National Account Manager

National Account Manager

Reports to: Sales Director - Retail

Exempt Position

About Us:

Based in Alliance, OH, Coastal Pet Products, Inc. has been a family-owned American manufacturer since 1968. We are a leader in the pet industry with an unwavering commitment to innovation, safety, and quality. We design and deliver quality products that people trust for the dogs and cats they love. We are committed to being a great place to work and encourage associates to excel and grow professionally.

At Coastal Pet, we value people as the source of our strength, and we appreciate your interest in our company. If you want to join a team that works each day to live out our passion for pets, people, and progress, then please apply for this great opportunity. Coastal Pet Products, Inc. is proud to be an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or any other characteristic protected by law.

Job Summary:

Develops, directs and implements strategies for profitable sales growth of assigned national accounts. Ensures that key account relationships are protected and managed appropriately. Utilizes market analyses, sales forecasts, and other reports to establish sales goals and objectives in collaboration with other sales managers and the Management Team. Drives to grow sales and share above-market pace utilizing channel strategies, pricing and promotional planning, new product launch execution, and building exemplary customer partnerships.

Major Responsibilities:

• Develops strategic and tactical business plans into annual channel and gross-profit plans. Implement sales and marketing strategies, and adjust account product mix, pricing, and communication vehicles as needed to maximize results.
• Primary contact to assigned accounts, organizing and tracking internal resources to deliver on commitments.
• Provides timely and accurate forecasts, analysis of KPI’s (budgets, quotas, sales plans, profits), trends, and other reports to advise leadership, managers, and associates.
• Steers collaboration with the sales, marketing, and product development teams with customer input to build compelling product presentations and commercialization plans; drives all sales aspects of the Coastal Pet Products’ brands including the oversight of internal and external presentations.
• Drives thought leadership and perspective for innovation, negotiation and business acumen.
• Represents the company’s business interests in conferences, trade shows, and networking events to develop new business and nurture existing ones.
• Responsible for developing relationships with independent sales reps and oversee the monitoring of their sales programs to ensure optimum exposure of Coastal lines and consistency of programs.
• Champions the implementation of new or changing methods for the sales team and other vital operations.
• Executes Coastal sales programs, discounts, rebates, terms, co-op advertising payments, product returns, allowances, etc.
• Manages the SKU level detail of assigned accounts to include planogram changes, discontinued items, new product placement and launch by working with Category Managers, Marketing, Sales leaders and Supply Chain.

Supervisory Responsibilities: None

Qualifications:

Requirements including Work Experience and Education:

• Bachelor’s degree in a business-related field plus 10 or more years of experience in sales with significant contributions in Consumer Durables. Pet Industry hardgoods experience preferred. In lieu of degree, 15 years of sales in contributing positions of increasing responsibility.
• MAP (Minimum Advertised Price) and eMAP experience required – how Trade Channel/Sales interact with eCommerce Channel/Sales.
• Demonstrated successful track record in sales, increased responsibility from inside to outside, regional, national sales, or key account sales. Increase sales/margin with rep agencies, distributors and eCommerce.
• Cultural fit – Privately Held Company, high profile role, strong leader needed and comfortable being held accountable – results-driven, open to direct communication, highly collaborative with the executive leadership team.

Competencies:

• Strategic Mindset
• Drives Vision and Purpose
• Collaborates
• Builds Effective Teams
• Develops Talent
• Being Resilient
• Persuades
• Drives Results
• Organizational Savvy
• Business Insight/Financial Acumen
• Communicates Effectively

Note:

This description reflects the general details considered necessary to describe the principal functions for the job identified for job evaluations. It should not be construed as a detailed description of all work requirements that may be inherent in the job nor shall it be construed as giving an exclusive title to every function described.

This is an exempt position. General requirements of this position include, but are not limited to, regular attendance and the willingness and ability to work more than the regularly scheduled 40-hour workweek when requested by management.