Business Development Manager-National Accounts

Position Summary:

To deliver against the National Companies strategic plan to ensure profitable growth, deliver volume plan, and strengthen key customer relationships.

Expectations:

1. Exceed the National sales plan within the budgeted trade spend parameters.
2. Execution of all key initiatives and sales building blocks.
3. Timely reviews of account issues / opportunities, and development of solutions to ensure account plan delivery.

Responsibilities:

1. Negotiate annual cost and merchandising programs with procurement Category Managers and Directors, and prepare QTLY merchandising programs to be executed at company’s different banners.
2. Develop specific regional customer plans and negotiate acceptance of those plans at National procurement.
3. Forecast National Category shipments within acceptable +10% (at brand level).
4. Adapt, present and secure acceptance of Marketing Plans, Pricing Strategies and Merchandising Objectives within company’s procurement and across formats.
5. Analyze and interpret Internal Sales and ACNielsen reports to gain total understanding of client’s business trends, and develop actionable category management strategies to grow the business.
6. National P&L ownership of categories, need to understand trade and drive costs down while achieving volume targets.
7. Achieve team metrics on volume, Net Sales and Margin contribution for category portfolio.
8. Participate and lead in team meetings to ensure optimal communication of internal/procurement issues, plan development and, merchandising execution support.
9. Be recognized as a leader (role model) within the organization following the guidelines of the Leadership Model.

Qualifications & Core Competencies:

1. A results oriented Consumer Packaged Goods Sales Professional with proven sales success with a minimum of 3-5 years’ experience as a Key Account Manager and strong business analysis skills. Experience calling on a large customer is required.
2. Effective Communication – comfortable dealing and communicating with the customer and internal teams at varying levels of management.
3. Possess solid business skills - understanding P&Ls and inputs, ACNielsen market data tools, and account management.
4. Build Relationships - internal and external.
5. Know your business cold (full understanding of customer’s needs).
6. Time Management (Prioritize customers deadlines vs. Internal deadlines).
7. Computer Software Skills – Word, Excel, Power Point etc.

Customers:

External: procurement, Category Managers, Directors and V.P.’s.

Internal: Customer Service Representatives, Customer Marketing Managers, Marketing Brand Managers, Sales & marketing Directors, V.P. Sales, Director of Logistics, Financial Analysts, BDM’s, Retail Sales Managers, Retail Sales Supervisors, Banner Champion.