National Account Manager, Hardware & Co-Op Channel - The Toro Company

The Toro Company•Bloomington, MN

23d•$140,000 - $160,000•Hybrid

About The Position

The National Account Manager will be responsible for achieving annual shipments, retail sales, and profitability objectives for the hardware & co-op channel segment within Toro’s residential mass business. This includes P&L ownership (sales & profitability), strategic account(s) relationship management, development and execution of annual account business plans, and channel marketing. The role is responsible for developing, maintaining, leveraging, and influencing relationships with cross-functional stakeholders at multiple levels across account(s) merchant, marketing, operations, and leadership team(s). The position directly manages a Sales Analyst.

Requirements

Bachelor's degree in business or marketing related discipline.
Minimum of five to ten+ years of combined sales & marketing management, including ownership of business plans with P&L responsibility and experience with multiple channels of distribution.
Demonstrated ability to develop and execute annual business and sales account & product category plans.
Proven ability to develop a high level of subject matter expertise in product features and customer benefits across product lines as well as competitive product categories.
Experience with leading sales and marketing with large retail accounts, including product line reviews for stores and .com, and proven understanding of retail marketing, operations, and finance.
Highly effective written and verbal communication skills to enable professional sales business presentations and business negotiations on relatively complex business and technical matters to customer stakeholders that have significant business and retail experience.
Ability to lead and influence cross-functional teams to accomplish project goals and annual objectives.
Strong data-based analytical skills with the ability to leverage that knowledge into programs and promotions that drive profitable retail velocity, and that achieve annual retail objectives.
Collaborative, results-driven team player.
Proven conflict management skills and the ability to reason and influence at all levels of key decision-makers and stakeholders within the assigned account(s).
Ability to prioritize and manage multiple demanding projects in a fast paced, dynamic environment.

Nice To Haves

M.B.A. preferred.

Responsibilities

Develop and execute annual business plans that achieve sales & profitability goals and objectives for all residential product categories within the Hardware & Co-Op channel segment. Account responsibilities include Ace Hardware, Grainger, and Do-It-Best.
Develop, maintain, and leverage business relationships with key account stakeholders to align on long-term growth strategies and to execute the annual / seasonal programs and promotions. These stakeholders include the product category merchant team, marketing, e-commerce, visual merchandising, operations, inventory planning and replenishment, as well as key retailer store management personnel.
Lead corporate account management and tactical retail field sales plan execution with our strategic manufacturer representative organization for the hardware & co-op channel segment.
Manage a Sales Analyst that is responsible for retail & shipment forecasting, order management, sales execution, and business intelligence data analytics reporting for both store and e-commerce retail channels.
Partner with the residential mass sales senior director, the residential marketing senior director, and the residential marketing team to develop account product line reviews and business plans that include sales & profitability financial goals, product portfolio and pricing, new product launch execution, digital marketing campaigns, seasonal promotional items/events, and e-commerce.
Establish and manage the key performance indicators of the annual plan, to include shipment & retail goals, order & shipment forecasts, inventory targets, profit margins, programming levels, and promotions.
Demonstrate residential product category leadership and collaborate with the residential marketing team to develop and execute category annual plans that include pricing, in-store merchandising, programs, and promotions.
Provide leadership to and collaborate with residential marketing on in-store merchandising, program and promotional opportunities, and to identify portfolio growth opportunities.
Responsible for all account-specific integrated marketing, including retail media, digital, regional & local advertising, and loyalty programs.
Manage the sales analyst and guide the IBP (Integrated Business Planning) demand planners to analyze daily / weekly / monthly retail sales trends, retailer forecast alignment, order attainment, & shipment flow to optimize sales performance, inventory management, & working capital productivity.
Develop & execute the annual retail plan & retail sales forecast by account(s) to optimize retail sales velocity, optimize profitability, and to achieve retail plan.
Partner with residential product category marketing managers on annual and long-range business planning.
Ownership & leadership of strategic partnership with our manufacture representative organization.
Develop and maintain strong working relationships with strategic mass retail merchant partners, the residential marketing senior director, the residential marketing managers, the marketing communications team, the compliance & sales operations manager, finance, operations, and customer care.
Ownership of the indirect & direct marketing annual budgets for the hardware & co-op channel segment.
Responsible for cross-functional matrixed partnership with the residential marketing team, the integrated business planning team, and the sales analytics team, to ensure program alignment and optimized performance across all product categories.