Position Overview :
The Account Manager is responsible managing relationships with major regional customer distribution accounts, local relationships with national account personnel, and end-user relationships within the B2B space to deliver top-line sales revenue and profitability targets.
Successful candidates will work in collaboration with Sales Planning, and Supply Chain to develop sustainable growth strategies.
This role will provide guidance and support in developing and achieving Newell’s strategies for assigned book of business.
Territory : New Jersey Based / Tri-State Area
Responsibilities :
Leads the development of specific account strategies and annual operating plans that deliver Newell Brands budget (revenue and profitability).
Leads the execution, development and delivery of customer Joint Business Plans, and successful execution of quarterly business reviews with key customers and end users.
Frequently interact with customer personnel to drive the execution of the customer category plan, building strong relationships at the Merchant / Buyer level.
Actively utilizes SFDC to create opportunities, campaigns, and reporting to improve the close ratio.
Must demonstrate strong financial acumen and the ability to manage all account P&L levers including list price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments.
Experience cold calling and new lead generation.
Strong cross-functional expertise in operational disciplines such as providing a monthly sales forecast and end to end supply planning with the customer.
Must possess a strong understanding of customer distribution network and customer related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks).
Networks and builds strong relationships with key customer decision makers and key internal stakeholders.
Externally advocates for the Newell business and internally advocates for the customer.
Manages trade spend / customer programs in collaboration with trade and finance to deliver / exceed Newell annual budget and customer JBP targets.
Negotiates and manages trade funds to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement.
Works with demand planning to develop accurate sales forecasts and achieve specified levels of forecast accuracy Monitors the competitors' brands and products.
Leverages our brands and product mix to improve profitability and meet customer, shopper, and Newell Brands targets.
Leverage category development management, customer planning, commercial finance, and customer supply chain resources in the development and activation of customer and category business plans.
Analyze business trends and ideates on ways to drive the business collaborates with cross functional team on the tactics.
Responsible for accurate sales forecast and sales attainment.
Track plan progress and conduct timely reviews with customer; make plan adjustments as necessary.
Leverage customer knowledge and consultative selling (SIERA) to create win-win solutions for customer / category growth.
Monitors the competitors’ brands and products as well as trends and opportunities and communicates to appropriate sales, CSP and brand management teams.
Present plans, recommendations, initiatives to customer to gain approval.
Key Qualifications :
Bachelor’s degree in business or similar field required, MBA is a plus.
Minimum 5+ years of direct and hands-on experience in sales
Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and / or consumer durables industry strongly preferred.
Ability to analyze syndicated data.
Experience working within a live trade accrual system.
High level knowledge and understanding working with Retailer POS system & metrics.
Ability to run, comprehend and communicate report findings.
Selling experience within consumer products, preferrable across multiple brands.
Ability to operate independently given direction and bring ideas and solutions to issues raised.
Ability to analyze and assess organizational needs and provide solutions accordingly.
Excellent written and verbal communication skills; must be able to present data in an organized manner to different levels of the organization.
Strong project planning, tracking & organizing skills.
Ability to build relationships and navigate a matrixed organization.
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