Job Description

TITLE

Key Account Manager - Pet Specialty

LOCATION

Scottsdale, AZ (in the sales office)

REPORTS TO

Director, Sales - Pet Specialty

POSITION SUMMARY

The Key Account Manager has direct account responsibility and will lead the achievement of sales objectives consistent with corporate strategy and financial targets. Job functions include planning and executing against volume, distribution, pricing, merchandising, trade spending and retail objectives. The Sales Associate is the primary communication link between the Customer and Smucker, and is responsible to insure resources are utilized and communication channels are open to implement Smucker programs at the customer.

KEY RESPONSIBILITIES

* Financial
* Manage all aspects of trade spending to insure Smucker funds are effectively utilized in a fair and equitable manner consistent with Brand promotional strategies to achieve merchandising objectives
* Direct and monitor execution of account plans to achieve volume objectives and key sales priorities (distribution, pricing, shelving and merchandising)
* Monitor post-promotional analysis on a customer basis to assess the impact of Smucker promotions, and make appropriate adjustments to refine and improve results
* Execution
* Execute Customer Planning Model (Assess, Build, Commit, Execute)
* Provide strategic input, reflecting marketplace and customer requirements into the Smucker AOP/marketing plans planning process
* Effectively manage administrative responsibilities including information requests, competitive intelligence, results tracking and analysis, expense reports, forecasts, deduction management, etc.
* Study and understand Consumer & Category insight tools and resources required to promote effective analysis leading to the identification of opportunities to create customer solutions
* Facilitate appropriate levels of internal and external Smucker resources to be prioritized and deployed against key accounts to achieve business objectives
* Develop persuasive business presentations to identify short-term and long-term opportunities with the customer
* Customer
* Understands the customers strategy and capitalizes on opportunities to link the customers strategy with Smuckers strategy to build a competitive advantage.
* Penetrate selected accounts to develop the Smucker franchise by focusing on adding value and facilitating the execution of strategic initiatives (such as, Category Management, Item Optimization, creative, theme-oriented merchandising, or distribution initiatives)
* Works to strengthen Smucker strategic relationship with Customer by building rapport and maintaining regular contact
* Analyzes industry trends and competitive actions to develop alternative strategies and tactics to maintain and/or improve competitive advantage with customers
* Development
* Works with their Team Lead to assess personal development needs and develop the appropriate development/training plans to facilitate personal and professional growth
* Monitors the planned execution with customer and capitalizes on emerging opportunities/progress in the coming fiscal year

SELECTION CRITERIA

Education

* Bachelors degree is required

Experience

* Minimum of 3 years of experience calling on a headquarter retail account in the Consumer-Packaged Goods industry is required. Pet Industry experience is preferred.
* Experience in direct sales is required.

Other

* Strong leadership and interpersonal skills to develop strong relationships both internally and externally
* Excellent oral and written communication skills as well as analytical and problem-solving abilities
* High level of proficiency in Microsoft Excel and PowerPoint is a must
* Nielsen, IRI, or other syndicated sales data experience is required
* Ability to travel on average around ~10 days per year