National Accounts Sales Manager-Target & Costco

 Position:  National Accounts Sales Manager-  Costco & Target

Date: September 11, 2008

Manager: Vice President, Sales

Status: Exempt

Note:  Candidates that apply for this position must be in a Sales position currently servicing Target

 Position Purpose

The individual in this position is responsible for developing accurate sales forecasts for the wholesale distribution of L&S product, and achieving and/or exceeding projected key account sales goals. In addition, this person ensures the customer’s needs; company sales objectives and profitability goals are met, while striving to optimize efficiencies and additional sales opportunities in assigned national key accounts. Key Accountabilities

National Sales & Account Management

· Select, develop, motivate, manage, and maintain an effective direct, national key account and broker network to optimize the company’s competitive position; continually source new business opportunities in an effort to achieve or exceed sales plan.

· Render high-level, strategic presentations to national key accounts as a means to procure chain-wide distribution of wholesale products.

· Submit accurate forecasts to insure the delivery of the appropriate product to customers in a timely and efficient manner to achieve profit volume, while remaining within budgetary guidelines.

· Ensure national key account customers needs are met without compromising the defined L&S market channel strategy; market and sell products appropriate to the channel as defined within strategy guidelines.

· Partner with national key accounts and brokers to develop and execute promotional sales programs to include scheduling how funds will be allocated; Plan sufficient lead-time to ensure effective execution.

 

Fiscal Responsibility

· Consistently achieve sales goals and profitability while operating within budgetary constraints to contribute to the overall profitability of Lindt & Sprüngli (USA).

· Develop and recommend annual budget requirements to maximize profit levels within area of responsibility.

· Develop and achieve accurate rolling sales forecasts to optimize production planning and minimize out of stock items.

· Responsible for monitoring and ensuring the effective utilization of Trade Promotion Funds to develop and expand business in assigned national key accounts.

· Within scope of responsibility respond to, and assist with keeping customer deductions to a minimum and influence customer compliance to 30-day net invoicing.

Product Knowledge

· Develop and maintain a comprehensive understanding of the L&S product offering in order to optimize sales efforts and guarantee fact based selling; remain up to date with new product initiatives, services and other relevant information of interest to customers.

· Stay abreast of competitive activity within assigned national key accounts so that L&S can react accordingly.

 Position Requirements

Skills & Knowledge

· Strong interpersonal and fact-based selling skills; results oriented

· Ability to develop accurate rolling forecasts, strategic problem solving and negotiation skills.

· Excellent verbal, written, analytical and formal presentation skills

.

Experience

· Minimum 7-10 years field sales experience with demonstrated results; National Food, Mass, Drug and/or Grocery background preferred

· Experience managing key accounts, and/or Brokers.

 

 

Education

· Bachelor’s degree required.

· MBA Preferred