Reporting to Senior Director of Strategic Accounts the National Account Manager will be pivotal in helping expand our portfolio and strengthen our presence across grocery, mass, and club channels. In this role, you will collaborate with internal stakeholders across multiple functions to manage and grow key national accounts, including Kroger, Target, Costco, and Albertsons Companies. You will be responsible for developing strategic account plans focused on driving total volume, profitability, and market share growth for the organizations portfolio. Our ideal candidate is a dynamic sales professional with a passion for building strong relationships with national retailers, a proven ability to open new business, and a track record of driving sustained growth within existing accounts.
ACCOUNTABILITIES
A Day in the Life
- Lead execution of volume, merchandising, and assortment, pricing & shelving (MAPS)
- Build tactical plans by customer to ensure positioning for future success.
- Work with Marketing, Product Supply, Finance, and other cross-functional partners
- Develop, and inspire team while developing personal capabilities to grow within the organization
- Identify new account opportunities, opening new business and expanding doors within existing accounts
- Develop annual plan for the customer and secure internal alignment
- Use Sales planning tools/systems to create customer plans
- Develop trade promotion strategies and tactical plans with the customer
- Monitor and update the customer's overall business plan to achieve all sales plans
- Conduct PPA to evaluate consumption, profit and spending results versus plan
- Implement brand strategies through category business reviews
- Ability to navigate within your national accounts to secure brand objectives
- Prepare and develop Category reviews decks to secure new and fix the mix items
- Forecast business to maximize supply chain efficiencies and manage inventory
- Utilize consumption data and reporting tools to track MAPS results
- Prepare and participate in weekly 1-1 meetings with Director of Sales
- Responsible for organizing and maintaining a record or filing system for all pertinent information that applies to the job and for each account.
What You Bring to the Team
- Own execution of everyday business and ability to lead cross functionally. Drive process improvements in collaboration with cross functional team
- Highly-motivated to exceed goals and deliver results
- Demonstrated success in problem solving and driving profitable growth
- Demonstrated ability to organize, prioritize and work cross functionally. Strong ability to consistently, effectively, and professionally communicate with all others involved with the responsibilities of the job
- Develop and implement plans to drive growth and MAPS objectives
- Drive brand share growth in market and with customer
- Lead and influence negotiations for new items, key initiatives, etc.
- Build and maintain relationships with Customer and all internal constituents
- Support and partner with Supply Chain team to drive solutions at Customer
- Own and execute annual business plan & Joint Business Plan
- Manage and own internal sales system (promotions, deductions, forecast, etc)
- Utilize ad-hoc financial and data analysis, including pre/post event analysis
QUALIFICATIONS
- Bachelor's degree required
- 8+ years of Field Sales/Customer experience in CPG (perishable preferred)
- CPG experience with national, regional, or top key account management is required
- Managed business with national accounts at headquarters and Joint Business Planning (JBP) experience
- Experience working with syndicated, and other data sources to manage business plans - Proficiency of syndicated data sources (IRI/Nielsen/Spins) is strongly preferred
- Experience conducting meetings at high levels (ie: Senior Buyer) with the customer
- Supply chain knowledge and financial experience, including P&L management
- Experience in Customer portals, forms, item setup, promotion execution
- Strong technical skills in office applications (i.e. Excel, PowerPoint)
- Travel requirement: 20 - 30% and flex as needed
LOCATION
Remote within the state of California
COMPENSATION
$125,000 – $135,000 commensurate with experience
