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Retail Sales Advisor

3 months ago

Union, United States Spectrum Brands Full time
Division Information
The Pet Care business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. Owners of dogs, cats, birds, small animals, fish and reptiles rely on our brands for exceptional value and trusted results. Our industry-leading brands include Tetra®, Instant Ocean®, Marineland®, 8-in-1®, Dingo®, FURminator®, Nature's Miracle®, GloFish®, DreamBone® and SmartBones®.

Job Summary
The Retail Sales Advisor will be managing activities related to sales relationship growth with existing and prospect accounts; including strategy development, presentation creation, analysis, and tactical preparation related to calls and events for our Global Pet Care business within a defined account base.

Primary Duties & Responsibilities
Account Planning Duties (20%):
  • Develop strategies that will maximize the Spectrum Brands GPC SKU listings in a defined account base
  • Assist in development of annual quotas, profit plans and sales action plans and monitor actual results vs. plan throughout the year, while adjusting when appropriate
  • Build retailer specific presentations for line reviews, programs, mid-season updates, etc.
  • Learn and utilize distributor sales data (AGDATA/CRM)
  • Provide weekly update of overall business impact
  • Assist in accurate and timely forecasting and work with Forecasting/Demand Planning
Indirect/Retail Sales Representative Duties (60%):
  • Drive profitable sales within defined account base focused on GPC products within multi store and major independent retailers.
  • Lead and/or assist efforts with Marketing Team at trade, hobby, professional & consumer shows.
  • Be an expert at assigned accounts. Understand the retailer's needs, strategies, and objectives; use this expertise to build the GPC business within each individual account.
  • Use data to focus efforts on top 20% of customers (that deliver 80% of revenue).
  • Partner with distributor sales reps to cultivate working relationships with key store personnel providing them product training to recommend our products to consumers.
    • Provide sales and product knowledge to distributor representatives on the key features and benefits of products through sales seminars and ride-a-longs.
    • Identify new stores within an account base and consult on product assortment, programs and display opportunities, secure opening order and attend store setup to merchandise products.
    • Attend and support local open house/trade show events, sales blitzes, in-store selling events, distributor sales meetings, consumer shows and store resets.
  • Work with consumers, store personnel and marketing to identify and evaluate new product
Direct Sales Representative (20%):
  • Target specific prospect accounts for conversion, execute sales action plans, understand account needs, develop relationships, and assist in securing new business.
  • Understand area GM by SKU. Evaluate against industry standards, customer goals, and insights around competition.
  • Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands contribution dollars and rate.
  • Assist in developing accurate files reflecting competitor's pricing, retails, and promotional deals and adjust throughout the year. Communicate trends that may reflect a change in competitive strategy.
  • Where applicable, use data analysis (AGDATA/CRM, Retailer POS, Nielsen, IRI, Comp market data, store level POS, COPA, etc.) to assist in the coordination and execution of promotional plans & display allocation suggestions; integrate GPC national promotional plans (FSI's, IRC's, etc.) into each account's promotional plan.
  • Assist in developing the annual promotional plan to maximize sales opportunities by having the right product, in the right quantity, at the right time, by channel or customer.
  • Evaluate the performance of all promotions including those from our competitors.
  • Learn and apply Selling techniques for account base.
Education and Experience Profile
An equivalent combination of:
  • Bachelor's degree in Business or related discipline preferred but not required or applicable work experience
  • A minimum of 2 years work experience in consumer products industry and/or sales is required with preferred 2 years field sales in PET
  • Experience working with syndicated data and/or category management is a plus
  • Direct account sales experience is a plus

Required Skills
  • Good analytical skills
  • Excellent presentation skills, with a desire to Teach, Coach, and Train others on products
  • Ability to communicate effectively with all levels within internal organization partners and customer organizations
  • Innovative mindset with ability to find creative solutions
  • Willingness and ability to learn and use syndicated data
  • Solid strategic and tactical thinking abilities
  • Strong customer focus
  • Teamwork approach to accomplishing goals
  • Ability to manage multiple tasks/strong organizational skills
  • Strong PC skills (MS Office Suite)
  • Ability to climb ladders and lifting up to 60lbs.
  • Ability to travel throughout a targeted account base including overnight travel as needed.

Work Environment
  • Typical home based Field Sales Work Environment
  • Requires daily time in vehicle and in and out of distributors, retailers, etc.