National Accounts Manager, Retail

Job Summary

Has direct sales responsibility to maintain, gain and grow key brands with strategic national retail customers.

Responsible for delivering strategy and tactical initiatives that are aligned with both Business and Customer priorities to achieve customer specific sales and share performance goals.

This role will require ongoing identification of growth opportunities and strong collaboration with the customer and internal resources across brand marketing teams, finance, supply chain, category management and shopper marketing.

Job Description

Responsibilities

• Develop and drive a vision and account strategy for short and long-term profitable growth, consistent with the long-range plans and strategy of the business.
• Responsible for understanding the account and building the business thorough fact-based knowledge by positioning products, programs and promotions to help them maximize sales.
• Lead all customer interactions for the business (new item launches, annual plans, logistics). Serve as the voice of the customer to internal leadership to help influence/ define strategies and short-term launch support plans
• Responsible for developing and delivering sales presentations (content, format, etc.). Present sales material and follow up on sales service to develop new business opportunities and lead the customer account planning cycle to ensure customers' needs and expectations are met.
• Responsible for the development of, and adherence to, the account detailed sales budget. Monitor and measure progress against the budget and altering plans, strategies, etc. to ensure achievement of the sales budget.
• Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) to a minimum while maximizing sales. Identify, evaluate, plan and champion ongoing cost reduction initiatives.
• Conduct on-going internal and external account business reviews to measure, evaluate and present sales performance
• Assess competitive price position, assuring competitive pricing to maximize sales and profitability within account and accounts competitors and consistent with brand positioning.
• Work with product divisions on developing new product ideas and developing product launch plans that will deliver results and support.
• Manage internal forecasting procedures. Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes.
• Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc.
• Act as team leader for account projects; mentor other Retail Account Managers.

This is a high-level individual contributor role - management responsibilities limited to leading day-to-day activities and outcomes of a group of employees. May be involved in hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies.

Requirements

• Bachelor’s degree in business-related field.
• At least 8 years of direct sales and/or account management experience which may include direct sales experience in the consumer-packaged goods industry with increasing account responsibility.
• Advanced knowledge of sales acumen, trade, category management and marketing concepts / methods.
• Demonstrated ability to execute sales marketing strategies and tactics.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions. Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.
• Demonstrated ability assessing and initiating actions independently. Experience taking charge of a situation, team or project.
• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
• Candidate must possess a high level of comfort with sharing strategic proposals with internal and external leadership teams.
• This is a remotely based position, as a result, the candidate must have excellent verbal and written communication skills.
• Position requires proficiency in Word, Excel, PowerPoint, and Outlook.
• Position requires travel up to 50% of the time for business purposes (within state and out of state).

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position:

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions, paid time off, as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp. For a more comprehensive list of our benefits please click here.

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.