National Account Executive, Convenience Sales Team

The J.M. Smucker Co.•Dallas, TX

1d•Remote

About The Position

The National Account Executive is responsible for delivering sales revenue, market share, and growth targets for J.M. Smucker product categories in the Convenience and Drug Channel. The role executes sales, marketing, category management, and trade-spend plans; manages large multi-state convenience and drug chain accounts; and directs a broker team. Responsibilities include business development, customer planning and relationship management, contract negotiation, financial and trade-budget management, and business analysis. The position is remote, with a preference for someone living in the Dallas, Texas area and able to access a major airport. Travel is required as necessary, with an expectation of approximately two nights per week and 60% of time spent managing face-to-face customer and broker relationships.

Requirements

Bachelor's degree.
Syndicated data experience, such as Circana/IRI or Nielsen.
Experience working with 7-Eleven.
At least 5 years of CPG sales experience managing Convenience Chains and Convenience Warehouse Distributors.
At least 3 years of broker management experience.
Strong negotiation skills.
Ability to apply strategic thinking and problem-solving.

Nice To Haves

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.

Responsibilities

Achieve assigned volume and margin business-plan objectives for categories supporting SBA plan targets.
Support cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customers.
Identify and recommend responses to market, industry, and competitive changes that offer opportunities for profitable growth.
Manage trade and departmental spending budgets.
Manage financial business aspects for assigned accounts, including P&L statements and margin targets.
Manage the broker team within the market area, including business development, customer development, and field-sales execution.
Retain existing business, develop new business across current and new customers, and execute customer and segment objectives.
Manage multiple categories in coordination with multiple category managers, strategies, and goals.
Create and execute annual customer business plans with defined growth objectives tied to strategic categories and SBA objectives.
Develop, negotiate, and manage contracts for current-business renewals and new business.
Plan and execute quarterly business reviews with assigned accounts or as needed to drive business and strengthen relationships.
Manage promotional activities to ensure effective execution of sales plans.
Build broad, layered relationships between accounts and the JMS organization to support continuity of business and relationships.
Work cross-functionally with Smucker teams and customers, including Sales Operations, Customer Marketing, Channel Commercialization, Category Management, the Trade Team, and Revenue Growth Management.
Work with all management levels at assigned customers to optimize customer relationships and sales results.
Engage customer headquarters and field management, including purchasing, marketing, R&D, operations, senior executives, and field operations as necessary.
Achieve established growth and profitability targets for the customer portfolio, including P&L input and review.
Use syndicated and other data sources to manage and inform strategic and tactical trade plans.
Provide effective trade-budget management and accurate, timely visibility.
Analyze the business to identify ways to grow existing and acquire new Convenience business.
Work cross-functionally internally to gain marketing and finance support for business goals.
Conduct ad hoc financial and data analysis, including pre- and post-event analysis.
Own annual joint business planning, quarterly business reviews, and other meetings.