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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

我已了解这份工作岗位说明书涵盖了我的主要工作职责，这份文件将根据实际需要定期回顾更新。I understand that this covers the main duties and responsibilities of my role, and that this job description will be reviewed and updated periodically.

Job Holder 员工

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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/