many more.

Church & Dwight’s Export team conducts business in over 130 countries and represents one of the fastest growing business units within Church & Dwight. China market is a very strategic and important one. This role is new within this team and has been created to address brand-building and sales execution needs to enable rapid growth in China.

We are seeking a dynamic and strategic Sales Manager to drive growth across two critical pillars of our business in China. This hybrid role combines Club Channel Leadership (acting as the cross-brand coordinator for Sam’s Club and Costco) with OxiClean Brand Ownership for the E-commerce sector. The ideal candidate is a versatile leader who can manage complex P&Ls, navigate matrixed organizations, and execute omni-channel strategies that deliver profitable growth.

Role Accountabilities and Responsibilities

1. Club Channel Cross-Brand Management

Act as the primary owner and coordinator for all C&D brands within the Membership Club channel.

• P&L & Business Growth: Own the P&L for the Club Channel across Sam’s Club and Costco (70+ stores nationwide). Drive top-line growth and profitability through strategic planning and execution.
• Joint Business Planning (JBP): Lead consolidated JBPs and regular business reviews with key buyers. Strengthen strategic partnerships by presenting unified brand portfolios rather than siloed categories.
• Operational Excellence: Establish and optimize a robust operational framework involving cross-functional alignment with Brand, Logistics, Supply Chain, and CRM teams to ensure seamless execution.
• Business Development: Manage daily operations while actively identifying and pitching new SKU opportunities to expand shelf space and category presence.
• Global Liaison: Serve as the China Club Channel lead, bridging local execution with the Global Club Channel team to align on strategy and best practices.

2. OxiClean Brand Omni-Channel Sales Management (Brand Owner)

Serve as the Sales manager for the OxiClean brand within the China E-commerce ecosystem.

• E-Commerce P&L Ownership: Full responsibility for OxiClean’s gross sales, margin (MPC%), and profitability across all digital touchpoints.
• Channel Strategy & Execution: Develop and execute go-to-market strategies for:
  • Traditional E-commerce: Tmall, JD.com.
  • Social Commerce/Live Streaming: Douyin (TikTok), Kuaishou.
• Partner Management: Lead Joint Business Planning (JBP) with TPs (Trade Partners), DPs (Douyin Partners), and distributors. Set aggressive annual KPIs to maximize market share and growth.
• Integrated Marketing: Collaborate closely with the Direct Selling Sales Lead and Marketing teams to integrate digital campaigns into the broader marketing calendar, ensuring synergy between paid media and sales activation.
• Platform Optimization: Oversee end-to-end platform operations, including merchandising, user experience, investment allocation, and performance analysis.
• Data-Driven Decision Making: Analyze KPIs, ROI, and consumer insights to activate the right business drivers, optimizing spend and improving conversion rates.

Minimum Education and Experience Requirements:  

Education:

• Bachelor’s degree required; Master’s degree (MBA preferred) is a strong plus.

Experience:

• 8+ years working experience in sales roles in multi-national FMCG companies
• Club Channel Expertise: Minimum 5+ years of experience in offline retail, with a proven track record of establishing, scaling, and managing business in Membership Club channels (specifically Sam’s Club or Costco).
• E-Commerce Mastery: Minimum 2+ years of hands-on experience managing a brand in the digital commerce space (Tmall/JD/Douyin), demonstrating success in scaling online businesses.
• FMCG Background: Prior experience in Fast-Moving Consumer Goods (FMCG) or Home/Personal Care industries is essential.

Skills & Competencies:

• Matrix Management: Strong ability to navigate complex, matrixed organizations and influence stakeholders without direct authority.
• Analytical Acumen: Data-driven mindset with expertise in P&L management, ROI analysis, and translating insights into actionable strategies.
• Agile Execution: Willingness to be a "hands-on" individual contributor who can roll up their sleeves to solve problems while maintaining a strategic view.
• Communication & Negotiation: Exceptional presentation and negotiation skills in both Mandarin and English. Able to persuade senior leadership and external partners using data-backed narratives.
• Problem Solving: Proven ability to handle complex business challenges and drive resolution in a fast-paced environment.
• Cross-functional Collaboration: Great collaboration, especially with internal and external key partners and stakeholders

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Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/