National Account Manager - Remote

Position Summary:

Reporting to the Business Director, Consumer Products, the National Account Manager is responsible for building and the creation of customer go-to-market strategies and execution by account and prospect for the Lawn & Garden business. Accountable to leading team that focuses on growing Omni-channel development in the Mass and Home Hardware channels. Establish Shakespeare as the #1 consumer choice for Aftermarket 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 by account and prospect to establish Shakespeare as the #1 consumer choice for Aftermarket 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.
• 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.

Education and Experience:

• BS/BA in Business or related subject or equivalent experience required.
• Minimum of seven years progressive consumer product goods sales leadership experience required.
• Outdoor Power Equipment experience preferred.
• 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.
• Customer P&L creation and management.
• Sales planning and forecasting experience.
• Microsoft Office Suite (especially Word, Excel and PowerPoint).

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.

Preferred Experience/Qualifications:

• Ten years progressive sales leadership / account management positions.
• Walmart / Lowe’s / Home Hardware / Consumer Product Goods/ Outdoor Power Equipment.
• Experience with multiple top-tier Lawn & Garden customers / categories / products / brands.
• Private label and national brand experience.
• Built new channels from the ground floor.

Physical Requirements & Work Environment:

• Sitting at workstation approximately 85 percent of work time. Standing and walking approximately 15 percent of work time.
• 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