National Accounts Manager, Convenience Sales Team
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Job Description
National Accounts Manager driving sales, profitability, and category growth for J.M. Smucker's convenience and drug-channel accounts. Managing brokers, customer plans, trade budgets, and multi-state relationships.
Responsibilities:
- Deliver KPIs focused on sales revenue and market share targets for the Convenience and Drug Channel
- Execute sales, marketing, category management, and trade spend plans
- Direct a broker team and manage large multi-state convenience and drug chains
- Deliver growth targets for defined J.M. Smucker product categories
- Achieve assigned volume and margin business plan objectives
- Support cross-functional development of sales plans, strategies, objectives, policies, and procedures
- Identify market, industry, and competitive opportunities for profitable growth
- Manage trade and departmental spend budgets
- Manage P&L statements and margin targets for assigned accounts
- Manage broker business development, customer development, and field sales execution
- Maintain existing business and develop new business across current and new customers
- Manage multiple categories with multiple category managers, strategies, and goals
- Create and execute annual customer business plans
- Develop, negotiate, and manage contracts and renewals
- Plan and execute quarterly business reviews
- Manage promotional activities and execute sales plans
- Build layered relationships between accounts and the J.M. Smucker organization
- Manage customer and broker relationships through face-to-face interactions
- Collaborate cross-functionally with Smucker and customer teams
- Engage customer purchasing, marketing, R&D, operations, senior executives, and field operations as needed
- Achieve growth and profitability targets, including P&L input and review
- Use syndicated and other data sources to manage and inform trade plans
- Provide accurate and timely trade budget visibility
- Analyze business opportunities to grow existing and acquire new Convenience business
- Work internally to obtain marketing and finance support
- Conduct ad-hoc financial and data analysis, including pre/post-event analysis
- Own annual JBP, quarterly business reviews, and other meetings
Requirements:
- Bachelor's degree
- Syndicated data experience (Circana/IRI, Nielsen)
- Preferred experience working with Sheetz/Cumberland Farms/NCD/CVS
- 5+ years of CPG sales experience managing Convenience Chains and Convenience Warehouse Distributors
- 3+ years of experience with broker management
- Strong negotiation skills
- Ability to apply strategic thinking and problem solving
- Overall understanding of the complexity of the Convenience Channel
- Experience presenting Top Level Business Reviews
- Ability to present opportunities based on financial data and profitability
- Accessible to a major airport
- Willingness to travel as necessary, including approximately 2 nights per week or 60% of time managing face-to-face customer and broker relationships
Benefits:
- Support for employees' physical, emotional, and financial needs
- Equal opportunity employment
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