NAM - Walmart - Global CPG Food
Job Title: National Account Manager, Walmart
Location: US-
Overview:
The National Account Manager, Walmart is responsible for achieving the sales budget, new distribution targets, trade promotion budget, forecasting targets, expense management, and sales objectives through direct selling. This includes all customer communication, trade funds management, forecasting and accountability for volume, profit and in-store conditions. They should be the champion of the brand name with the customer, enhancing the brand through appropriate pricing, and promotional activities.
Responsibilities:
Deliver Sales Controllables
Achieve sales budget, both profit and case targets
Achieve in-store presence objectives
Spend trade funds within budget and ensure efficiency through ROI analysis
Develop Customers
Penetrate key customers and understand business development opportunities
Understand customer timeliness and requirements and proactively and constructively work these back through the appropriate corporate function
Create long term business relationships and foster a sustainable competitive advantage
Develop strong team relationships among all customers and brokers (if applicable)
Be a Leader within the Company
Demonstrate passion, commitment and integrity
Take both a top-line and bottom-line perspective on all issues
Collaborate effectively across all functions
Demonstrate soft skills to progress into a managerial position
Achieve Sales Objectives
-Assortment
Develop and execute assortment Line reviews
Develop ongoing distribution objectives
Develop and execute new item presentations to meet current and future objectives
Increase distribution of new and established SKU’s
Forecast all new item changes vs. budget on a monthly and more frequent basis when needed
-Promotion
Plan and implement promotional plans
Develop selling tools for broker retail selling
Ensure accurate monthly forecast for all promotional and non-promotional volumes
Track key initiatives on a timely basis
Manage Market Development (MDF) and ensure plans are in place and spending is reconciled on a monthly basis
Work with customer account representatives to resolve deductions within 60 days
Ownership and accountability for maintaining all trade spending within budgeted accrual rates given
-Pricing
Price point management vs. objectives which includes price change implementation as needed
Manage price surveys to ensure margin parity vs. competition on key measures
-Shelving/Merchandising
Plan-o-grams (where appropriate) meet objectives
Ensure proper POS in place and updated
Other duties as assigned.
Qualifications:
KNOWLEDGE AND SKILL REQUIREMENTS:
8+ years of direct selling experience, with at least 3+ years to Walmart
Understands volume and profitability
Experience with forecasting software and promotional planning/deduction management systems
Experience and skill in creating financial recommendations utilizing ROI analysis
Demonstrated ability in public speaking and delivering effective customer presentations
Strong computer skills (includes Excel, PowerPoint, Outlook, Word)
Experience managing a broker network
Experience in CPG industry strongly preferred
KEY COMPETENCIES REQUIRED:
Foundational selling skills
Strategic and analytical thinking
Integrity and accountability
Relationship builder
Strong oral and written communication skills
Problem solver
Ability to influence decision makers
EDUCATIONAL REQUIREMENTS:
Bachelor’s degree
PHYSICAL REQUIREMENTS:
Ability to sit and use a computer for extended periods of time; ability to answer phones, and utilize a variety of office equipment. Ability to lift a minimum of 15 lbs. and reach overhead.
TRAVEL REQUIREMENTS:
25-50% travel
OTHER REQUIREMENTS:
Ability to work out of a home office
Home office located in Bentonville, AR strongly preferred