National Accounts Manager, Retail

Job Summary

This role is open to remote candidates; however, preference will be given to candidates located near Bentonville, AR area. Candidates located in Illinois maybe required to follow the applicable hybrid work schedule. Has direct sales responsibility to maintain, gain and grow key brands with strategic national retail customers. Responsible for delivering strategy and tactical initiatives that are aligned with both Business and Customer priorities to achieve customer specific sales and share performance goals.

This role will require ongoing identification of growth opportunities and strong collaboration with the customer and internal resources across brand marketing teams, finance, supply chain, category management and shopper marketing.

• Develop and drive a vision and account strategy for short and long-term profitable growth, consistent with the long-range plans and strategy of the business.
• Responsible for understanding the account and building the business thorough fact-based knowledge by positioning products, programs and promotions to help them maximize sales.
• Lead all customer interactions for the business (new item launches, annual plans, logistics).
• Serve as the voice of the customer to internal leadership to help influence/ define strategies and short-term launch support plans Responsible for developing and delivering sales presentations (content, format, etc.).
• Present sales material and follow up on sales service to develop new business opportunities and lead the customer account planning cycle to ensure customers' needs and expectations are met.
• Responsible for the development of, and adherence to, the account detailed sales budget.
• Monitor and measure progress against the budget and altering plans, strategies, etc. to ensure achievement of the sales budget.
• Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) to a minimum while maximizing sales.
• Identify, evaluate, plan and champion ongoing cost reduction initiatives.
• Conduct on-going internal and external account business reviews to measure, evaluate and present sales performance Assess competitive price position, assuring competitive pricing to maximize sales and profitability within account and accounts competitors and consistent with brand positioning.
• Work with product divisions on developing new product ideas and developing product launch plans that will deliver results and support.
• Manage internal forecasting procedures.
• Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes.
• Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc.
• Act as team leader for account projects; mentor other Retail Account Managers.
• This is a high-level individual contributor role - management responsibilities limited to leading day-to-day activities and outcomes of a group of employees.
• May be involved in hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies.

• Requirements Bachelor’s degree in business-related field.
• At least 8 years of direct sales and/or account management experience which may include direct sales experience in the consumer-packaged goods industry with increasing account responsibility.
• Advanced knowledge of sales acumen, trade, category management and marketing concepts / methods.
• Demonstrated ability to execute sales marketing strategies and tactics.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions.
• Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.
• Demonstrated ability assessing and initiating actions independently.
• Experience taking charge of a situation, team or project.
• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement…