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National Account Manager- Wholesale/Distribution at Danone North America

Posted in Other 30+ days ago.

Location: White Plains, New York





Job Description:

About the role:

The National Account Manager, Trade is responsible for developing and implementing the national route to market strategy for key Wholesale and Distribution Partners across all categories of the business and is responsible for the daily management of the trade customers, to maximize top-line and bottom-line growth goals across all categories and increase access to Nutricia products for all indirect & key end-user business customers. Strategies include, but are not limited to, contract negotiation, execution, monitoring and tracking demand and inventory, supply chain shifts, Gross to Net & P&L management, analytics & reporting, chargeback resolution, co-marketing relationships, education, and other partnership arrangements. The National Access Manager, Trade will work closely with the Market Access & Channels Team to include National Access Manager-Fulfillment, National Access Manager-Payer, National Account Manager, GPO, National Account Manager, Home Health Care, Sr Manager, Strategic Growth Channels, as well as the Sales Directors, Category Marketing Directors, Operations & Topline Finance to implement strategies and tactics to maximize top-line and bottom-line growth goals across all categories. The National Access Manager, Trade should have a strong knowledge related to access and fulfillment, patient flow in relation to trade and distribution, including regional/local wholesale distribution.

Key Responsibilities:
1. Develop, Deploy and Deliver the National Account Plan for the Trade/Distribution Channel.
a. Develop customer intelligence.
i. Understand the customer (core activities, competitive environment, business model, organization
structure and decision-making unit).
ii. Identify key levers to improve our customer's experience.
iii. Deliver business proposals as it relates to Trade strategy as well as local/regional access and pull-through tactics to key internal stakeholders to include Director, Market Access & Channels, National
Sales Directors, Category Marketing Directors and Finance Director.
b. Work with cross functional teams to develop NNA's Trade channel strategy and pro-actively identify
(competitive) opportunities and threats in the marketplace.
i. Create an Annual Business Plan for targeted channel: Trade/Distribution.
ii. Develop selected customers to build a collaborative partnership of mutual value.
iii. Involve internal stakeholders/contributors to create customer solutions.
iv. Drive a customer-centric mindset throughout the organization.
c. Manage national account planning, RFP cycle and contract management, ensuring customer investments are transparent and targeted to drive profitable growth.
i. Lead strategic negotiations.
ii. Implement trade terms and conditions in compliance with NNA commercial policy.

2. Trade (Wholesale & Distribution) Partner Development and Management
a. Negotiate and manage partner agreements and relationships aligned with business objectives.
b. Interface with supply chain re: inventory levels, forecasts & represent sales in Demand Alignment & GPS prep meetings each month for each category.
c. EDI data - work with sales tracings to provide end user information to inform marketing and sales business decisions during monthly Category meetings, identifying key market shifts, trends, risks, and opportunities within the Trade Channel and at indirect customer level
d. Continue to improve systems/processes and ways of working to maximize opportunities with Trade partners and efficiencies with the organization.
e. Communicate channel insights, strategy, plans, performance, and tools effectively throughout the
organization.
f. Track and monitor contract compliance, charge back validations, deductions, working with Finance, Customer Service and Supply Chain to resolve or improve supply and distribution issues, charge back resolution, and inventory management.
g. Develop wholesale and distribution performance scorecard or dashboards, ensure contract compliance,
h. Manage details related to product launches: communications, stocking, incentives, terms for wholesaler and distribution segment
i. Actively support operations and manage trade partners with inventory, supply availability
j. Interface with supply chain regarding demand, forecasts

3. Additional responsibilities:

a. Utilization of Power BI, Sales Tracings reports, DOH reports to conduct analysis of performance, customer forecasts, and demand patterns

b. Manage price changes, sales pull-through, advertising, and special promotions at the key account level for customer segments.

c. Provide analytic insight to national data, market trends, issues, and opportunities.

d. Coordinate communication between customers and Sales, Marketing and Finance.

e. Other duties and responsibilities as assigned.





About you:
* Bachelor's Degree required; MBA preferred.
* 5+ years of relevant work experience in a similar role.
* Experience in full contracting and account management with national and regional Trade, Wholesale, Distribution organizations.
* Experience developing and implementing impactful customer strategies and strong analytical skills to interpret data and market conditions.
* Experience in contracting and developing field sales pull through initiatives. Proficient in Microsoft Word, Excel and PowerPoint software applications.





Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, genetic characteristic or any other unlawful criterion. Please join us in nourishing lives & inspiring a healthier world through food! Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. Learn more @ www.nutricia-na.com

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf

https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

The base compensation range for this position is $110,000-$125,000. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.




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