National Account Manager, Charlotte

Spectrum Brands

Job Description

National Account Manager, Charlotte

Job Title

National Account Manager, Charlotte

Job #

US12649

Requisition Type

Regular

Function

Commercial

State/Province

North Carolina

City

Charlotte

Region

US

Posting Start Date

Jul-06-2020

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 National Account Manager will be managing all activities related to sales and relationship growth with existing and prospect accounts, including strategy development, presentation creation, analysis, forecasting and tactical preparation related to calls and events.

Primary Duties & Responsibilities

Procedures-70%

  • Developing strategies that will maximize the Spectrum Brands SKU listing.
  • Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
  • Lead development of annual quotas and profit plan
  • Lead sales action plans; monitor actual results vs. plan throughout the year; make adjustments when appropriate. 
  • Become the expert on assigned accounts. Understand the retailer’s needs, strategies, and objectives. Use this expertise to build the Global Pet Care business within each individual account.
  • Learn and utilize Category Management and Fact-Based Selling concepts in every account.
  • Manage Broker partnerships to effectively complete all administrative forms, programs, resets, or projects necessary.
  • Work with consumers, store personnel and marketing to identify and evaluate new product ideas
  • Target specific prospect accounts for conversion, execute sales action plans, understand account needs, develop relationships and assist in securing new business.
  • Build and deliver retailer specific presentations for line reviews, programs, mid-season updates, etc.
  • Build and closely manage relationships with customers at the buyer level and beyond to create or enhance the partnership
  • Provide the team lead with regular summaries of total POS performance vs. prior year same period.
  • Promotion-25%

  • Develop the annual promotional plan for each respective account to maximize sales opportunities by having the right product, in the right quantity, at the right time.
  • Use data analysis (AC Nielsen, IRI, Comp market data, Store Level POS, etc.) to assist in the coordination of promotional plans & display allocation suggestions. Integrate national promotional plans (FSI’s, IRC’s, etc.) into each account’s promotional plan.
  • Recommend and assist development of unique promotional ideas.
  • Evaluate the performance of all promotions including those from our competitors.
  • Accurately and timely forecast with Forecasting/Demand Planning to guarantee on-time delivery.
  • Develop and coordinate the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)
  • Pricing-5%

  • Develop sales strategies, programs, and plans that will maximize the Spectrum Brands SKU listing for existing and potential accounts.
  • Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
  • Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands AGM.
  • Develop/manage account-specific promotional plan, coordinating with finance, trade marketing, marketing and sales management to align with brand strategies and advertising plans as appropriate. Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory; Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery
  • Education and Experience Profile

    An equivalent combination of:

  • Bachelor’s degree in Business or related discipline preferred but not required
  • 5 years in retail field sales and direct account responsibility
  • A minimum of 2-4 years’ work experience in consumer products industry is preferred
  • Experience working with syndicated data or category management preferred
  • Required Skills

  • Strong analytical skills; ability to learn and use syndicated data to forecast trends and projections and analyze the effectiveness of promotional activity
  • Solid tactical and strategic abilities; ability to manage multiple tasks
  • Strong customer focus
  • Teamwork approach to accomplishing goals
  • High level of organizational skills
  • Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organizations
  • Strong PC skills (spreadsheet, word processing, presentations)
  • Approximately 20% travel required
  • Work Environment

  • Working conditions are normal for a home-based office sales environment. Daily travel within sales territory. Occasional exposure to weather when traveling.
  • The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

    Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.

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