Senior National Account Manager

Galderma•Miami, FL

1d•Remote

About The Position

The Senior National Account Manager is responsible for ensuring that Galderma achieves its targeted revenue, profit, and ROI goals for customers managed by sales agency partner(s) in the Food Class of Trade. Major Account responsibilities include Kroger and Albertsons/Safeway. This position is responsible for the leadership of all facets across the sales agency network, owns the customer relationship, and builds mutually dependent business relationships as the front-line face of Galderma. The Senior NAM represents Cetaphil and Differin under the Galderma portfolio and works collaboratively with the brand marketers to drive efficient and profitable sales with this customer. This role reports into a Director – National Accounts.

Requirements

Bachelor’s degree from a four-year college/university required
5- 8 Years of CPG selling experience with proven track record of exceeding sales targets.
Three (3) or more years managing or selling experience with Kroger in the health, beauty, or wellness areas
Three (3) or more years of mid-level sales managerial experience preferred
Must be a self-starter, team-oriented individual with a strong work ethic
Adept at creative thinking and problem solving
Entrepreneurial mindset that drives speed of situational assessment and decision making
Experience in developing and implementing business plans that exceed expected goals
Capable of dissecting challenging business situations, developing business proposals, and presenting to senior management
Ability to analyze data and monitor retail patterns to identify opportunities and risks
Experienced in P&L management and understanding of key line items
Demonstrated ability to impact key decision makers
Exceptional presentation, written and verbal communication skills
Strong interpersonal skills including ability to communicate effectively with people of diverse backgrounds and skill sets
Demonstrated negotiation skills

Responsibilities

Deliver growth objectives as set by the Company with attention given to budgets, profitability, promotional spend rates, and profit goals.
Act as both internal and external Galderma leader for assigned customer(s) and Food COT during annual budgeting, MBP process, or external JBP sessions
Provide leadership into the Commercial Action Plan surrounding the 4P’s (price, promotion, placement, product) for the Food COT and other 3P brokerage partners
Provide leadership, coaching, and mentoring to 3rd party sales agents representing Galderma and its brands
Collaborate in the development of appropriate sales plans by customer that will deliver necessary annual targets in support of US, and Global objectives, and communicated via quarterly business reviews.
Effectively manage P&L including customer trade spend rates, monthly brokerage fees, sales agency revenue forecasting, and personal T&E
Execute external training sessions for all agency partners and associated customers related to new business platforms, new product introductions, or other areas as deemed necessary
Prepare presentations and attend account calls to present compelling fact-based strategic selling story by utilizing syndicated data, general market trends, account databases, and local market knowledge in conjunction with corporate developed templates
Utilize Industry knowledge, network, and contacts to determine appropriate decision makers within targeted retailers as well as those in prospective accounts that will expand the presence of Galderma brands
Builds cross-functional relationships both internally and externally to capitalize on business opportunities
Partners with 3P Broker in delivering profitable sales for the customer and Galderma.
Develop/manage promotional plans, coordinating with finance, trade marketing to align with brand strategies and advertising plans as appropriate.
Partner with demand planning on forecasting sales focusing on both financial production planning forecasts
Responsible for understanding and communicating the customer level budget and spending.
Oversees deductions and/or invoices received from customers for accounting purposes.
Demonstrates industry, channel, and competitor knowledge and connect with customers to deliver fact-based information about our products and the category
Actively pursues and secures new business opportunities
Work with e Director to identify process improvements and new initiatives and assist in implementation