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National Account Manager

2 months ago

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Business Unit Overview

8th Avenue Food & Provisions is a growing organization made up of businesses that produce and sell quality products including pasta, peanut butter, granola, and fruit and nut trail mixes to retail, foodservice and ingredient customers. The company was formed in October 2018 through a combination of Post Holdings' private brands businesses and is owned by Post Holdings and funds affiliated with Thomas H. Lee Partners, L.P. ("THL"), a private equity firm.

Responsibilities

Focusing our candidate search nationwide. Emphasizing experience on managing private brand business (i.e. Kroger, Albertson's, club, etc.)

About the Role

The purpose of the role is to build profitable sales of the 8th Avenue Food and Provisions (8AFP) product portfolio to customers with key accounts. This position will have responsibility for the management and performance of our private brands and national brands' business for specific accounts. The qualified candidate will be responsible for developing and executing strategies to grow top line and bottom-line growth for the 8th Avenue product segments.

Key Responsibilities:
  • Effectively manage broker teams to ensure goals are achieved.
  • Proactively manage up via recommendations to improve business procedures, etc.
  • Understand and utilize customer P&L data effectively.
  • Develop Strategic National Accounts / Retail Sales Plan with a focus on revenue growth and share gain.
  • Achieve profitable sales growth targets by winning new business and maintaining current sales with a drive for results.
  • Develop strategic business partnerships with key customers, prospects, and consultant accounts.
  • Manage day to day operations of the sales function at all assigned accounts.
  • Proactively identify and analyze market opportunities/issues leveraging market research data and develop effective action plan to address.
  • Successfully sell-in new product offerings and/or company initiatives.
  • Develop recommendations and executed aligned customer-specific promotional plans.
  • Anticipate problems and take quick action to resolve.
  • Penetrate key decision makers to understand account goals/strategies and collaborate to build their business.
  • Partner with customers to accurately forecast existing and new business.
  • Creatively collaborate with customers to co-create solutions, articulating the impact on their business.
  • Balance strategic and tactical business requirements.
  • Collaborate with internal teams, including R&D, Product Management and Category Management to develop new products and optimize assortment.
  • Demonstrate a positive professional attitude with company and account personnel.
  • Attend industry events and trade shows to promote our products and services.
  • Manage trade funds (accrual management) and T&E expenses within assigned budgets to ensure spending target is maintained.
  • Work collaboratively with the Director of Customer Development and the Product Management team to develop cohesive sales strategies that maximize business opportunities.
  • Track customer service issues and coordinate resolution with the appropriate individuals.
  • Manage deduction process to maintain a ledger balance below target.
Education and Experience Required:
  • Bachelors' Degree required.
  • Minimum of 3 years' experience with managing regional or national retail accounts at the headquarter/contact point level.
  • Advanced industry knowledge of the food retail channel, including distributors, brokers, in retail
  • Experience managing branded and private label products for retail sales
  • Broker management preferred
Knowledge, Skills, & Abilities:
  • Experience managing branded and private label products for retail sales.
  • Understand Nielsen &/or IRI data and be able to translate data into action.
  • Excellent selling and presentation skills
  • Excellent written and oral communication skills
  • Strong time management, planning, and prioritization skills
  • Good analytical skills with high attention to detail
  • Proficient with Microsoft Office suite: Excel, PowerPoint, and Word
  • Ability to multi-task
  • Ability to work independently.
  • Demonstrate success with driving new distribution.
  • Demonstrate success with internal team/customer negotiation.
  • Ability to schedule travel/expense within budget as the position is subject to overnight travel, including some weekend travel for meetings, trade shows and conventions.
Physical Requirements: Qualified candidates must be able to perform the following physical job requirements, with or without reasonable accommodation:
  • Must be able to stand and walk for 3+ hours per day.
  • Must be able to sit for 8+ hours per day.
  • Must be able to lift up-to 15 pounds.
  • Must be able to express or exchange ideas by means of spoken and written word.
  • Must be willing and able to travel up to 50% of the time.
  • Must have a valid U.S. passport and ability to travel between U.S. and Canada amongst other locations.