National Account Executive, Convenience Sales Team

J.M. Smucker Co•Dallas, TX

8h•Remote

About The Position

The National Account Executive, Convenience Sales Team is responsible for delivering sales revenue and market-share targets for the Convenience and Drug Channel by executing sales, marketing, category management, and trade-spend plans. The role directs a broker team and is accountable for large multi-state convenience and drug chains, delivering growth targets across defined J.M. Smucker product categories. The position manages business development and customer development for assigned accounts, including business plans, contracts, financial performance, promotional activity, trade budgets, broker execution, and customer relationships. It works cross-functionally with internal teams and customer stakeholders, and uses syndicated data and financial analysis to inform plans and identify growth opportunities. The role 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; the posting describes travel of approximately two nights per week and face-to-face customer and broker relationship management 60% of the time.

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 profitable growth opportunities.
Manage trade and departmental spend budgets, P&L statements, and margin targets for assigned accounts.
Manage the broker team’s business development, customer development, and field sales execution within the market area.
Retain existing business and develop new business across current and new customers, executing customer and segment objectives.
Manage multiple categories in coordination with multiple category managers, strategies, and goals.
Create and execute annual customer business plans with growth objectives tied to strategic categories and SBA objectives.
Develop, negotiate, and manage contracts for renewals and new business across assigned accounts.
Plan and execute quarterly business reviews and other meetings to drive business and build customer relationships.
Manage promotional activities to ensure effective execution of sales plans.
Build broad, layered relationships between accounts and the J.M. Smucker organization to support continuity of business and relationships.
Work cross-functionally with Smucker teams and customer stakeholders, including Sales Operations, Customer Marketing, Channel Commercialization, Category Management, Trade Team, and Revenue Growth Management.
Engage customer management at multiple levels, including purchasing, marketing, R&D, operations, senior executives, and field operations as needed.
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.
Manage trade budgets effectively and provide accurate, timely visibility.
Analyze the business to identify ways to increase existing and new Convenience business.
Work cross-functionally to obtain 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.
Travel as necessary, including approximately two nights per week, with face-to-face customer and broker relationship management approximately 60% of the time.