National Account Manager- Household Cleaning Products

Division Information

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®. **

Job Summary**

The National Account Manager – Cleaning will be responsible for activities related to sales and relationship growth of our cleaning portfolio with existing and prospect accounts, including strategy development, presentation creation, analysis, forecasting, and tactical preparation related to calls and events. This role should be viewed as a hunter to gain new distribution of cleaning products. The National Account Manager- Cleaning will work closely with the existing National Account Managers in Grocery, Hardware, Farm, and Drug channels who support our existing products and portfolio. The position is remote but requires a city with a major airport for travel.

The primary accounts in this role will be focused on supporting the expansion of our distribution within the cleaning segments within retailers classified as Grocery, Drug, Hardware, Farm, and Specialty retailers. **

Primary Duties & Responsibilities

**_Procedures-70%

_ - Developing strategies that will maximize the Spectrum Brands SKU listing within our cleaning segments. - Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommended additions that will result in new distribution. - Work closely with the NAMs and Directors in the development of annual quotas and profit plan - Target specific prospect accounts for conversion, execute sales action plans, understand account needs, develop relationships, and assist in securing new business. - Lead sales action plans; monitor actual results vs. plan throughout the year, adjusting when appropriate. - Become the expert on product portfolio and work with the respective account NAMs and brokers assigned to these prospect accounts. Understand the retailer’s needs, strategies, and objectives. Use this expertise to build the Spectrum Global Home Care business within cleaning segments at each individual account. - Learn and utilize Category Management and Fact-Based Selling concepts in every account. - Manage Broker 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 - Build and deliver retailer specific presentations for Line Reviews, Programs, Mid-Season updates, etc. - Build and closely manage relationships with customers at the buyer level and beyond to create or enhance the partnership. - Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery. - Provide Directors and Vice President of Sales with regular summaries of customer meetings, status on distribution, and summary of POS performance vs. Annual Business Plan.

_Promotion-25%

_ - Develop/manage account-specific promotional plan, coordinating with finance, marketing and sales management to align with brand strategies and advertising plans as appropriate. - Present to brokers and accounts a 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 and assist development of unique promotional ideas. - Evaluate the performance of all promotions including those from our competitors. - Accurately and timely forecast with Forecasting/Demand Planning to guarantee on-time delivery. - Develop and coordinate the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)

_Pricing-5%

_ - 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 sales and profitability. - Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory. Manage trade spend to ensure ROI and profitable volume growth

Education and Experience Profile **

An Equivalent Combination Of**

• Bachelor’s Degree in Business or related discipline strongly preferred but not required
• 5 years in retail field sales and direct account responsibility
• A minimum of 2-4 years’ work experience in consumer products industry is preferred.
• Experience working with syndicated data or category management preferred

Required Skills

• 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, broker experience preferred.
• Ability to navigate obstacles and find solutions at a rapid pace.
• High level of organizational skills
• Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organizations
• Strong PC skills (spreadsheet, word processing, presentations)
• Ability to travel required.

Work Environment

• Working conditions are normal for an office environment. The position will be operating out of a regional / in-home office. Business travel as needed to support the customer and visits to HDQ in Earth City, MO.