Your Opportunity as the National Account Manager, Convenience Sales Team
You will be responsible for delivering Key Performance Indicators (KPI’s), focused on delivering sales revenue and market share targets for the Convenience and Drug Channel by executing sales, marketing, category management and trade spend plans. This position directs a broker team and has accountability for Large Multi-State Convenience and Drug chains. You will be accountable for delivering growth targets for all defined J.M. Smucker product categories.
Work Location/Arrangements: Working Remotely - Preference to living in the Midwest/East Coast United States and accessible to a major airport. Travel as necessary.
In this role you will:
Business Development
- Achieve assigned volume and margin business plan objectives for categories supporting SBA plan targets
- Support the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customer that supports the overall business unit objectives
- Identify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunities for profitable growth
- Manage trade and departmental spend budgets
- Manage financial business aspects to include P&L statements and margin targets for assigned accounts
- Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team.
- Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against set customer and segment objectives
- Manage Multiple Categories with Multiple Category Managers, strategies and goals.
Customer Development
- Create and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives
- Contract development, negotiation, and management for renewals of current business and new business against assigned accounts
- Plan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accounts
- Manage promotional activities to ensure effective execution of sales plans
- Build broad and strong-layered relationships between the account and the JMS organization so the relationships are institutional rather than individual and assure continuity of the business and the relationships
- Travel requirements assume 2 nights per week or, 60% of time managing face-to-face customer and broker relationships.
- Cross functional within Smucker and customer (Sales Operations, Customer Marketing, Channel Commercialization, Category Management, Trade Team and Revenue Growth Management)
- Deal with all management levels at the assigned customer to optimize customer relationships and sales results
- Customer headquarters and field management to include (as necessary) purchasing, marketing, R&D, operations, senior executives, and field operations.
- Achieve established growth and profitability targets for this customer portfolio including P&L input and review
Business Planning and Analyses
- Work with syndicated/other data sources to both manage and inform strategic and tactical trade plans
- Effective trade budget management, accurate and timely visibility
- Analyze business to discover new ways to penetrate existing and acquire new Convenience business
- Work cross-functionally internally to gain marketing & finance support to achieve goals
- Own Ad-hoc financial and data analysis, including pre/post event analysis
- Own annual JBP, Quarterly Business Reviews and other meetings
What we are looking for:
Minimum 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
Additional skills and experience that we think would make someone successful in this role:
- An overall understanding of the complexity of the Convenience Channel
- Experience in presenting Top Level Business Reviews
- Ability to present opportunities based on financial data and profitability
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The Right Place for You
We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.
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We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, genetic information, age, national origin, disability status or protected veteran status.
