Key Account Manager Grocery
Newell Rubbermaid - Atlanta, GA

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Reference Code: 1207603
Newell Rubbermaid is a global marketer of consumer and commercial products that touch the lives of people where they live, work and play. We are committed to building consumer and commercial Brands That MatterTM while leveraging the benefits of being one company: shared expertise, operating efficiencies, and a culture of innovation. Our globally recognized brands include Sharpie, Paper Mate, DYMO, EXPO, Waterman, Parker, Rolodex, IRWIN, LENOX, Rubbermaid, Graco, Calphalon, Goody and Teutonia.
Job Summary: The Key Account Manager is accountable for managing key grocery accounts within the food class of trade and delivering top line sales revenue and profitability for the brands they represent. Maximizes the availability of our products in the food channel of distribution consistent with our brand strategy with an emphasis on superior new product execution. Executes consumer and shopper driven strategies for their customers that enable Newell Rubbermaid to achieve best in class results. Utilizes leading edge data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and profits through price optimization for Newell Rubbermaid and our customers. Builds customer relationships at the buyer and senior buyer levels and facilitates connectivity in other functional areas. 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 Rubbermaid.
The Key Account Manager is developing strategic selling skills with large/complex accounts. Their account responsibility is typically on small categories with lower sales volume and lower SKU intensity.

Job Responsibilities:Market, Shopper, Channel, & Category Understanding:
Monitors the competitors' brands and products as well as our market share, competitor market share, and target market share to understand shopper trends and opportunities and communicating to appropriate sales, channel and brand management
Works with channel to provide and explain market data to the sales team
Utilizes best in class insights to influence customer strategies as they relate to consumer purchase behavior and to maximize in-store and commercial opportunities
Reviews POS and market sales data where available and elevates concerns or insights from the field to appropriate sales management
Applies understanding of product portfolio, brand positioning, brand vision & strategy to product sell-in and sell-through
Identifies and communicates category growth opportunities within customer offering Customer & Category Strategy Development:
Executes innovative win-win customer and channel strategies using understanding of customer, market, and competitor
Develops of customer strategic plans for respective businesses incorporating customer program and promotional planning, opportunities to take share, plans to leverage customer pricing (where geographically appropriate), customer/consumer strategy, and defining the 3-year strategic plan for the customer
Activates category management with our trade partners
Delivers the strategic priorities, positioning of key brands and strategic propositions that will grow our brands and delight our customers and shoppers Customer Planning and Execution: · Executes the annual operating plan to grow both the customer's and Newell Rubbermaid's business · Works with channel to execute methods that assist our customers in effectively and creatively winning with consumers, shoppers, end-users, and purchasers through promotions, packaging, merchandising, and leveraging Brands that Matter · Sells the strategy and plan to customers in an effort to grow business for the customer and Newell Rubbermaid and to achieve internal targets and goals while accelerating the growth of the customer faster than the competition with a strong focus on both sell-in and sell-through plans · Works with channel, finance, and supply chain to execute consumer strategies and plans developed by brand management to achieve results in a profitable manner for Newell Rubbermaid as well as our customers, and to evaluate program/plan success

Customer Relationship Management:
Manages relationship with key influencers, power structures, and hierarchy at the customer
Finds creative approaches to create wins in difficult situations
Delivers timely communication to the customer on market trends and competitive activity
Presents new ideas, trends, and data and recommends pilot and test programs to the customer
Establishes trust and credibility by demonstrating clear understanding of how the customer defines value and leveraging this knowledge along with consumer and shopper insights and the strength of our brands to maximize value for Newell Rubbermaid and the customer
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 Trade Fund and Pricing Execution:
Executes pricing and trade fund strategies and initiatives to drive profitable growth
Manages and leverages trade funds by ensuring different approaches are taken to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement
Ensures that product mix and pricing hit key shopper price points while managing company and customer profit
Tracks company and competitor pricing across customer base
Monitors the impact of price on sell through Financial Management:
Applies a strong understanding of GBU goals, priorities, and account P&L (margin and mix) when managing activity
Leverages our brands and product mix to improve profitability and meet customer, shopper, and Newell Rubbermaid targets
Manages programs and promotional funding as well as returns and damages with territory or account base to maximize top and bottom line results
Works with demand planning to develop accurate sales forecasts and achieving specified levels of forecast accuracy (S&OP process participation)
Participates in S&OP process and relevant meetings Organization Development and Talent Management:
Completes PMDP for self
Takes responsibility for and identifies opportunities for personal development
Develops relationships with internal partners
Participates in recruiting events and interviews potential candidates
Participates in communities of practice relevant to the job role Information Systems and Metrics:
Uses internal systems and resources, as well as external where necessary, to access sales numbers including customer, market and shopper data, category sales, and SKU level sales
Analyzes information and data provided by account regarding POS, turns, inventory and GMROI to better manage their business and to be proactive with solutions and actions for SKU's, promotions, or categories that are not performing to our customer's metrics
Uses internal and external data to refine and constantly improve forecast accuracy
Sets and reports success metrics and for recommends improvement programs
Utilizes business planning tools to develop and track plans and spend
Utilizes central repository of market and customer data Values and Behaviors:
Drives commitment for 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 Rubbermaid vision by living the values and demonstrating the leadership competencies daily
Practices the values, holds 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; conducts business fairly, honestly, and ethically every day Qualifications Qualifications :
Minimum Bachelor's degree
3-5 years of sales experience demonstrating steadily increasing responsibilities
Strong negotiation skills and persuasive selling skills
Proven track record of results
Superior communication, presentation and people skills
Strong conflict management/composure skills
Knowledge of accounts, market characteristics, competitive environment, growth opportunities, etc.
Knowledge of Supply Chain, Finance and Marketing a plus
Strong analytical skills
Proficient in Windows Suite, especially Excel and PowerPoint. SAP a plus

Newell Rubbermaid - 22 months ago - save job - block
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About this company
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Newell Rubbermaid Inc., is a global marketer of consumer and commercial products with 2013 sales of $5.7 billion and a strong portfolio of...