Purpose: Integrate multiple accounts work on historical business and initiative performance shoppers, their needs, their perceptions of the brand and product opportunities to develop account strategic plans.
Key Responsibilities:
- Lead execution of the strategic account plans, working across accounts sales resources as well as channel experts in marketing, merchandising and analysis to drive sell-in and especially sell-through.
- Monitor ongoing business performance across accounts, build on areas of momentum in order to capitalize on product and pricing opportunities and address shortcomings in sales expectations.
- Build deep expertise in regional and national market trends and consumer dynamics and preferences.
- Establish and develop account relationships and cultivate relationships with key retailers personnel in order to influence and execute strategic direction with these accounts.
- Offer counsel and insight on market trends and competitive activity and other factors that may affect sales within the account.
- Plan, analyze and implement projects and initiatives driven by the SVP of Commercial.
- Carry out supervisory responsibilities including hiring, training, performance assessments, coaching and mentoring.
- Attend and participate in Key account sales meetings.
- Lead and participate in pre-sell prep meetings.
Knowledge Skills and Abilities:
- Ability to address complex issues and improve techniques, products or processes.
- Widespread know-how for most or all areas within a department.
- Strong negotiating and influencing skills with both internal and external parties. Ability to think strategically, define business opportunities and problems, collect, interpret and analyze abstract and concrete information, and create strategic, value-add solutions.
- Ability to deliver effective and persuasive speeches and presentations on complex topics to diverse audiences.
- Expert knowledge of the industry and market trends, and the ability to tie merchandise plan into forecast and execute accordingly.
- Ability to provide a framework for performance.
- Strong leadership and coaching skills, and the ability to capitalize on and apply these skills, resulting in the growth and development of sales managers, representatives, and the region.
- Proven background that reflects being results-oriented.
- Ability to cope with change, make decisions and act comfortably with risk and uncertainty.
- Proven experience working with business deadlines.
Qualifications:
- Bachelor's degree (B. A.) from four-year college or university and ten or more years retail, sales or management experience and/or training; or equivalent combination of education and experience.
*Location considerations may vary, and currently include: Portland (OR), Tampa (FL), New York (NY).
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