Senior National Account Manager – Walmart, Outdoor & Recreation

Role Overview

• Leads the development of retail strategies and annual operating plans that deliver Newell Brands budget and Omni Distribution, Shelving, Merchandising, and Price expectations.
• Leads the execution of annual Innovation Summits, development and delivery of customer Joint Business Plans, and successful execution of annual Line Reviews.
• Leads all facets of Talent Management (recruiting, selection, performance management, and career planning) with direct report(s).
• Frequently interact with customer personnel to drive the execution of the customer category plan, building strong relationships at the Merchant/Buyer level, and connectivity with the VP/DMM and other cross-functional areas
• P&L responsibility for business across the customer account.
• Must demonstrate strong financial acumen and the ability to manage all account P&L levers including List price, sales allowances, rebates, markdowns, trade marketing spend and other customer investments (i.e., Retail Media, Customer Data).
• Strong cross-functional expertise in operational disciplines such as providing a monthly sales forecast and end to end supply planning with the customer.
• Must possess a strong understanding of customer distribution network and customer related metrics (i.e. Fill Rate, On-Time, Vendor Lead time, In-Stocks).
• Participates in the monthly Customer Business Review with Segment and Enterprise Leadership, highlighting risks and opportunities to annual operating plan and customer JBP.
• Participates in the monthly Segment Demand Review as a key step of the Newell S&OP process
• Networks and builds strong relationships with key customer decision makers and key internal stakeholders.
• Externally advocates for the Newell business and internally advocates for the customer.
• Use data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and gross margin.
• Manages trade spend/customer programs in collaboration with trade and finance to deliver/exceed Newell annual budget and customer JBP targets
• Negotiates and manages trade funds to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement
• Works with demand planning to develop accurate sales forecasts and achieve specified levels of forecast accuracy
• Monitors the competitors' brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicate to appropriate sales, trade and brand management
• Leverages our brands and product mix to improve profitability and meet customer, shopper, and Newell Brands targets
• Leverage category development management, customer planning, commercial finance, and customer supply chain resources in the development and activation of customer category business plans.
• Analyze business trends and ideates on ways to drive the business – collaborates with cross functional team on the tactics
• Responsible for accurate sales forecast and sales attainment
• Track plan progress and conduct timely reviews with customer; make plan adjustments as necessary
• Leverage customer knowledge and consultative selling (SIERA) to create win-win solutions for customer/category growth
• Monitors the competitors’ brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicate to appropriate sales, CSP and brand management
• Present plans, recommendations, initiatives to customer to gain approval
• Leverage category and consumer insights to build customer-centric recommendations to sales growth.
• Actively lead day to day business interactions with customer and internal partners to ensure proactive management of business trends.
• Develop internal partnerships to lead customer omni-channel business plan objectives.

Requirements

• Bachelor’s degree in business or similar field required, MBA is a plus
• Minimum 10+ years of direct and hands-on experience in sales and/or channel marketing
• Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and/or consumer durables industry strongly preferred
• Omni Selling experience within consumer products, preferably across multiple brands with experiences in both 'store' and 'eCommerce' assortments
• Ability to analyze syndicated data
• Experience developing and managing trade budgets
• Experience working within a live trade accrual system
• History of setting and delivering a growth agenda
• History of negotiating complex business deals that provide value to all parties
• Ability to operate independently given direction, and bring ideas and solutions to issues raised
• Ability to analyze and assess organizational needs and provide solutions accordingly
• Excellent written and verbal communication skills; must be able to present data in an organized manner to different levels of the organization
• Strong project planning, tracking & organizing skills
• Ability to build relationships and navigate a matrixed organization
• Ability to motivate teams to produce desired tangible outcomes within tight timeframes
• Willingness to travel 10-15% of the time

Benefits

• Health insurance
• Paid time off
• Flexible work arrangements
• Professional development opportunities
• 401(k) matching