Sales Account Manager

2 weeks ago

Venice, Florida, United States Tervis Full time

Job Descriptions:

Tervis first introduced America to our iconic insulated drinkware in 1946. Since then, we've continued to delight our customers with thousands of creative designs and customizable options, hundreds of licenses, innovative new products, and a total commitment to sustainability and responsibility. We make drinkware with personality for use at home and on the go, available in official Tervis stores around the country, on our website 24/7, and through partnerships with premium retailers nationwide.

To be successful at Tervis you'll need to:

  • Act with Accountability

  • Improve Continuously

  • Communicate Thoughtfully

  • Live with Balance

  • Deliver Consumer Delight

Position Summary:

This position has the responsibility to maximize sales potential while managing logistics and relationships of established and new national/major accounts. Utilize internal, retailer, and syndicated data sources (in partnership with VP of Sales) to develop retailer specific strategic sales plans and appropriate tactical support. Manage execution to achieve key selling objectives to optimize sell-through, maximize promotional profitability, negotiate business terms (pricing, discounts and allowances, etc.), create forecasts, analyze performance in-season to iterate sales plan as appropriate, and review post-season results to inform future season planning. Drive new business development by both expanding existing customers and hunting for net new opportunities.

Essential Functions:

  • Manage all assigned accounts to achieve sales goals, maintain equity, and build Tervis' brand presence/market share.

  • Create annual account budget based on analysis of past performance, customer strategy objectives, and knowledge of marketplace trends.

  • Develop strategic selling plan for each national/major account factoring in syndicated data insight, regional trends, geographic product requirements, competitive issues and market opportunities. Present to retailers seasonally in assortment/business review meetings.

  • Negotiate contractual documents including sales agreements, terms and conditions, routing guides, compliance guides, marketing/coop agreements, and logistics requirements for assigned accounts.

  • Analyze sales reports daily/weekly/monthly/quarterly/annually to ensure that sales targets are met, risks are minimized or eliminated, and opportunities are capitalized upon.

  • Cultivate and grow quality relationships with retail partners to ensure strategic alignment to growth objectives.

  • Partner with Design Development Team to ensure offerings are on trend and marketable as well as being aligned with channel strategy objectives. Partner with design team on custom design requests from

  • Work with Sales Management/NID Team to ensure that item launch/orderability are aligned with channel strategy; implementation is according to plan and cross over is minimized.

  • Work with Marketing Team to develop marketing plans to support category, customer's strategy, and Tervis brand objectives.

  • Ensure that Customer Requirements are coordinated with the Sales Operations Team and Customer Compliance Team so that price ticketing, routing and special packing instructions for multi-store accounts is running smoothly and without major errors. Report and develop forward-thinking solutions to prevent any issues.

  • Build and maintain monthly/quarterly/annual forecasts to facilitate smooth production scheduling.

  • Follow Tervis Sales, Operations and Company policies and procedures (discount authority, HR Policies, etc.).

  • Manage expenses to budget (travel expenses, marketing funds, POS materials, etc.).

Working Conditions:

  • Some travel required

  • Work from home environment

Other duties and Responsibilities:

This job description does not list all job duties. Occasionally supervisors or managers may ask you to perform other duties. Performance is measured against the tasks listed in this job description and these other duties. Management has the right to revise the job description at any time. The job description is not a contract for employment and either you or the employer may terminate employment at any time, for any reason.

Required Experience:

  • Bachelor's Degree required or equivalent professional experience with a minimum of 5 years of successful and progressive selling experience.

  • Outstanding communication, presentation and listening skills; as well as the ability to act with diplomacy.

  • Forecasting and planning experience managing a multi-million dollar business category.

  • A pro-active, goal-oriented and self-directed approach to the day-to-day.

  • Computer proficiency with CRM, ERP systems and Microsoft Office programs

  • Able to focus and provide excellent service to the customer

  • Able to have fun and multi task

  • Ability to travel to tradeshows and customers up to 30-60%.

Keyword: Sales Director

From: Tervis

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