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Senior National Sales Manager

  • LocationBentonville, AR 72716 - United States
  • Work TypeFull time
  • Positions1 Position
  • Published At:2 months ago
  • Job no: 42735
  • Category: Sales/Marketing/Business Development

POSITION Senior National Sales Manager – Chains GRADE Management Technical DIVISION GK Foods SUBSIDIARY GraceKennedy Foods LLC USA REPORTS TO Senior Vice President National Sales DIRECT REPORTS None INDIRECT REPORTS None 1. PURPOSE OF JOB • To manage the assigned business portfolios achieving turnover, profit and volume/distribution targets as identified within the year budget, whilst ensuring that customers pay within agreed terms. • To manage and expand distribution and listings for the Company’s products through national retail chains across the US • To generate profitable new business with existing and new categories and review and negotiate trading terms with accounts within set Company Objectives. • To provide our customers with an excellent level of account management and customer service 2. KEY OUTPUT/DELIVERABLES • Delivery of sales (volume & revenue) and profit (cash & % margins) targets, initiate and implement corrective action where needed • Achieve Customer Collection targets in keeping with agreed payment terms • Promotions delivered within agreed budgets and schedules • Assigned account managed, regular contact maintained • New accounts developed 3. PRINCIPAL RESPONSIBILITIES • Manage the financial performance of all sales initiatives • Recommend strategic direction and ensure disciplined implementation • Identify product and customer-based opportunities • Actively seek and acquire new business opportunities • Manage the relationship at retailer’s headquarters with buyers and key decision makers • Analyze customer data, including Point of Sales data and portals • Develop sales plan for the customer and participate in regular category reviews • Attend trade shows to solicit new accounts and establishing stronger relationships with existing accounts • Maintain professional and productive relationships with major account • Provide input from sales – including growth, competitive analysis, market trends, and business environment – for strategic planning processes • Conduct regular analysis on pricing effectiveness and recurring trends; create actionable item lists based on findings • Conduct analysis to manage sales performance against corporate objectives and market developments • Prepare monthly sales reports – submits sales reports to key management team informed as to status of sales and activities. • Assist in the annual budget planning process and regularly monitors expenditures. • Provide relevant and current information to keep Line Manager & colleagues on competitive activity • Work alongside marketing and trade marketing colleagues to provide detailed category solutions to the trade • Manage promotional activity and optimise return on investment • Maintain accurate Production forecasts for the designated accounts and update monthly. Work closely with Supply Chain to deliver agreed targets with customers on service and availability • Maintain and accurately update all relevant records • Ensure credit policies and procedures are followed according to established guidelines • Monitor the collection of accounts receivable to ensure timely collection • Attend Trade Shows and customer conferences as required • Attend meetings and make presentations as required 4. PERFORMANCE MEASURES • Achievement of Sales Value and Profit Targets • Achievement of Product Distribution Targets • Achievement of Customer Payment Targets (Debtor Days) • Maintenance of accurate electronic and hard copy records • Forecast Accuracy • Complete, accurate and timely performance analysis 5. MINIMUM EDUCATION AND EXPERIENCE • Bachelor’s Degree, preferably in Business Administration or related field • Minimum 4 years FMCG National Account experience • Established track record in sales • Knowledge of category management and marketing principles • Working knowledge Microsoft Office Suite 6. KEY COMPETENCES FUNCTIONAL • Understand the principles of Category Management. • Demonstrated business skills related to budgeting, writing, presentation and selling products to clients. • Demonstrated leadership, communication and listening skills. • Ability to analyze data and prepare succinct reports. • Capable of reading, analyzing, and interpreting general business periodicals, professional journals, technical procedures, or governmental regulations. • Aptitude to write reports and business correspondence. • Interpret a variety of instructions furnished in written, oral, diagram, or schedule form and deal with several abstract and concrete variables. • Effectively present information and respond to questions BEHAVIOURAL • High level of initiative, reliability, and confidentiality. • Superior customer relationship management • Maintains a favourable working relationship with all employees to promote a cooperative and harmonious working environment to facilitate positive employee morale, productivity, and continued improvement. • Skilled in working successfully with a diverse team of people. 7. PRINCIPAL CONTACTS Internal External Line Manager Sales Team Commercial Team Marketing Managers Category Team Accounts Team Finance Manager Logistics & Supply Chain Personnel Technical & Product Managers Warehouse Manager Key Account Buyers at all levels. Supply Chain Contacts. Category Managers of Customers. Customers Senior Management & Directors (where applicable) External Agencies 8. DIMENSIONS, AUTHORITIES & DECISION MAKING • Responsible for Account Budgets, Advertising and Promotions in consultation with line manager. • Manage assigned initiatives and activities within agreed budget requirements. • Contracts with 3rd party providers must first be approved by the Line Manager. • Authority to commit to single expenses not exceeding $1,000 without prior approval of the Line manager, excluding contracts. 9. WORKING CONDITIONS • Field based but required to visit the Office as tasks and meetings require. • Normal working hours, but the employee may sometimes be required to work outside these as business matters arise. • Travel to Company Sites and Customers premises as required. • Entertainment of customers may be required outside of normal working hours

  • Published on 30 Sep 2022, 12:43 PM