National Account Executive, Convenience Sales Team

The J.M. Smucker Company; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

The J. M. Smucker Company is seeking a National Account Executive to lead Convenience and Drug channel growth.

This role directs broker teams, develops strategic plans, and drives KPI achievement across multiple states while managing P&L and budgets. Remote work is possible with Dallas-area preference and travel as needed. You will collaborate with cross-functional teams to execute sales, marketing, and category initiatives, ensuring retention and acquisition across defined accounts and growth

Qualifications

• Bachelor's degree required or equivalent
• Experience with syndicated data sources (Circana/IRI, Nielsen)
• Proven track record in CPG sales within Convenience channels

Responsibilities

• Hit volume and margin targets for assigned categories within SBA objectives
• Lead cross-functional development of sales plans, strategies, and trade spend for Smucker customers
• Manage broker team and related P&L for allocated accounts; travel to manage relationships
• Develop annual customer business plans aligned with SBA and growth objectives
• Plan and conduct quarterly business reviews with accounts to build relationships and drive growth
• Analyze market and competitive data to identify opportunities for profitable growth

Skills

Syndicated data experience

7-Eleven experience

CPG sales – convenience

Broker management

Negotiation skills

Strategic thinking & problem solving

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&L 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. We’re a community of passionate, talented professionals dedicated to creating food people and pets love—while supporting the communities in which we work and live. We value what makes each person unique, champion growth and development, and foster collaboration that fuels productivity and drives our shared success. Learn more about our Thrive Together purpose At Smucker, we're passionate about creating a workplace where you truly belong. With a culture rooted in our Basic Beliefs and a competitive Total Rewards program, we aim to support every employee by meeting their physical, emotional, and financial needs. Learn more about working at Smucker Our culture is sustained and brought to life every day by the people of Smucker and our hiring process is designed to identify the right candidate for every position at our company. Learn more about our hiring process The J. M. Smucker Co. (the “Company”) is an Equal Opportunity Employer. No person will be discriminated against in hiring or in any other aspect of their employment on the basis of race, color, religion, sex (including pregnancy), age, national origin, ancestry, citizenship status, sexual orientation, gender identity or expression, transgender status, marital status, familial status, disability, genetic information, protected veteran/military status, or any other characteristic protected by applicable federal, state or local law.