SKC Sales L&G - National Account Manager

About the position

SHAKESPEARE COMPANY LLC, a Jadex Inc. company, is a US-based manufacturer of both industrial and consumer products for a wide variety of industries and applications. Shakespeare industrial products are tailored to the customer's unique needs and include custom engineered nylon resins, performance monofilaments, and conductive fibers used as raw materials in finished goods ranging from automotive components to medical applications. The company operates under the Shakespeare, Rino-Tuff, and Weed Warrior brands in the lawn & garden category and is a major player in the mass merchant channel as the primary universal fit solution for trimmer line, heads, and accessories. The brand is known worldwide within the marine electronics industry for marine radio antennas with a portfolio of connectivity solutions and accessories to help keep boaters connected and safe. Maintaining communications is of utmost importance to military forces across the world and Shakespeare's line of military antenna products plays a critical role in achieving mission success.

Responsibilities

• Responsible for development and execution of Lawn & Garden go-to-market strategies by account and prospect to establish Shakespeare as the #1 consumer choice for Aftermarket Trimmer Accessories.
• Responsible for leading team to execute business plans and strategies.
• Responsible for national and private label brand management.
• To meet/exceed all assigned KPI's, sales volume, profit targets and objectives.
• Establishing analytics, score carding and presentation of our results vs. our performance objectives.
• Collaborating with marketing on assortment, selection and demand generation for all customers.
• Aligning execution plans to retailers' key strategic initiatives.
• Champion and key presenter to retailers of our omni-channel strategy, company objectives and ways to win together.
• Execute all new product launches and deliver targets within budget by designing and implementing specific channel and key account strategic sales plans.
• Entrepreneurial mindset of executing with velocity, adapting strategies when needed and the flexibility to deliver results.
• Overcoming obstacles to delivering successful results.
• Achieve all market share targets and gain leadership position for all Shakespeare products bringing innovation to promotional/merchandising efforts and gaining addition internal cross-functional support where needed.
• Develop and submit business building proposals that increase revenue and developed brand/category growth for both individual customers and the region as whole where funding shortfalls exists.
• Provide weekly analytics on KPI's, score carding templates to determine if we are winning or losing.
• Track and resolve all sales-related customer deductions in a timely and efficient manner.
• Develop sales forecasts, by account and brand as directed by the manager.
• Improve the quality of broker development if applicable by creating specific individual and/or organizational short/long- term plans and activities and by maintaining clear and consistent levels of ongoing specific communication.
• Develop strong business relationships with all buying team members plus penetrate all levels of account departments (i.e. logistics, purchasing, accounting etc.) at key accounts.
• Comply with all company policies, instructions, and directives for the fulfillment of company objectives and for maximum profitable sales.
• Work closely with all personnel in the Sales, Marketing, Customer Development, Supply Chain, Ops/Manufacturing, Legal and Customer Service departments on the execution of company programs.
• Authorize 'return' goods in accordance with company policy.
• Monitor, analyze and issue reports on competitive activity and provide go-forward recommendations.
• Monitor, analyze and issue reports on marketplace retail pricing and provide go-forward recommendations.
• Research, advocate and recommend co-creation opportunities or specific items unique to customer needs.
• Operate within all assigned selling expense and trade budgets.
• Ensure correct invoicing at all accounts and follow up on past due payments as necessary.
• Maintain up-to-date customer record books and other records in accordance with company instructions.
• Be alert to competitive products and merchandising practices, and to keep, management informed as appropriate.
• Prepare and submit call and expense reports as required.
• Submit any special reports regarding the operation of the channel, acceptance of products, or competitive conditions as may be requested, specifically Account POS information.
• Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
• Poses no direct threat to the health or safety of himself/herself, of others, or to property.
• Requires regular attendance to perform essential element as contained herein between the assigned start and end times for work.
• Performs such individual assignments as management may direct.
• Establishes and maintains effective work relationships within the department, the Corporation and the community; and maintains the professional competence, knowledge and skill necessary for the satisfactory performance of all assigned responsibilities.
• Positive ambassador for our company's purpose, vision and mission.
• Other duties as assigned.

Requirements

• BS/BA in Business or related subject or equivalent experience required.
• Minimum of seven years progressive consumer product goods sales leadership experience required.
• Outdoor Power Equipment experience preferred.
• Proven track record of consistent results.
• Must have demonstrated account management experience managing multiple product categories and customers.
• Must have demonstrated knowledge of product management sales, sales process, trade, category management and supplier / retailer management and methods as well as proven ability to apply them effectively in planning and execution.
• Must have demonstrated using multiple information sources to develop sales strategies and tactics as well as effectively managing promotional activity and trade spending.
• Customer P&L creation and management.
• Sales planning and forecasting experience.
• Microsoft Office Suite (especially Word, Excel and PowerPoint).

Nice-to-haves

• Ten years progressive sales leadership / account management positions.
• Walmart / Lowe's / Home Hardware / Consumer Product Goods/ Outdoor Power Equipment.
• Experience with multiple top-tier Lawn & Garden customers / categories / products / brands.
• Private label and national brand experience.
• Built new channels from the ground floor.

Benefits

• Competitive salary and bonus structure
• Full benefits package
• 401K with match
• Strong vacation and corporate holiday policy