National Account Executive, Convenience Sales Team

Smucker Foodservice, Inc. is hiring a National Account Executive to deliver sales revenue, market share, and growth targets across the convenience and drug channels. The role manages large multi-state accounts and broker teams while leading customer business planning, trade investment, negotiations, and performance analysis.

Responsibilities:

• Achieve assigned volume and margin business plan objectives for categories supporting SBA plan targets
• Support the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customer that supports the overall business unit objectives
• Identify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunities for profitable growth
• Manage trade and departmental spend budgets
• Manage financial business aspects to include P&L statements and margin targets for assigned accounts
• Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team
• Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against set customer and segment objectives
• Manage Multiple Categories with Multiple Category Managers, strategies and goals
• Create and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives
• Contract development, negotiation, and management for renewals of current business and new business against assigned accounts
• Plan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accounts
• Manage promotional activities to ensure effective execution of sales plans
• Build broad and strong-layered relationships between the account and the JMS organization so the relationships are institutional rather than individual and assure continuity of the business and the relationships
• Travel requirements assume 2 nights per week or, 60% of time managing face-to-face customer and broker relationships
• Cross functional within Smucker and customer (Sales Operations, Customer Marketing, Channel Commercialization, Category Management, Trade Team and Revenue Growth Management)
• Deal with all management levels at the assigned customer to optimize customer relationships and sales results
• Customer headquarters and field management to include (as necessary) purchasing, marketing, R&D, operations, senior executives, and field operations
• Achieve established growth and profitability targets for this customer portfolio including P&L input and review
• Work with syndicated/other data sources to both manage and inform strategic and tactical trade plans
• Effective trade budget management, accurate and timely visibility
• Analyze business to discover new ways to penetrate existing and acquire new Convenience business
• Work cross-functionally internally to gain marketing & finance support to achieve goals
• Own Ad-hoc financial and data analysis, including pre/post event analysis
• Own annual JBP, Quarterly Business Reviews and other meetings

Requirements:

• Bachelor's degree
• Syndicated data experience (Circana/IRI, Nielsen)
• Experience working with 7-Eleven
• 5+ years of CPG sales experience managing Convenience Chains and Convenience Warehouse Distributors
• 3+ years of experience with broker management
• Strong negotiation skills
• Ability to apply strategic thinking and problem solving
• An overall understanding of the complexity of the Convenience Channel
• Experience in presenting Top Level Business Reviews
• Ability to present opportunities based on financial data and profitability