National Key Account Manager - Boy Scouts of America
Charlotte, NC 28241
About the Job
The National Key Account Manager is responsible for managing relationships with major national customer distribution accounts, relationships with national account personnel, and end-user relationships within the business to business (B2B) space to deliver top-line sales revenue and profitability targets.
Job Summary:
Responsible for creating and maintaining strong business relationships with key decision makers that can increase revenue through new and expanding business opportunities. Works in collaboration with Sales Planning and Merchandising to develop sustainable growth strategies. Provides guidance and support in developing and achieving Scouting America’s strategies for assigned book of business for core in-line products.
Essential Functions:
Qualifications:
Job Summary:
Responsible for creating and maintaining strong business relationships with key decision makers that can increase revenue through new and expanding business opportunities. Works in collaboration with Sales Planning and Merchandising to develop sustainable growth strategies. Provides guidance and support in developing and achieving Scouting America’s strategies for assigned book of business for core in-line products.
Essential Functions:
- Leads the development of specific account strategies and annual operating plans that deliver Scouting America’s budget (revenue and profitability).
- Leads the execution, development and delivery of customer Joint Business Plans, and successful execution of quarterly business reviews with key customers and end-users.
- Interacts frequently with customer personnel to drive the execution of the customer category plan and building strong relationships at the Merchant/Buyer level.
- Creates opportunities, campaigns, and reporting to improve the close ratio.
- Networks and builds strong relationships with key customer decision makers and key internal stakeholders.
- Externally advocates for the Scouting America business and internally advocates for the customer.
- Manages trade spend/customer programs in collaboration with trade and finance to deliver /exceed Scouting America’s annual budget and customer Joint Business Plan (JBP) targets.
- Works with demand planning to develop accurate sales forecasts and achieve specified levels of forecast accuracy.
- Leverages our brands and product mix to improve profitability and meet customer, shopper, and Scouting America targets.
- Leverages category development management, customer planning, commercial finance, and customer supply chain resources in the development and activation of customer and category business plans.
- Analyze business trends and ideas on ways to drive the business; collaborates with cross functional teams and Merchandising on the tactics.
- Responsible for accurate sales forecast and sales attainment.
- Tracks plan progress and conducts timely reviews with customers; makes plan adjustments as necessary.
- Leverages customer knowledge and consultative selling to create win-win solutions for customer/category growth.
- Monitors the competitors’ brands and products as well as trends and opportunities, and communicates to appropriate Sales, Merchandising and Marketing management teams.
- Presents plans, recommendations, and initiatives to customers to gain approval.
- Performs other job-related duties as assigned.
Qualifications:
- Bachelor’s degree in business or a related field from an accredited college or university. MBA is a plus.
- 5 years of direct and hands-on experience in sales.
- Experience with cold calling and new lead generation.
- Experience providing monthly sales forecasts and end-to-end supply planning with the customer. Strong cross-functional expertise in operational disciplines such as providing a monthly sales forecast and end-to-end supply planning with the customer.
- Must possess a strong understanding of customer distribution network and customer-related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks).
- Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and/or consumer durables industry strongly preferred.
- Experience selling consumer products, preferable across multiple brands.
- Knowledge of Profit & Loss (P&L) levers, including list price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments; customer distribution network and customer-related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks); Retailer Point of Sale (POS) systems and metrics.
- Skilled in persuasive communication (written and verbal)
- Experience analyzing, interpreting, and presenting data in an organized manner to a variety of internal teams and management levels. This includes project planning and tracking.
- Ability to build strong relationships in a matrixed organization. Operates independently and is self-motivated to succeed.
- Ability to travel up to 30% of the time.
- Must have and maintain a valid driver's license.
- Ideal candidate is located in the Charlotte, NC area.
Scouting America is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship.
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Source : Boy Scouts of America
