Sr. Manager of Sales (Club Channel– Lume)

Lume is on a mission to normalize body odor beyond the pits and provide people with outrageously effective solutions so they never have to think twice about odor! Our Whole Body Deodorants can be used for any unwanted odor—from pits, to privates and beyond. It’s doctor-developed, made with skin-safe ingredients that are gentle enough for the most sensitive parts and clinically proven to control any external B.O. for 72 hours. In 2023, we launched a men’s line called Mando.  Mando uses the same technology as Lume but has different scent profiles.

We are a 6-year-old fast growing, omni-channel deodorant and personal care brand that’s transforming the way that humans do hygiene. We joined forces with Harry’s, another disruptive brand with great people and infrastructure, to accelerate our growth. We are a team of self-starters that roll up our sleeves and get it done. Our style is collaborative and very fast-paced so an adaptive personality is a must.

About Harry’s 

Harry’s Inc. is building a modern CPG company by putting people first and delivering against real unmet consumer needs.

The company’s flagship brand - Harry’s -  was founded by Jeff Raider and Andy Katz-Mayfield in 2013. After successfully launching and scaling Harry’s, Jeff and Andy saw an opportunity to bring their experience building Harry’s to other CPG categories where the consumer has also been historically underserved.

Harry’s Inc. has grown significantly over the last ten years, and is now made up of four brands -  Harry’s, Flamingo, Lume, Mando -  and Harry’s Labs, the company’s incubation and M&A engine. The company employs more than 900 people across the U.S., U.K. and Germany, and is the largest CPG company built in the last 20 years.

At Harry’s Inc, our mission is to Create Things People Like More — whether it's a product, an experience, or an internal tool, we believe in making the things around us better for our customers, and our team.

Our mission extends beyond customers and team, to the community broadly. We believe that the best business models make a positive impact. That's why our brands donate year-round to nonprofit organizations that align with their social missions.

At the end of the day, the key to our success is our amazing people. From chemists, mechanical engineers, CX associates, to creative directors, sourcing managers, and logistics specialists, the Harry’s team is composed of some of the most brilliant, diverse, and humble people you’ll ever meet. Our company is a place of inclusion, innovation, and deeply ingrained values.

Lume is on a mission to normalize body odor beyond the pits and provide people with outrageously effective solutions so they never have to think twice about odor! Our Whole Body Deodorant can be used for any unwanted odor—from pits, to privates and beyond. It’s doctor-developed, made with skin-safe ingredients that are gentle enough for the most sensitive parts and clinically proven to control any external B.O. for 72 hours.

We are a 5-year-old fast growing, omni-channel deodorant and personal care brand that’s transforming the way that humans do hygiene. We joined forces with Harry’s, another disruptive brand with great people and infrastructure, to accelerate our growth. We are a team of self-starters that roll up our sleeves and get it done. Our style is collaborative and very fast-paced so an adaptive personality is a must

About the Role:

The Sr. Manager of Sales - Club  is the primary strategic leader for Lume within the Club Channel. This role will lead our comprehensive strategy development, while building a dedicated team. This role plays a vital impact on the company’s future growth and success, as we continue to build innovation and scale Lume. For this role, we need an amazing Customer development leader – one who deeply understands customer needs and requirements, while translating and executing the Lume in the Club channel.  As this role works across almost all Lume functions, we need a team player who can collaborate across functions, develop strategies, and effectively communicate across teams to enable partner functions to meet and exceed customer expectations. This team member needs to embody that the outcome of our strategy development with the Club Channel is about delighting our customers who use our products, and that the Club Channel is a partner with us on that journey.  Our retail team should deeply understand our brands and the customers who use our brands, and shop for our brands.  Finally, this roles holds a key responsibility in collaborating with our Retail team, our Brands, and Lume Leadership so we understand what is required to win and what should be anticipated for the future.  This role reports to the Head of Retail for Lume.    

Your core responsibilities

• Lead customer development activity with Club Channel retailers in the US and Canada
• Develop and execute Annual Business Plan for Lume that delivers on revenue and profit goals and works across company channel strategy. 
• Own the establishment and execution of our overall vision and strategy to win with the Club Channel, to include collaborating to secure input, investment, and support from internal cross-functional partners. 
• Manage and own Club Channel P&L, including trade investment and OPEX considerations.
• Partner with Design, Brand, Creative, Sourcing, and R&D on assortment and packaging that will achieve internal and external expectations.  
• Define and lead the necessary business questions and support from data analytics and shopper/consumer insights to position Lume as the thought leader in the product categories we compete. 
• Build best in class relationships within Club retailers  – merchandising, marketing, and supply chain  – to drive optimized outcomes for Lume.

