National Account Manager

1 day ago

Fenton Missouri, United States 8th Ave Food & Provisions Full time
About 8th Avenue Food & Provisions

8th Avenue Food & Provisions is a leading organization in the food industry, specializing in the production and sale of high-quality products, including pasta, peanut butter, granola, and fruit and nut trail mixes. Our company was formed through a strategic combination of Post Holdings' private brands businesses and is owned by Post Holdings and funds affiliated with Thomas H. Lee Partners, L.P.

Job Summary

We are seeking a highly skilled National Account Manager to join our team. As a key member of our sales team, you will be responsible for growing profitable sales of our product portfolio with key accounts. This role will involve managing and performing our private brand business for our customers in the foodservice, ingredient, and contract manufacturing channels.

Key Responsibilities
  • Develop and drive customer-specific strategies for assigned business units, understanding the current spending, product portfolio mix, future business needs, market insights, and ways of working to support revenue growth, margin enhancement, and cash flow improvements.
  • Lead and negotiate short-term and long-term contracts and Master Service Agreements with customers.
  • Effectively work with Business Unit and Internal pricing teams to support new product pricing and contract renewals.
  • Sales Forecasting, Execution, Monitoring: Analyze sales trends, historical performance & drivers to convert these into accurate forecasts.
  • Regularly monitor results and course correct where needed.
  • Develop Strategic National Accounts Plan with a focus on revenue growth and share gain.
  • Achieve profitable sales growth targets by winning new business and maintaining current sales with a drive for results.
  • Develop strategic business partnerships with key customers, prospects, and consultant accounts.
  • Manage day-to-day operations of the sales function at all assigned accounts.
  • Proactively identify and analyze market opportunities/issues leveraging market research data and develop effective action plans to address.
  • Successfully sell-in new product offerings and/or company initiatives.
  • Develop recommendations and execute aligned customer-specific promotional plans.
  • Anticipate problems and take quick action to resolve.
  • Penetrate key decision-makers to understand account goals/strategies and collaborate to build their business.
  • Partner with customers to accurately forecast existing and new business.
  • Creatively collaborate with customers to co-create solutions, articulating the impact on their business.
  • Balance strategic and tactical business requirements.
  • Collaborate with internal teams, including R&D, Product Management, and Category Management to develop new products and optimize assortment.
  • Demonstrate a positive professional attitude with company and account personnel.
  • Attend industry events and trade shows to promote our products and services.
  • Management of trade funds (accrual management) and T&E expenses within assigned budgets to ensure spending targets are maintained.
  • Work collaboratively with the Director of Customer Development and the Product Management team to develop cohesive sales strategies that maximize business opportunities.
  • Track customer service issues and coordinate resolution with the appropriate individuals.
  • Manage deduction process to maintain a ledger balance below target.
Requirements
  • Bachelor's Degree required.
  • Minimum of 5 years' experience with managing regional or national retail accounts at the headquarter/contact point level.
  • Advanced industry knowledge managing branded and private label products for food service, ingredients, and contract manufacturing channels, including Broker management.
  • Consistent record of managing and penetrating complex accounts and delivering results; preferably for processors/manufacturers in the food industry.
  • Proven negotiation skills and strong organizational and time management skills.
  • Demonstrated ability to build and leverage strong relationships to generate sales & profitability.
  • Experience growing revenue and managing financial dealings with customers.
  • Experience in strategy and contract design with Distributors, Commercial, and Non-Commercial Accounts.
  • Excellent selling and presentation skills.
  • Excellent written and oral communication skills.
  • Strong time management, planning, and prioritization skills.
  • Good analytical skills with high attention to detail.
  • Proficient with Microsoft Office suite: Excel, PowerPoint, and Word.
  • Ability to multi-task.
  • Ability to work independently.
  • Demonstrate success with driving new distribution.
  • Demonstrate success with internal team/customer negotiation.
  • Ability to schedule travel/expense within budget as the position is subject to overnight travel, including some weekend travel for meetings, trade shows, and conventions.
Physical Requirements
  • Must be able to stand and walk for 3+ hours per day.
  • Must be able to sit for 8+ hours per day.
  • Must be able to lift up to 15 pounds.
  • Must be able to express or exchange ideas by means of spoken and written word.
  • Must be willing and able to travel up to 50% of the time.
  • Must have a valid U.S. passport and ability to travel between U.S. and Canada amongst other locations.

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