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National Account Manager

Location: 

Southeast Florida, FL, US

Req ID:  420
Job Type: 

We are a global team of 6,000 visionaries, doers, and makers. Our portfolio of over 25 brands touches lives in more than 50 countries. Together, we reimagine good mornings and endless summers, beauty and bonding, confidence and determination.

Position Summary

The National Account Manager leads the development and implementation of the joint business planning with customers to drive volume, profit and share growth of the Edgewell Personal Care portfolio.  They serve as the primary customer contact and drive customer partnerships. Responsibilities include proactively managing, monitoring, evaluating and updating the overall business plan to meet all volume, profit and share objectives.  In addition, the National Account Manager is responsible for implementing Edgewell brand strategies/tactics by working closely with key decision makers and utilizing category management initiatives to include the implementation of our 4 P ( Product, Promotion, Placement, and Pricing) objectives to drive customer decision making.

Universal Accountabilities

  1. Develop annual strategic plan for the customer and present internally to gain alignment on key opportunities for growth.
  2. Lead the joint business planning process with the customer with a focus on strategic thought leadership in the categories they represent.
  3. Utilize Edgewell sales planning and customer investment tools to create optimal customer plans to deliver top and bottom line operating plans.
  4. Develop and implement business strategies and tactical plans with the customer.
  5. Proactively monitor and update the customer's overall business plan, including managing trade budgets, spending, volume and execution, to achieve all sales objectives versus plan.
  6. Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities.
  7. Monitor and manage deduction balances and research post audits as may be required.
  8. Conduct category business strategy sessions to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc.  Leverage customer-dedicated insights, account specific data and Category Management resources appropriately.
  9. Understand Edgewell's brand strategies and tactics and implement them by working closely with the customer's key decision makers, including buyers, category managers, merchandising leaders, etc.   
  10. Utilize sound strategic insight and category management practices to proactively link consumer and shopper trends and opportunities.
  11. Lead the customer in the execution of category assessments.
  12. Develop accurate monthly forecasts in order to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes.  Proactively call out potential risks or threats to monthly forecasts.
  13. Sell-in new items to customer and work with key customer personnel to achieve optimal distribution. Collaborate with internal teams and external third parties to maximize execution.
  14. Leverage Sales Planning/Shopper Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies.
  15. Identify profitable opportunities to grow incremental volume.

    16.Provide direction to Retail execution team/ASM partners on how to implement customer specific plans at store level.  

     

    Specific Accountabilities

  • Able to critically review/assess any customer's competitive position, behaviors and strategies and understand how they align with Edgewell's strategic goals to help determine a customer investment strategy (use of trade, shopper marketing, and integrated marketing resources) that will best support a customer's revenue, profit and share growth. 
  • Able to develop productive working relationship with key decision makers at various levels within the customer's organizational structure.
  • May be responsible for managing and directing a indirect report (Customer Business Analyst or Broker Account Exec)
  • Responsible for managing between X and XX key customers, divisions or touch points.
  • May be responsible for managing all categories or select categories, depending on the specific customer.
  • Manage trade funding in accordance with company standards.
  • Requires strong and effective cross-functional interaction within the customer team (e.g., Sales Finance, Category Management, Shopper Marketing, etc.) as well as with Shelton Headquarter personnel (e.g., Shopper Marketing, , Marketing, etc.) to varying degrees depending on the size, complexity and strategic importance of the customer.
  • Should have strong understanding, experience with, or aptitude for understanding account level P&L.
  • Typically supports customers in multiple markets or national account customers.

 

Required Skills and Experience

  • Bachelor’s Degree
  • 6-10 years CPG industry experience, including field sales and headquarter experience.
  • Ability to penetrate and conduct meetings at high levels (i.e: Vice President) with the customer
  • Strategic thought leadership
  • Problem solving skills
  • Technical skills
  • Strategic insights for the category & brand, preferred
  • Analytical skills
  • Interpersonal skills
  • Negotiation skills
  • Written and verbal communication skills
  • Supply chain knowledge
  • P&L management

Edgewell is an equal opportunity employer, and we prohibit discrimination based on age, color, disability, marital or parental status, national origin, race, religion, sex, sexual orientation, gender identity, veteran status or any other legally protected status in accordance with applicable federal, state and local laws.

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