National Accounts Manager - Herndon, United States - Maryland & Virginia Milk Producers

Description

SUMMARY

This position's primary function is to call on and maintain good relationships with National Customer Headquarter offices and Regional offices. To maintain National Customer account business and aggressively seek new business. As a member of the Retail Sales team, it is expected that the National Account Manager will be a strategic partner within the Consumer Products Division

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned

• National Account Management - manage and grow existing business, execute approved plans to achieve optimum results consistent with the division's sales objectives and profit plan, conduct business reviews, maintain good customer relations at Regional and Corporate offices of Regional and National Retail Chains.
• New Business Development - seek out new retail business. Retain a solid profitable business relationship between corporate and regional buyers.
• Sales Management - manages activities of direct or indirect reports (Sales Merchandisers or Sales Representatives that call on other regional offices or stores that role up to the corporate offices of the wholesale retail customer)
• Promotion/Trade Funds Management - Effectively manages all co-op dollars and ad allowances through the direction of the Director of Retail Sales or Chief Operations Officer on the most effective and profitable manner
• Deduction Management/Credit Authorization - Assists in enforcing MDVA's credit policies.
• Pricing - Coordinate pricing to all assigned accounts thorough the direction of the Director of Retail Sales or Chief Operating Officer.
• Knowledge of Industry - communication of all competitive activity, which effects the company's volume and ability to effectively merchandise its products in his/her, assigned accounts.
• Sales Analysis/Sales Reporting - utilize existing and future systems tools to perform the job function, including analyzing syndicated data to support fact based sales for branded dairy sales for specific customers in market areas. Responsible for all sales weekly itineraries and communication of goals and sales objectives for his/her assigned accounts. Provide recap of all sales activities in a formal weekly report to the Director Retail Sales or Regional Sales Manager, Fluid Division. This will include category management utilizing fact based selling skills and market data to partner at the corporate and/or regional level. This includes leading the sales effort on all schematics.
• Trade Shows - responsible for submitting entry forms, making arrangements for necessary personnel, shipping booth, decorations, and samples to show site, setting up/teardown of booth
• Product Cuttings - Taking product samples out to potential customers for the purpose of demonstrating and comparing against the competitor's product.
• Budgeting - responsible for submitting a budget for his/her assigned accounts and achieving those objectives.
• Legal - Observe all antitrust laws and implement all pricing in a fair and legal manner.
• Special Projects - handle special projects as assigned.

TRAVEL

Travel is primarily local during the business day, although some regional and overnight travel is to be expected.

SUPERVISORY RESPONSIBILITIES

Manages activities of direct or indirect reports, (Sales Merchandisers or Account Managers). Is responsible for the overall direction, coordination, and evaluation of these positions. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Bachelor's degree in Business or related major and at least 5 years of retail and/or dairy related sales experience; or equivalent combination of education and experience.

ESSENTIAL SKILLS AND EXPERIENCE:

• Strong organizational skills and attention to detail
• Strong written and verbal communication skills
• Demonstrated ability to work independently as well as contribute in a team environment
• Ability to manage multiple priorities
• Ability to work with a vision toward continuous improvement
• Must be willing to do light to moderate travel

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to type; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms. The employee must occasionally lift and or move up to 50 pounds (paper, A/V equipment, etc.). The employee is required to travel by car and airplane to company sites and industry events, 50% of the time. Specific vision abilities required by this job include close vision (computer & office work), distance vision, color vision (A/V presentations), and peripheral vision.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

Equal Employment Opportunity/M/F/disability/protected veteran status. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR c)