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Sr. National Account Manager- Value Channel

4 months ago

Williston, United States Spectrum Brands Full time

Division Information

The Home & Garden business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. We are a leading supplier of consumer products nationally for the home, lawn and garden, insect and weed control markets. We deliver groundbreaking products of exceptional value and top-notch quality to consumers with our well-recognized brands including Spectracide, Hot Shot, Cutter, Repel, Black Flag, Garden Safe, EcoLogic and Liquid Fence. Job Summary

The Senior National Account Manager is accountable for all activities related to sales and relationship growth for our Global Home Care business for the Value Channel. This responsibility entails strategy development, presentation creation, analysis, forecasting, tactical preparation, and managing our agency partners The role is remote within a reasonable distance to a major airport.

Some travel into markets, St. Louis, and customer headquarters is required to drive the business. Primary Duties & Responsibilities

Sales/Relationships-70%

Develop sales strategies, programs, and plans that will maximize Spectrum Brands revenue and profitability.

Collaborate with and lead broker agency partners, as applicable, to achieve account goals and execute strategic imperatives.

Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommended additions that will result in new distribution.

Build and closely manage relationships at the buyer level and beyond, to create or enhance the partnership.

Develop annual quotas, profit plans and sales action plans; monitor actual results vs. plan throughout the year, adjusting when appropriate.

Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.

Learn the business, execute our strategies and partner with our customers on their objectives, needs, and strategies to create win-win solutions. Use this expertise to build the Global Home Care business within the channel.

Learn and utilize Category Management and Fact-Based Selling concepts to strengthen existing business and gain new opportunities.

Work with consumer, insights, and marketing to identify and evaluate new product ideas.

Build and deliver retailer specific presentations for Line Reviews, Programs, Seasonal updates, etc.

Identify and communicate strategies and resources needed based on changing market conditions to meet account service and sales goals.

Provide Directors and Vice President of Sales with regular summaries of customer meetings, status on distribution, and summary of POS performance vs. Annual Business Plan.

Promotion-25%

Develop/manage account-specific promotional plan, coordinating with finance, marketing and sales management to align with brand strategies and advertising plans as appropriate.

Present to agency partners and accounts a promotional plan for each respective account to maximize sales opportunities by having the right product, in the right quantity, at the right time.

Use data analysis (Nielsen, 1010Data, and any other available resources.) to assist in the coordination of promotional plans & secondary allocation suggestions. Integrate UI national promotional plans (FSI’s, IRC’s, etc.) into each account’s promotional plan.

Development of unique promotional ideas.

Accurately and timely forecast with Forecasting/Demand Planning to guarantee on-time delivery.

Develop and coordinate the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)

Use data analysis (1010data, Market data, Store Level POS, etc.) to coordinate off shelf promotional plans & display allocation suggestions.

Evaluate the performance of all promotions including those from our competitors.

Pricing-5%

Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands sales and profitability.

Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory. Manage trade spend to ensure ROI and profitable volume growth.

Education and Experience Profile An equivalent combination of:

Experience in assessing, leading, and working with broker agency partners.

3+ years direct selling experience with customers in the value channel is required.

A strong preference for experience in seasonal categories

Experience working with data or category management preferred.

Bachelor’s degree in business or related discipline strongly preferred but not required.

5+ years in direct account responsibility as a National Account Manager or Key Account Manager preferred.

Required Skills

Strong analytical skills; ability to learn and use data to forecast trends and projections and analyze the effectiveness of promotional activity

Solid tactical and strategic abilities; ability to manage multiple tasks.

Strong customer focus

Teamwork approach to accomplishing goals

Ability to navigate obstacles and find solutions at a rapid pace.

High level of organizational skills

Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organization

Strong PC skills (spreadsheet, word processing, presentations)

Travel up to 50% may be required.

Work Environment

Working conditions are normal for a home-based office sales environment.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.

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