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National Account Manager
2 months ago
General Summary
Acts as a business manager for the assigned National Retail Accounts while providing direction from both a sales and marketing perspective. Responsible for providing both account and product strategies to drive sales initiatives across all categories that maximize growth and margin opportunities. Develops and executes innovative marketing plans to maintain and exceed profitability objectives for both ASO and our retail partners.
Key Responsibilities
Develops, manages and attains retail sales budget for assigned retail accounts, and holds P/L oversight for assigned accounts.
Understands and communicates customer needs, goals and objectives.
Drives gross and incremental sales in assigned accounts, utilizing sales strategies and objectives established to increase retail market share, maximize sales revenues, while increasing profit margins and ensuring excellent customer service.
Ensures on-going market focus of assigned accounts to build strong relationships with customers and brokers, in order to maintain/establish the credibility required to keep the business of customers even during times of risk.
Directs sales account management of assigned accounts, including customer service programs that ensure meeting customer needs on a timely basis and satisfaction measurements are implemented.
Resolves customer/vendor challenges in response to market opportunities and threats, adapting to the needs of the customer/vendor.
Develops and recommends product positioning, packaging, and pricing strategies to produce the highest possible long-term market share.
Increases business in existing accounts by carrying out innovative promotions and expansion of product distributions.
Identifies and pursues new business opportunities.
Evaluates competition and market to determine appropriate strategies to grow/maintain position while supporting company objectives.
Uses and updates customer database, carrying out sales reporting programs, and conducts customer business line reviews.
Develops relationships with brokers of record, providing motivating goals and objectives, and may negotiate contract terms and conditions for major services.
Drives forecast accuracy working with internal and external departments to resolve challenges; and providing necessary support when required.
Other duties as assigned.
Qualifications
To perform this job successfully, an individual should be able to perform each essential duty / key responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and / or ability preferred. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education
BA or BS degree in business with an emphasis in sales and marketing or similar field required. Master's Degree (MBA, MA, or MS) or its equivalent is a strong plus. Prior large retailer supplier sales experience considered in lieu of education.
Experience
3+ years field sales experience in consumer products (in first-aid, or healthcare categories preferred), including 2+ years' experience managing major regional and/or national accounts (general mass, food, and drug). Prior experience in private label sales highly desirable.
Skills & Abilities
Career path should demonstrate a successful history leading, executing sales and marketing strategies, including the launch of new consumer products. Able to carry out long range and short range retail sales objectives to increase revenue, while exceeding profitability objectives. Ability to prioritize competing tasks and objectives while driving teamwork with influence rather than authority. Strong computer skills (Sales Database Systems, MS Office, Outlook), as well as possess superb written and verbal communication skills. Dependable, team player, able to work with little supervision, in a culturally diverse environment. Strong positive attitude, and problem-solving approach to business. Travel is required.
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