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National Account Manager
2 months ago
Newell Brands is a leading $8.5B consumer products company with a portfolio of iconic brands such as Graco, Coleman, Oster, Rubbermaid and Sharpie, and 28,000 talented employees around the world. Our high-performance culture, unparalleled curiosity about the world around us, and talented people fuel our success. Our culture is enabled through our core values which guide all we do and how we win as One Newell. They are Integrity, Teamwork, Passion for Winning, Ownership & Leadership.
Position Title: National Account Manager (NAM)
Location: Bentonville, AR
Reports to: Director, Sales
Job Summary
The National Account Manager (NAM) on the Beverage team will play a pivotal role in formulating and executing effective sales strategies to deliver Newell Brands annual budget and Omni Distribution, Shelving, Merchandising, and Price execution targets within the designated retail account throughout North America. This role will foster the growth of specific brands and collaborate closely with cross functional partners to identify and capitalize on new business opportunities. The successful candidate will demonstrate a deep understanding of retail channels, sell-in strategies and excel in establishing and nurturing relationships with both internal and external partners.
Responsibilities
Leads the development of specific account strategies and annual operating plans that deliver Newell Brands budget and Omni Distribution, Shelving, Merchandising, and Price expectations.
Leads the execution of annual Innovation Summits, development and delivery of customer Joint Business Plans, and successful execution of annual Line Reviews at the category level.
Frequently interact with customer personnel to drive the execution of the customer category plan, building strong relationships at the Merchant/Buyer level, and connectivity with the VP/DMM and other cross-functional areas
P&L responsibility for business across the customer account. Must demonstrate strong financial acumen and the ability to manage all account P&L levers including List price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments (i.e., Retail Media, Customer Data) at the category level.
Strong cross-functional expertise in operational disciplines such as providing a monthly sales forecast and end to end supply planning with the customer. Must possess a strong understanding of customer distribution network and customer related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks).
Participates in the monthly Customer Business Review with Segment and Enterprise Leadership, highlighting risks and opportunities to annual operating plan and customer JBP.
Participates in the monthly Segment Demand Review as a key step of the Newell S&OP process
Networks and builds strong relationships with key customer decision makers and key internal stakeholders.
Externally advocates for the Newell business and internally advocates for the customer.
Use data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and gross margin.
Manages trade spend/customer programs in collaboration with trade and finance to deliver \exceed Newell annual budget and customer JBP targets
Negotiates and manages trade funds to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement
Works with demand planning to develop accurate sales forecasts and achieve specified levels of forecast accuracy Monitors the competitors' brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicating to appropriate sales, trade and brand management
Leverages our brands and product mix to improve profitability and meet customer, shopper, and Newell Brands targets
Leverage category development management, customer planning, commercial finance, and customer supply chain resources in the development and activation of customer category business plans.
Analyze business trends and ideates on ways to drive the business – collaborates with cross functional team on the tactics
Responsible for accurate sales forecast and sales attainment
Track plan progress and conduct timely reviews with customer; make plan adjustments as necessary
Leverage customer knowledge and consultative selling (SIERA) to create win-win solutions for customer/category growth
Monitors the competitors’ brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicating to appropriate sales, CSP and brand management
Present plans, recommendations, initiatives to customer to gain approval
Leverage category and consumer insights to build customer-centric recommendations to sales growth.
Actively lead day to day business interactions with customer and internal partners to ensure proactive management of business trends.
Develop internal partnerships to lead customer omni-channel business plan objectives.
Key Qualifications
Bachelor’s Degree in Business or similar field required, MBA is a plus
Minimum 5+ years of direct and hands-on experience in sales and/ or channel marketing
Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG)
Strong preference for experience in Sporting Goods, Beverage, Fashion, Cosmetics, or Home Décor
Strong preference for 5+ years of direct experience working with Walmart
Omni Selling experience within consumer products, preferably across multiple brands with experiences in both “store” and “eCommerce” assortments
Ability to analyze syndicated data
Experience developing and managing trade budgets
Experience working within a live trade accrual system
History of setting and delivering a growth agenda
History of negotiating complex business deals that provide value to all parties
Ability to operate independently given direction, and bring ideas and solutions to issues raised
Ability to analyze and assess organizational needs and provide solutions accordingly
Excellent written and verbal communication skills; must be able to present data in an organized manner to different levels of the organization
Strong project planning, tracking & organizing skills
Ability to build relationships and navigate a matrixed organization
Ability to motivate teams to produce desired tangible outcomes within tight timeframes
Willingness to travel 10-15% of the time
_Newell Brands (NASDAQ: NWL) is a leading global consumer goods company with a strong portfolio of well-known brands, including Rubbermaid, Sharpie, Graco, Coleman, Rubbermaid Commercial Products, Yankee Candle, Paper Mate, FoodSaver, Dymo, EXPO, Elmer’s, Oster, NUK, Spontex and Campingaz. We are focused on delighting consumers by lighting up everyday moments. Newell Brands and its subsidiaries are Equal Opportunity Employers and comply with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.
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