These might describe you

• Professional, enthusiast, a solid team player, and possesses a drive for results.
• A leader with a demonstrated track-record for exhibiting an entrepreneurial spirit, strong sales fundamental capabilities and success in delivering top and bottom line results in a business development capacity.
• Prior CPG selling expertise with Club Channel retailers.  Your experiences likely include SKU development, sell-in process, sourcing requirements, forecasting, and a detailed financial understanding of Club Channel tactic ROI.
• Experience in both the US and Canada Club Channel is a plus.
• Customers at the core: passion for driving great customer and retail partner experience, ability to think outside in from the start.
• Extremely organized, dependable, and demonstrated track record of delivering top and bottom line results in a customer development capacity.
• Partner first, someone who is a natural collaborator, brings people in, listens, and helps facilitate everyone to the best answer.  You are always thinking about how to help the teammates around you excel.
• Loves change: able to figure it out when faced with a situation that requires invention and leans into changing direction and demands.
• Fail forward: willing to take risks, use facts to guide a decision across a collective group.
• You are a learner - always seeking to improve yourself, your team, and the world around you.
• You thrive on direct, honest, and supportive communication.
• You are always thinking about how to help the teammates around you excel.

Who you will work with

• Internally: Your primary connections will be with Retail Sales Strategy & Analytics, Lume Marketing, Demand and Supply Planning, Finance and Fulfillment. 
• Externally: You will work closely with Club Channel merchant teams and leadership, including Marketing, Planning, and Inventory teams. You will be a primary point of contact for Lume. 
• You'll report to the Head of Retail, Lume. 

Lume is committed to bringing together individuals from different backgrounds and perspectives. We strive to create an inclusive environment where everyone can thrive, feel a sense of belonging, and do great work together. As an equal opportunity employer, we prohibit any unlawful discrimination against a job applicant on the basis of their race, color, religion, veteran status, sex, parental status, gender identity or expression, transgender status, sexual orientation, national origin, age, disability or genetic information. We respect the laws enforced by the EEOC and are dedicated to going above and beyond in fostering diversity across our company.

Benefits and perks

• Medical, dental, and vision coverage
• 401k match
• Equity in Harry’s 
• Flexible time off and working hours
• Wellness and L&D stipends
• 4 weeks sabbatical after 5 years, 6 weeks after 10 years, and 8 weeks after 15 years 
• Up to 20 weeks of pregnancy leave and up to 16 weeks of parental leave
• Fun IRL and virtual events including happy hours, team building events, and parties on our rooftop
• Free products from all of our brands

Harry’s is committed to bringing together individuals from different backgrounds and perspectives. We strive to create an inclusive environment where everyone can thrive, feel a sense of belonging, and do great work together.

Harry’s is an Equal Opportunity Employer, providing equal employment and advancement opportunities to all individuals. We recruit, hire and promote into all job levels the most qualified applicants without regard to race, color, creed, national origin, religion, sex (including pregnancy, childbirth and related medical conditions), parental status, age, disability, genetic information, citizenship status, veteran status, gender identity or expression, transgender status, sexual orientation, marital, family or partnership status, political affiliation or activities, military service, domestic violence victim status, arrest/conviction record, sexual or reproductive health decisions, caregiver status, credit history immigration status, unemployment status, traits historically associated with race, including but not limited to hair texture and protective hairstyles or any other status protected under applicable federal, state and local laws. Harry’s commitment to providing equal employment opportunities extends to all aspects of employment, including job assignment, compensation, discipline and access to benefits and training.

We respect the laws enforced by the EEOC and are dedicated to going above and beyond in fostering diversity across our company.

We can’t quantify all of the intangible things we think you’ll love about working at Harry’s, like the exciting challenges we tackle, the smart and humble team you’ll get to work with, and our supportive and inclusive culture. That said, our salary ranges are based on paying competitively for our size and industry, and are one part of our total rewards package, which also includes a comprehensive set of benefits and our equity program. The base salary hiring range for this position is $111,240-$152,955, but the final compensation offer will ultimately be based on the candidate’s location, skill level and experience.  

Lume is committed to bringing together individuals from different backgrounds and perspectives. We strive to create an inclusive environment where everyone can thrive, feel a sense of belonging, and do great work together. As an equal opportunity employer, we prohibit any unlawful discrimination against a job applicant on the basis of their race, color, religion, veteran status, sex, parental status, gender identity or expression, transgender status, sexual orientation, national origin, age, disability or genetic information. We respect the laws enforced by the EEOC and are dedicated to going above and beyond in fostering diversity across our company.