Associate Key Account Manager - Pet Care

Spectrum Brands; Minneapolis (MN); On-site; USD 89,000 - 111,000; Full time

Benefits offered by this job

Paid time off

Health benefits

Dental benefits

Vision benefits

Disability benefits

Job summary

Spectrum Brands, based in the United States, invites an Associate National Account Manager to drive sales strategy and grow relationships with key Retail, Wholesale and Distributor partners. You will develop annual quotas, forecast demand, and coordinate promotions to maximize top-line revenue.

In this role you will work with Brand, Product and Trade Marketing teams, build customer presentations, and manage broker partnerships to ensure on-time delivery and execution across Omni-Channel channels.

Qualifications

• Bachelor's degree in business or related discipline preferred.
• 5 years in retail field sales and direct account responsibility.
• A minimum of 2–4 years' work experience in consumer products industry.
• High level proficiency working with syndicated data or category management.

Responsibilities

• Lead sales and relationship growth with Retail, Wholesale and Distributor partners.
• Develop annual quotas and profit plan; create sales action plans.
• Forecast and plan to maximise top-line sales and bottom-line profitability.
• Manage broker partnerships and coordinate programs and resets.
• Build presentations for line reviews and manage buyer relationships.

Skills

Analytical skills

Presentation skills

Interpersonal skills

Strategic thinking

Teamwork

Organizational skills

PC skills

Travel availability

Education

Bachelor's degree in business or related discipline

5 years retail field sales and direct account responsibility

2–4 years consumer products industry

Syndicated data/category management proficiency

Tools

Syndicated data analysis tools

Forecasting tools

Job description

Division Information

The Pet Care business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. Owners of dogs, cats, birds, small animals, fish and reptiles rely on our brands for exceptional value and trusted results. Our industry-leading brands include Tetra, Instant Ocean, Marineland, 8-in-1, Dingo, FURminator, Nature's Miracle, GloFish, DreamBone and SmartBones.

Job Summary

The Associate National Account Manager will lead all activities related to sales and relationship growth, including strategic development, presentation creation, analysis, forecasting, and tactical preparation related to calls and events.

The region consists of several key Retail, Wholesale and Distributor partners including Super Valu, AWG, Winco, Hy-Vee, and various other customers.

Primary Duties & Responsibilities

Procedures-70%

• Developing profitable strategies that will maximize the Spectrum Brands SKU listing and create a best-in-class assortment for our consumers.
• Lead development of annual quotas and profit plan.
• Create sales action plans; monitor actual results vs. plan throughout the year, adjusting and adapting as needed to maximize top-line sales and bottom-line profitability.
• Learn and utilize Category Management and Fact-Based Selling concepts to uncover whitespace opportunities for Strategic Accounts.
• Manage the Broker partnership to effectively complete all administrative forms, programs, resets, or projects necessary.
• Partner with the Brand, Product and Trade Marketing teams to identify and evaluate new product ideas.
• Build and deliver specific presentations for line reviews, programs, mid-season updates, etc. that align with Spectrum Brands mission and vision.
• Build and closely manage relationships with customers at the buyer level and beyond to create or enhance the partnership.
• Provide the team leader with regular updates of total POS performance vs. prior year same period, identifying sales trends and opportunities.

Promotion-25%

• Develop the annual Omni-Channel promotional plan to maximize sales opportunities by having the right product, in the right quantity, at the right time.
• Use data analysis (AC Nielsen, Comp market data, Store Level POS, etc.) to assist in the coordination of promotional plans. Integrate national promotional plans (FSI's, IRC's, etc.) into the promotional plan as applicable.
• Recommend and assist development of unique Omni-Channel promotional ideas.
• Evaluate the performance of all promotions, including those from our competitors.
• Accurate and timely forecast with Demand and Supply Planning to guarantee on-time delivery.
• Develop and coordinate the plan for product delivery and merchandising.

Pricing-5%

• Develop sales strategies, programs, and plans that will maximize the Spectrum Brands SKU listing.
• Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
• Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands AGM.
• Develop/manage account-specific promotional plan, coordinating with finance, trade marketing, brand marketing and sales management to align with brand strategies and advertising plans as appropriate.
• Manage the P&L by recommending opportunities for increased penetration; assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.

Education and Experience Profile

An equivalent combination of:

• Bachelor's degree in business or related discipline preferred.
• 5 years in retail field sales and direct account responsibility.
• A minimum of 2-4 years' work experience in consumer products industry.
• High level proficiency working with syndicated data or category management.

Required Skills

• Robust analytical skills: ability to learn and use syndicated data to forecast trends and projections and analyze the effectiveness of promotional activity.
• Excellent presentation and interpersonal skills; ability to communicate effectively with all levels within the organization and customer organizations.
• Solid tactical and strategic abilities; ability to manage multiple tasks.
• Teamwork approach to accomplishing goals.
• Customer and consumer focused.
• High level of organizational skills and attention to detail.
• Strong PC skills (spreadsheet, word processing, presentations).
• Approximately 20% of travel required.

Work Environment

• Working conditions are normal for an office sales environment. Flexible office/home office opportunities exist.
• Occasional exposure to weather when traveling.

The pay range for this position is $89,120 - $111,400.An employee's pay within the salary range will be based on numerous factors including, but not limited to, relevant education, qualifications, experience, skills, geographical location, and business or organizational needs. This position may also be eligible for annual merit increase, bonus, and/or incentive compensation. We also offer a comprehensive benefits package including paid time off, health, dental, vision, and disability benefits. For additional information concerning our benefits visit our Total Rewards page.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.