SKC Sales L&G - National Account Manager (Marketing)

National Account Manager 

Position Summary:

Building and creation of customer go-to-market strategies and execution for the Lawn & Garden business.  Accountable to leading team that focuses on growing Omni-channel development in Home Hardware channel and with OEM manufactures. Establish Shakespeare as the #1 consumer choice for Sustainable Trimmer Accessories.  To meet/exceed all assigned channel/account/geography volume and profit targets. Represent the company with excellence in accordance with its policies in area of responsibility at all levels of our customers.

 

Primary Functions:

• Responsible for development and execution of Lawn & Garden go-to-market strategies to establish Shakespeare as the #1 consumer choice for Sustainable Trimmer Accessories
• Responsible for leading team to execute business plans and strategies
• Responsible for national and private label brand management 
• To meet/exceed all assigned KPI's, sales volume, profit targets and objectives
• Establishing analytics, score carding and presentation of our results vs. our performance objectives
• Collaborating with marketing on assortment, selection and demand generation for all customers
• Aligning execution plans to retailers' key strategic initiatives
• Champion and key presenter to retailers of our omni-channel strategy, company objectives and ways to win together
• Execute all new product launches and deliver targets within budget by designing and implementing specific channel and key account strategic sales plans
• Entrepreneurial mindset of executing with velocity, adapting strategies when needed and the flexibility to deliver results
• Overcoming obstacles to delivering successful results
• Achieve all market share targets and gain leadership position for all Shakespeare products bringing innovation to promotional/merchandising efforts and gaining addition internal cross-functional support where needed.
• Develop and submit business building proposals that increase revenue and developed brand/category growth for both individual customers and the region as whole where funding shortfalls exists.
• Proven ability to analyze retailer KPI's in Excel and determine trends and recommendations for product assortments
• Provide weekly analytics on KPI's, score carding templates to determine if we are winning or losing
• Track and resolve all sales-related customer deductions in a timely and efficient manner.
• Develop sales forecasts, by account and brand as directed by the manager
• Improve the quality of broker development if applicable by creating specific individual and/or organizational short/long-term plans and activities and by maintaining clear and consistent levels of ongoing specific communication.
• Develop strong business relationships with all buying team members plus penetrate all levels of account departments (i.e. logistics, purchasing, accounting etc.) at key accounts.
• Comply with all company policies, instructions, and directives for the fulfillment of company objectives and for maximum profitable sales
• Work closely with all personnel in the Sales, Marketing, Customer Development, Supply Chain, Ops/Manufacturing, Legal and Customer Service departments on the execution of company programs
• Authorize “return” goods in accordance with company policy.
• Monitor, analyze and issue reports on competitive activity and provide go-forward recommendations
• Monitor, analyze and issue reports on marketplace retail pricing and provide go-forward recommendations
• Research, advocate and recommend co-creation opportunities or specific items unique to customer needs
• Operate within all assigned selling expense and trade budgets.
• Ensure correct invoicing at all accounts and follow up on past due payments as necessary.
• Maintain up-to-date customer record books and other records in accordance with company instructions
• Be alert to competitive products and merchandising practices, and to keep, management informed as appropriate
• Prepare and submit call and expense reports as required
• Submit any special reports regarding the operation of the channel, acceptance of products, or competitive conditions as may be requested, specifically Account POS information.
• Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
• Poses no direct threat to the health or safety of himself/herself, of others, or to property. Defined as a significant risk of substantial harm that cannot be eliminated or reduced to an acceptable level by reasonable accommodation.
• Requires regular attendance to perform essential element as contained herein between the assigned start and end times for work.
• Performs such individual assignments as management may direct.
• Establishes and maintains effective work relationships within the department, the Corporation and the community; and maintains the professional competence, knowledge and skill necessary for the satisfactory performance of all assigned responsibilities
• Positive ambassador for our company's purpose, vision and mission
• Other duties as assigned

 

Preferred Experience/Qualifications:

• Seven years progressive sales leadership / account management positions
• Home Hardware / Lowe's / OEM / Outdoor Power Equipment
• Proven ability to analyze retailer KPI's in Excel and determine trends and recommendations for product assortments
• Experience with multiple top-tier Lawn & Garden customers / categories / products / brands
• Private label and national brand experience
• Built new channels from the ground floor

 

Education and Experience:

Education

BS/BA in Business or related subject or equivalent experience required
 

Experience/Knowledge

• Proven track record of consistent results
• Must have demonstrated account management experience managing multiple product categories and customers. 
• Must have demonstrated knowledge of product management sales, sales process, trade, category management and supplier / retailer management and methods as well as proven ability to apply them effectively in planning and execution
• Must have demonstrated using multiple information sources to develop sales strategies and tactics as well as effectively managing promotional activity and trade spending.
• Sales planning and forecasting experience
• Microsoft Office Suite

 

TECHNICAL ROLE COMPETENCIES:

• Must show aptitude to effectively interpret and use multiple information sources to develop customer-specific tactical plans and options
• Must have strong negotiation skills
• Must have experience in project/trade spending management; proven fiscal responsibility
• Well-developed organizational, communication and time management skills
• Ability to function in a team environment
• Must be self-motivated
• Excellent communication (verbal & written), presentations, and time management skills required

 

Physical Requirements & Work Environment:

• Sitting at workstation approximately 85 percent of work time.  Standing and walking approximately 15 percent of work time.
• Must be able to travel up to 30 percent of work time.
• Ability to work flexible hours or occasionally on weekends with short notice depending on customer deliverables
• Typical office environment with shelves overhead and above work surfaces.

 

The above statements describe the general nature and level of responsibilities for this position and are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position. Company management may assign other relevant, business-related duties.