American Standard

  • National Account Manager

    Job Locations CA-ON-Mississauga
    Posted Date 1 week ago(7/8/2018 11:17 AM)
    Job ID
    2018-2271
    # of Openings
    1
    Category
    Sales
  • Overview

    As an integral member of the Retail Sales Team, this position has been designed to focus on the growing Canadian Retail segment. The incumbent will be responsible for developing and executing corporate sales strategies for assigned accounts. The incumbent is accountable and responsible for managing all aspects of the business relationship including negotiating category agreements, pricing / data integrity, and communication with the sales team on all branded product for a national customer.

    Responsibilities

    1. Build, leverage and maintain key corporate account relationships to drive growth
    2. Lead the customer in the development and execution of joint business plans and national sales strategies for LIXIL product groups that maximize volume, profitability and share results across Canada.
    3. Monitor and report on account metrics: financial results (e.g. sales and profit margin), consumer consumption data /market analysis, pricing effectiveness, recurring trends etc and make strategic recommendations (e.g. marketing methods, managing product mixes) to achieve agreed targets
    4. Implement and drive the CPFR (Collaborative Planning Forecasting and Replenishment) reviews to ensure flow of inventory at account
    5. Collaborate with Channel Marketing and internal stakeholders to develop and implement sales programs and promotional initiatives for expanding the Company’s customer base and aligning LIXIL with customer’s business/market strategies. Own and drive execution of co-op and other programs with account.
    6. In collaboration with internal stakeholders, develop annual mission plan and establish cadence to maximize flow of business on daily, weekly, and monthly, etc.
    7. Works collaboratively with marketing to achieve brand positioning through multiple sources such as public relations, advertising, events, and other customer and consumer marketing materials
    8. Partner with internal stakeholders (e.g. category, channel, product management, supply chain etc) for line reviews, product development and mix management; SKU planning and forecasting of product throughout year
    9. Lead company participation in trade shows and events and collaborate with internal partners to co-ordinate activities: proposal, product selection, show deals, booth configuration, scheduling of booth staff, competitive intel, show deals, order of product and post-show review
    10. Maintain and provide competitive product and market intelligence to support product recommendations to internal partners.
    11. Works in collaboration with US counterparts to drive best practices within organization

    Qualifications

     

    • College or University graduate with degree or diploma in Business or another relevant field of study. Equivalent combination of experience/education
    • 5+ years’ experience in sales, preferably with big box home improvement retailer
    • In-depth understanding of Canadian retail landscape, Retail POS and KPI’s
    • Demonstrated competence in account management, planning and development.
    • Previous experiences in P&L Management
    • Self-starter, driven, organized, highly motivated and passionate about sales
    • Entrepreneurial mind-set with strong strategic, analytical, business, planning, problem-solving and technical ability
    • Well-developed consultative selling, conflict resolution and negotiation skills
    • Highly developed relationship building skills, ability to build credibility and influence within and outside the retail Team
    • Well-developed communication, presentation and interpersonal skills
    • Team player, able to work in a matrix environment
    • Aptitude for utilizing emerging technologies and working knowledge of Outlook, Word, Excel, Powerpoint and SAP/CRM
    • Travel required

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