National Accounts Manager, Convenience Sales Team

The J.M. Smucker Co.

21d•Remote

About The Position

This role is 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. The work location is remote, with a preference for living in the Midwest/East Coast United States and accessible to a major airport. Travel is required as necessary.

Requirements

Bachelor's degree
Syndicated data experience (Circana/IRI, Nielsen)
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

Nice To Haves

Preferred experience working with Sheetz/Cumberland Farms/NCD/CVS)
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

Responsibilities

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.
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
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
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