National Account Manager, Value Channel
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Job Description
National Account Manager driving Barcel's Value Channel growth and profitable sales. Managing strategic CPG retail accounts, negotiations, joint business planning, and trade spending.
Responsibilities:
- Lead the company's strategic growth initiatives in the Value Channel, emphasizing key accounts
- Achieve sales goals and strategic objectives within the channel
- Manage customer relationships, lead negotiations, and influence alignment with Barcel
- Analyze the business environment to develop annual strategic plans and Strategic Joint Business Plans for customers
- Establish productive, professional relationships with key customer personnel at all levels
- Coordinate company personnel and resources to meet account performance objectives and customer expectations
- Meet targets for profitable sales volume and strategic objectives in assigned accounts
- Assess, clarify, and validate customer needs while coordinating necessary company personnel
- Deliver annual volume, trade spend, and profit plans
- Analyze and review business trends to identify gaps in planning and execution
- Participate in annual planning and forecasting processes
- Develop annual promotion plans, adhere to the National Account Trade Spending Plan, and ensure execution through customer engagement and buy-in
- Support customer payment processing, including financial contracts and collections
- Coordinate customer Joint Business Planning, assortment and segmentation reviews, and scorecard sessions using fact-based selling
- Perform other duties assigned by the supervisor
Requirements:
- 3-5 years of strategic sales experience, preferably with a consumer-packaged goods organization
- National account fact-based direct selling experience required
- Value Channel experience preferred
- Knowledge of warehouse replenishment programs and supply chain requirements
- Experience participating in successful strategic joint business planning sessions with major CPG retail accounts
- Ability to influence external and internal constituents and work effectively in a cross-functional environment
- Proven track record of effective trade expense management
- Skilled negotiation capability with Buyers and Senior Buyers in the retail CPG industry
- Ability to gather insights from data and translate them into compelling sales presentations
- Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel
- Solid understanding of financials, including P&L impact of sales decisions
- Commitment and ability to succeed within a complex organization
- Bilingual English and Spanish preferred
- Bachelor's degree or equivalent work experience
- Availability to travel inside the country 25%
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