Spectrum Brands The Home & Garden business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. We are a leading supplier of consumer products nationally for the home, lawn and garden, insect and weed control markets. We deliver groundbreaking products of exceptional value and top-notch quality to consumers with our well-recognized brands including Spectracide, Hot Shot, Cutter, Repel, Black Flag, Garden Safe, EcoLogic and Liquid Fence.
The Assistant National Account Manager will be managing all activities related to sales and relationship growth with Target, SuperValu, and potentially other accounts. This will include strategy development, presentation creation, analysis, forecasting and tactical preparation related to calls and events. The position is ideally located in Minneapolis, working daily in the Spectrum Brands satellite office downtown and also traveling into markets and St. Louis to drive the business.
The Region currently consists of Target Corp. and SuperValu (including owned banner retailers as well as independently owned customers purchasing through SuperValu).
Primary Duties & Responsibilities
Procedures (70% of time)
Assist in developing strategies that will maximize the Spectrum Brands SKU listing.
Help identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
Assist in development of annual quotas, profit plans and sales action plans; monitor actual results vs. plan throughout the year, making adjustments when appropriate.
Learn the business, and the needs of each major customer to become the expert on assigned accounts. Learn and communicate the retailer's needs, strategies, and objectives. Use this expertise to build the Home & Garden business within each individual account.
Plan, prepare, and execute the trade shows for respective distributors, growing volume and share year over year.
Learn and utilize Category Management and Fact Based Selling concepts on every call.
Assist in managing Broker / Rep partnerships to effectively complete all administrative forms, programs, resets, or projects necessary.
Work with consumers, store personnel and marketing to identify and evaluate new product ideas
Target specific prospect accounts for conversion, execute sales action plans, understand account needs, develop relationships and assist in securing new business.
Leverage the Spectrum Brands '20/20' model
Build and deliver retailer specific presentations for Line Reviews, Programs, Mid-Season updates, etc.
Build and closely manage relationships with distributors and customers, at the buyer level and beyond, to create or enhance the partnership
Provide Manager with regular summaries of performance vs. prior period.
Pricing (20% of time)
Develop sales strategies, programs, and plans that will maximize the Spectrum Brands SKU listing for existing and potential accounts.
Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands AGM.
Develop/manage account-specific promotional plan, coordinating with finance, trade marketing, marketing and sales management to align with brand strategies and advertising plans as appropriate. Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory; Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.
Promotion (10% of time)
Assist in developing the annual promotional plan for each respective account to maximize sales opportunities by having the right product, in the right quantity, at the right time.
Use data analysis (Nielsen, IRI, Comp market data, Store Level POS, etc) to assist in the coordination of promotional plans & display allocation suggestions. Integrate UI national promotional plans (FSI's, IRC's, etc) into each account's promotional plan.
Recommend unique promotional ideas.
Evaluate the performance of all promotions including those from our competitors.
Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.
Assist in developing and coordinating the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)
Education and Experience Profile
An equivalent combination of:
Bachelor's degree in Business or related discipline preferred but not required
2 years in retail field sales and direct account responsibility
A minimum of 2-4 years' work experience in consumer products industry is required with preferred
Experience working with syndicated data or category management preferred
High level of organizational skills
Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organizations
Strong analytical skills; ability to learn and use syndicated data to forecast trends and projections and analyze the effectiveness of promotional activity
Solid tactical and strategic abilities; ability to manage multiple tasks
Strong customer focus
Teamwork approach to accomplishing goals
Strong PC skills (spreadsheet, word processing, presentations)
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.