This position will be responsible for determining the overall strategic direction of Wal*Mart/Sam's including the go to market strategy and results. The individual will oversee the development of customer specific strategies and individual customer development. They will oversee the continual improvement of the organization's customer relationship capabilities while managing the opportunities and risks associated with achieving the annual plan. They will evaluate and summarize key learnings, inputting them into future plans and work with other functional heads within the business unit to align strategies and activities with the overall business objectives. They will be the primary retailer contact and execute the day to day selling responsibilities associated with this account.
Responsible for managing Target, Kmart and other mass accounts for current and future product portfolio . Experience within these channels of trade in a sales capacity is a requirement.
1. Delivers monthly, quarterly and annual sales and EBITDA objectives through:
a. Building annual plans collaboratively with all accounts.
b. Shared goals and objectives with accounts. Understand customer¿s goals/objectives, how they measure progress, and how the JLE business tracks in relation to those objectives.
c. Must be proficient in understanding retailer metrics and effective at influencing the factors contributing to GMROII growth/decline.
d. Penetrating the retailer's organization beyond the buyer level and build a collaborative relationship that enables consistent, timely and honest dialogue.
2. Works cross functionally within JLE corporation, including:
a. Working with customer development to create business plans and tools needed to be effective in the marketplace.
b. Working with internal partners of finance and logistics to insure alignment of objectives and effectively manage business issues as they arise. This is critical in achieving our business plan, EBITDA objectives, and positioning us for future growth at these retailers.
- This includes a high degree of forecast accuracy so supply chain is closely connecting the retailer forecast to inventory. It is critical to have the correct amount of inventory at the right time to maximize sales yet minimize inventory costs. Forecast accuracy and the selling 'mix' of our products will impact EBITDA results.
c. Working with Marketing in providing insight and sales perspective for promotional plans/ideas and also in the area of new item development and new market penetration.
Percent Travel:
20%
Direct Reports:
0
Experience
Required:
BS/BA in Business
- A minimum of eight to ten years` progressive experience in sales with direct management of cross functional personnel, including sales representatives, sales analysts and logistics personnel.
- Experience working with
Wal-mart in a sales capacity.
- General Merchandise sales experience preferred.
- In depth knowledge of Experience working cross functionally in a corporate headquarter environment.
- Experience with principles of category management and data-based conceptual selling.
- Experience with trade tools (GELCO, MEI, etc).
- High level of financial skills to effectively balance between sales and expenses to deliver EBITDA objectives
- High level of self awareness and ability to react accordingly in various business/social situations.
- High level of understanding of the CPG industry, staying current on marketplace trends, technology and shopper insights
- High level of communication skills, including effective presentation, verbal and listening skills.
