National Account Manager (Walmart, Select Grocery)

Description

Reporting to the Head of Sales, the National Account Manager (NAM) - Walmart & Select Grocery is responsible for expanding SodaStream Canada’s market presence and is a critical driver of activities to generate revenue in the business. They increase brand-value through the development of joint value relationships with key strategic partners, and is responsible for establishing and achieving market penetration, and partnership acquisition goals with a focus on Walmart Canada and select Grocery accounts. They will deliver the sales results needed to achieve revenue targets for the company profitably, while building the foundation for long-term leadership in the market space. The NAM will work across an infrastructure of shared resources ranging from a dedicated Canadian Sales Analyst, Category Management, Sales Strategy, EComm and Demand Planning. These support services will help them drive actionable, fact-based insights internally and with our customers for better influencing/decisions.

KEY ACCOUNTABILITIES & RESPONSIBILITIES:

• The NAM will have the responsibility for the Walmart Canada account while also over-seeing select grocery accounts with high ACV and/or Beverage focus.
• They will develop annual forecasts including revenue, trade investment and profit delivery by customer and business line
• Develop a business plan congruent with the National Sales Strategy with an emphasis on joint value creation
• Execute annual sales plans with a focus on profitable sales opportunities, retention, and market penetration; develop customer specific strategies to differentiate and add value
• Drive sales cycle by securing and preserving product listings
• Achieve sales targets including, revenue and activity; identify areas for growth potential
• Track and measure account POS to ensure successful program sell through; profit targets are met for each category; monitoring inventory levels
• Perform needs analysis, program and presentation development, sale, and renewal, with both established and prospective accounts
• Measure, monitor and manage overall plan effectiveness, and optimize initiatives as required
• Conduct appropriate analysis on an ongoing basis to determine opportunity areas and develop course correction initiatives where required
• Successfully manage trade investment and forecasting working collaboratively with Finance, Supply Chain and Demand Planning
• Partners cross-functionally internally and externally to achieve aligned business results
• Travel to customer locations, tradeshows, and other industry events nationwide
• Other duties as assigned from time to time
• Leads/attends senior management customer meetings, representing the strategy and values of SodaStream
• Supports/bridges account needs collaborating with customer functional leads as necessary and Supply Chain stakeholders to achieve acceptable service levels expected from retailers.
  
  

Requirements

• University degree with a preference in Business Administration
• Minimum 3-5 years of Sales, Marketing and /or Category Management experience
• Walmart, Major Grocery experience - mandatory
• Prior work experience in FMCP or consumer durables – consumable focused
• Proven experience developing cross-functional internal & external stakeholders to maximize execution
• eCommerce account management experience an asset; with understanding of Omni Channel go to market and executional requirements
• Ability to provide guidance to Sales Strategy and Marketing based on insights on how to improve efficiency based on key levers such as product, place, price and promotion
  
  

Required Knowledge and Skills:

• Extensive knowledge of sales, marketing, brand development
• Strong knowledge of analytics/financial acumen and able to derive insights from customer data for fact-based selling
• Advanced negotiation skills; ability to find ‘win-win’ solutions for joint value (Consumer, SST, Retailer)
• Excellent planning, analytical and project management skills
• Passionate about selling and creating value for customers, deep understanding of measuring customer and internal ROI
• Cooperative and collaborative, with the ability to forge strong internal and external relationships.
• A strong team player, with a well-developed “people interaction” skill set.
• Thorough understanding of financials including trade investment and profit and loss statements
• Excellent communication skills (written and verbal)
• Self-motivated, creative, results driven, solution oriented, direct, and convincing when it’s right for the customer
• Ability to remain focused and flexible during rapid change and deal with ambiguity
  
  

Benefits

Enjoy a competitive salary commensurate with the experience and responsibility requirements.

Excellent employee environment with a competitive benefits package including:

Bonus based on performance and eligibility

Potential for Annual Merit increase based on performance and eligibility

Healthcare

Dental + Vision

Voluntary benefits

Paid Time Off

Retirement Benefits + Company Match

Life Insurance

Disability

Learning & Development Benefits

Wellness Programs

• SodaStream offers equal employment opportunity and will not discriminate on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors.