Reporting to the Sr. Business Development Manager, the National Account Manager (Lawn & Garden) is responsible for building and creating customer go-to-market strategies and execution for the Lawn & Garden business. Accountable to leading a team that focuses on growing Omni-channel development in Home Hardware channel and with OEM manufactures. Establish Shakespeare as the #1 consumer choice for Sustainable Trimmer Accessories. To meet/exceed all assigned channel/account/geography volume and profit targets. Represent the company with excellence in accordance with its policies in area of responsibility at all levels of our customers.
Primary Functions:
Responsible for development and execution of Lawn & Garden go-to-market strategies to establish Shakespeare as the #1 consumer choice for Sustainable Trimmer Accessories
Responsible for leading team to execute business plans and strategies
Responsible for national and private label brand management
To meet/exceed all assigned KPI’s, sales volume, profit targets and objectives
Establishing analytics, score carding and presentation of our results vs. our performance objectives
Collaborating with marketing on assortment, selection and demand generation for all customers
Aligning execution plans to retailers’ key strategic initiatives
Champion and key presenter to retailers of our omni-channel strategy, company objectives and ways to win together
Execute all new product launches and deliver targets within budget by designing and implementing specific channel and key account strategic sales plans
Entrepreneurial mindset of executing with velocity, adapting strategies when needed and the flexibility to deliver results
Overcoming obstacles to delivering successful results
Achieve all market share targets and gain leadership position for all Shakespeare products bringing innovation to promotional/merchandising efforts and gaining addition internal cross-functional support where needed.
Develop and submit business building proposals that increase revenue and developed brand/category growth for both individual customers and the region as whole where funding shortfalls exists.
Proven ability to analyze retailer KPI’s in Excel and determine trends and recommendations for product assortments
Provide weekly analytics on KPI’s, score carding templates to determine if we are winning or losing
Track and resolve all sales-related customer deductions in a timely and efficient manner.
Develop sales forecasts, by account and brand as directed by the manager
Improve the quality of broker development if applicable by creating specific individual and/or organizational short/long-term plans and activities and by maintaining clear and consistent levels of ongoing specific communication.
Develop strong business relationships with all buying team members plus penetrate all levels of account departments (i.e. logistics, purchasing, accounting etc.) at key accounts.
Comply with all company policies, instructions, and directives for the fulfillment of company objectives and for maximum profitable sales
Work closely with all personnel in the Sales, Marketing, Customer Development, Supply Chain, Ops/Manufacturing, Legal and Customer Service departments on the execution of company programs
Authorize “return” goods in accordance with company policy.
Monitor, analyze and issue reports on competitive activity and provide go-forward recommendations
Monitor, analyze and issue reports on marketplace retail pricing and provide go-forward recommendations
Research, advocate and recommend co-creation opportunities or specific items unique to customer needs
Operate within all assigned selling expense and trade budgets.
Ensure correct invoicing at all accounts and follow up on past due payments as necessary.
Maintain up-to-date customer record books and other records in accordance with company instructions
Be alert to competitive products and merchandising practices, and to keep, management informed as appropriate
Prepare and submit call and expense reports as required
Submit any special reports regarding the operation of the channel, acceptance of products, or competitive conditions as may be requested, specifically Account POS information.
Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
Poses no direct threat to the health or safety of himself/herself, of others, or to property. Defined as a significant risk of substantial harm that cannot be eliminated or reduced to an acceptable level by reasonable accommodation.
Requires regular attendance to perform essential element as contained herein between the assigned start and end times for work.
Performs such individual assignments as management may direct.
Establishes and maintains effective work relationships within the department, the Corporation and the community; and maintains the professional competence, knowledge and skill necessary for the satisfactory performance of all assigned responsibilities
Positive ambassador for our company’s purpose, vision and mission
Other duties as assigned
Preferred Experience/Qualifications:
Seven years progressive sales leadership / account management positions
Home Hardware / Lowe’s / OEM / Outdoor Power Equipment
Proven ability to analyze retailer KPI’s in Excel and determine trends and recommendations for product assortments
BS/BA in Business or related subject or equivalent experience required
Experience/Knowledge
Proven track record of consistent results
Must have demonstrated account management experience managing multiple product categories and customers.
Must have demonstrated knowledge of product management sales, sales process, trade, category management and supplier / retailer management and methods as well as proven ability to apply them effectively in planning and execution
Must have demonstrated using multiple information sources to develop sales strategies and tactics as well as effectively managing promotional activity and trade spending.
Sales planning and forecasting experience
Microsoft Office Suite
TECHNICAL ROLE COMPETENCIES:
Must show aptitude to effectively interpret and use multiple information sources to develop customer-specific tactical plans and options
Must have strong negotiation skills
Must have experience in project/trade spending management; proven fiscal responsibility
Well-developed organizational, communication and time management skills
Ability to function in a team environment
Must be self-motivated
Excellent communication (verbal & written), presentations, and time management skills required
Physical Requirements & Work Environment:
Sitting at workstation approximately 85 percent of work time. Standing and walking approximately 15 percent of work time.
Must be able to travel up to 30 percent of work time.
Ability to work flexible hours or occasionally on weekends with short notice depending on customer deliverables
Typical office environment with shelves overhead and above work surfaces.
Specifics:
Competitive salary and bonus structure
Full benefits package
401K with match
Strong vacation and corporate holiday policy
The above statements describe the general nature and level of responsibilities for this position and are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position. Company management may assign other relevant, business-related duties.
