Job Description

Job Summary:

The Account Manager is responsible for managing top-down relationships with major regional customer distribution accounts, local relationships with national account personnel, and end-user relationships to deliver top-line sales revenue and profitability targets. Delivers results while maintaining the highest level of integrity. Fosters an environment that generates breakthrough ideas and leads a collaborative and open organization that lives the values of Newell Brands.

Job Responsibilities:

Customer Relationship Management:

Manages relationship with key influencers, power structures, and hierarchy at the customer and end-user
Presents new ideas, trends, and data and recommends pilot and test programs to the customer
Establishes trust and credibility by demonstrating a clear understanding of how the customer defines the value
Develops an operating rhythm of joint meetings to manage opportunities, negotiations, and issues that deliver value
Addresses customer concerns/needs and elevates as appropriate to sales management
Actively utilizes SFDC to create opportunities, campaigns, and reporting to improve the close ratio
Comfortable Cold-Calling to support campaigns and ownership of the field at the end-user level

Customer Planning and Execution:

Executes yearly joint business plans with all accounts to grow both the customer’s and Newell Brands business; follows up/measures success regularly
Works with sales enablement, finance, product, and supply chain to execute strategies and plans
Manages end-user pricing and P&L to meet divisional sales and gross margin targets

Market, Channel, & Category Understanding:

Collaborates cross-functionally to provide market insights to the customer
Utilizes best in class insights to develop customer strategies as they relate to purchasing behavior and commercial opportunities
Develops and shares new ideas/innovation based on sales trends and insights
Manages end-user pricing, contracts, and P&L to meet divisional sales and gross margin targets
Builds category plan consistent with customer and Newell Brands strategies

Financial Management:

Applies a strong understanding of GBU goals, priorities, and account P&L (margin and mix) when managing activity and promotions
Leverages our brands and product mix to improve profitability and meet customer and Newell targets
Manages programs and promotional funding to maximize top and bottom-line results
Tracks company and competitor pricing across vertical and provides feedback
Monitors the impact of price on sell-through

Organization Development and Talent Management:

Takes responsibility for and identifies opportunities for personal development
Works with customer and internal sellers to ensure understanding of our products and solutions  
Participates in internal communities of practice relevant to the job role and external trade organizations, where appropriate

Values and Behaviors:

Drives commitment for the brand and consumer leadership with our company and customers
Embraces a culture in which learning is widely shared across functions, businesses, regions, and teams
Fosters an environment that generates break-through thinking and ideas, while at the same time remaining consumer, shopper, and customer-focused
Drives organizational culture, strategy execution, and achievement of the Newell vision by living the values and demonstrating the leadership competencies daily
Practices the values hold self and others accountable for living the values and recognizes the right behaviors
Supports an environment where people can be empowered to make solid decisions towards winning with our unique consumers and customers
Supports an environment where successes are recognized, shared, and celebrated together
Acts with integrity; conduct business fairly, honestly, and ethically every day

Qualifications:

Bachelors/University degree in Business Administration
3+ years of sales and/or trade marketing experience
Strong persuasive / sales ability / negotiation skills
Experience with building and managing a joint business plan
Experience with the Challenger sales methodology a plus
Advanced skills using Microsoft Word, Excel, PowerPoint, and SalesForce.com; experience with SAP a plus
Understanding of general business financials and how these relate to customer programs and decision making
Strong problem-solving abilities and resolute attitude to complete tasks
Solid analytical skills and acute attention to details
Self-motivated with a strong work ethic and exceptional drive for results
Excellent written and verbal communication skills; must be able to present data in an organized manner
Demonstrated ability to handle multiple tasks and assignments simultaneously
Conflict Management/Composure; Technical Knowledge
30% to 50% Travel depending on geography/span of control
Support team and be available to set up/work/tear down tradeshow booths
Attend and participate in regional industry networking events