National Account Manager – National Grocery

• Essential Duties and Responsibilities:

• Responsible for managing the National Account Grocery Team in all sales activities related to headquarter and divisional calls for Kroger and Albertsons. 

• Responsible for developing forecasts, volume planning and effectively managing trade and shopper marketing investment recommendations in order to achieve or exceed projected National Account sales goals.

• Business Planning & Implementation

• Able to critically review and assess customer's competitive position, business model and strategies to create a customer investment strategy (use of trade, shopper marketing and integrated marketing resources) that will best support mutual growth.

• Utilize Storck sales planning and customer investment tools to create optimal customer plans to deliver top and bottom line operating plans while driving profitable, sustainable growth. Demonstrate a comprehensive understanding of Brand and Category management objectives (4 P’s) and translate these into business strategy, plans and tactics at customer. Business plans should reflect both Storck and customer objectives.

• Fiscal Responsibility

• Consistently achieve sales goals and profitability while operating within budgetary constraints to contribute to the overall profitability of Storck USA, L.P. Responsible for monitoring and ensuring the effective utilization of Trade Promotion. Within scope of responsibility respond to, and assist with, managing customer deductions to a minimum and influence customer compliance to 30-day net invoicing.

• Communication

• Must possess the ability to create compelling, motivating and informative communication to customers and Storck brand and customer teams. Also must communicate requirements to brokers, retail divisions, stores and agencies to ensure proper execution at retail. As the primary link between Storck and the customer, the NAM must maintain a robust communication link encouraging engagement and collaboration. The NAM proactively communicates plans to Supply Chain, Sales Planning, Finance and other internal resources.

• Business Acumen

• The ability to understand and manage critical business processes which supports/maintains the business on an ongoing basis. Recognizes the impact of active and accurate management of business financials and has working knowledge of customer, team and channel P&Ls.  Understands the impact of key decisions and monitors health of business versus plan daily using net sales, share, POS, trade and customer’s internal metrics.

• Customer Value Creation:

• Must own the creation and delivery of annual business plan for customer or market. The NAM must assess customer, category and market potential then align Storck objectives to create business plan to deliver value creation. NAMs should seek to maximize leadership opportunities for Storck by identifying areas of strategic overlap between customer and Storck objectives to maximize partnership as well as long-term growth potential.

• Other Duties and Responsibilities:

• Other duties as assigned

• Required Knowledge, Skills, and Abilities:

• Leadership skills including ability to influence and bring team members along with you without direct reporting relationships

• Strong presentation skills; clear verbal and written communication

• Self-starter, motivated and drives for results

• Critical thinking skills and a “bias for action”

• Willingness to take risks and drive decisions

• Business acumen and the ability to quickly learn technical software

• Business Intelligence (BI) by IBM preferred

• IRI or Nielsen 

• Strong analytical skills; able to organize and drive meaningful decisions

• Organized, detail oriented, and able to balance competing priorities

• Team player who works well in a collaborative environment and shares information freely and is approachable by all levels of the organization

• Build relationships and partnerships with key customer contacts throughout all levels of the organization.

• Problem solver, brings solutions where there are obstacles, versus just identifying obstacles

• Ability to triangulate data from different sources to identify opportunities and conclusions

• Embraces change and able to drive change through the organization

• Ability to flex style and level of detail depending on audience in all forms of communication

• Education and Experience:

• Bachelor’s degree required

• Minimum 5 to 10 years’ experience in direct sales, CPG / food industry preferred

• Preferred 3-5 years’ experience in GM/HBC channel 

• General Merchandise/Health and Beauty Care

• Strong track record of sales goal attainment 

Travel:

50%+

Working Conditions:

Normal working conditions for an office environment.