National Account Executive, Convenience Sales Team

The J.M. Smucker Company; Dallas (TX); Hybrid; USD 120,000 - 180,000; Full time

Job summary

The J.M. Smucker Company is seeking a National Account Executive on the Convenience Sales Team to drive KPI results, grow market share in Convenience and Drug channels, and manage a broker network.

The role focuses on sales planning, category management, and trade spend, with responsibility for large multi-state accounts, renewal of business, and cross-functional collaboration. Preference for Dallas area with travel; 2 nights per week; expects 60% travel and strong negotiation, data-driven

Qualifications

• Bachelor's degree.
• Syndicated data experience (Circana/IRI, Nielsen).
• Experience working with 7-Eleven.
• 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.

Responsibilities

• Achieve assigned volume and margin objectives for convenience categories.
• Lead sales plans and trade spend with customers and brokers.
• Manage P&L and margin targets for assigned accounts.
• Direct broker team delivering field sales execution.
• Develop and renew business with current and new customers.
• Plan quarterly business reviews with accounts.
• Travel up to 60% for face-to-face engagement.

Skills

CPG sales

Broker management

Syndicated data experience

Negotiation skills

Strategic thinking

Problem solving

Customer relationship management

Education

Bachelor's degree

Job description

Job Description

Your Opportunity as the National Account Executive, Convenience Sales Team

You will be 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.

Work Location/Arrangements

Working Remotely - Preference to living within the Dallas, TX area and accessible to a major airport. Travel as necessary.

In this role you will

Business Development

• 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.

Customer Development

• 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
• Travel requirements assume 2 nights per week or, 60% of time managing face-to-face customer and broker 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&A input and review

Business Planning and Analyses

• 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

What we are looking for

Minimum Requirements:

• Bachelor's degree
• Syndicated data experience (Circana/IRI, Nielsen)
• Experience working with 7-Eleven
• 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

Additional skills and experience that we think would make someone successful in this role

• 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

The Right Place for You

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.

Stay connected with us on LinkedIn

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, genetic information, age, national origin, disability status or protected veteran status.