Job Details
The Key Account Manager role is responsible for leading business results across Walmart including sales volume, spending within budget and share growth. The Account Manager supports all initiatives for the retailers and has significant internal collaboration with internal stakeholders. The position works along with a cross functional team to develop long term plans based on insight, impact shelving/distribution modifications, and execute pricing/promotion tactics to enable goal delivery. This role requires the execution in both eCommerce and brick and mortar environments.
PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS:
- Responsible for achieving profitable sales and share growth in alignment with annual account plan goals/objectives.
- Supports daily operations of the customer business
- Achieve merchandising objectives, new item acceptance and budget adherence
- Fiscal responsibility, specifically associated with developing, and delivering a financial plan that is achieves planned spend and delivers a positive ROI contribution on trade spending.
- Develops long-term strategic growth plans with new and prospective customers to enable sustained growth after year 1
- Develops effective and productive relationships within all levels of customer, as well as with cross-functional teams.
- Work with cross functional / sales business unit resources to develop execution plans that align with the sales business unit strategies.
- Analyze business opportunities and provide input into the development of go-to-market (i.e. new item launches, trade deployment, pack creation, etc.) plans and activity sets.
- Work collaboratively with demand planning to provide annual and ongoing customer forecasting for new product concepts, initiatives, and annual brand plans.
- Comfortable negotiating and ensuring delivery of agreed upon metrics and contract value; secure terms for contracts, with the ability to bargain and negotiate concessions in the interest of parsing out a final contract containing terms by which all parties agree to abide.
- Manage supply chain initiatives through S&OP process to optimize ship point mix, new fulfillment opportunities, planning for peak periods and improvements on scorecard/chargebacks.
- Work collaboratively with demand planning to provide annual and ongoing customer forecasting for new product concepts, initiatives, and annual brand plans.
- Develop and implement short and long-term eCommerce growth strategies to increase sales and profits, including analysis of product mix, pricing, promotions, and consumer trends.
- Lead development, monitoring, and analysis of sales forecasts and related data, including profitability, rate of sale, promotional performance, etc.
- Maintain an effective working knowledge of external market factors, including competitive information, technology trends, retailer initiatives, pricing etc. in order to make educated account decisions and product recommendations to grow the business.
- Work with internal and external peers around the globe to share and apply best practices for maximizing sales, managing relationships, reporting, driving supply chain efficiencies, and other aspects of the business.
QUALIFICATIONS & EXPERIENCE
- Must have a minimum of 2 years selling in the CPG industry
- Proven ability to develop collaborative relationships with management in national accounts, and across internal cross-functional departments is required.
- Demonstrate experience on financial and analytical work to manage account profitability and investments is required.
- Omnichannel experience is highly desired.
- Experience in marketing and product management in consumer products is highly desired.
EDUCATION & SKILLS
- Bachelor's degree from a four-year college or university in Sales, Business Administration, eCommerce or related field.
- Financial and analytical skills to manage account profitability and investments is required.
- Creative, highly-motivated, self-starter, detail-oriented, organized, can efficiently work in an extremely fast-paced environment, a team player and possess excellent verbal and visual communication skills.
- Delivers consistent results
- Creates collaborative relationships
- Strategic agility
- Problem solving
COMPUTER SKILLS
- Must be proficient in PowerPoint, Excel and Word.
- Must be proficient in Walmart systems (Retail Link, i360, etc.)
- Knowledge of Walmart Luminate preferred.
WORK ENVIRONMENT
- General office environment.
- Some travel required.