Associate National Account Manager, Northeast

Spectrum Brands - Morristown, NJ (30+ days ago)3.6

Spectrum Brands – Pet, Home & Garden, based in St. Louis, Missouri, is a leading supplier of well-recognized consumer products globally for the pet supply markets, and nationally for the home, lawn and garden insect and weed control markets. The company delivers innovative products of outstanding quality for the pet owners of dogs, cats, birds, small animals, fish and reptiles. The company also delivers groundbreaking products of exceptional value and top-notch quality, so consumers benefit from insect and weed control solutions. The Home & Garden brands — Spectracide®, Garden Safe®, Hot Shot®, Cutter®, Repel®, Black Flag® and Liquid Fence® — and the Pet Brands — Tetra®, Instant Ocean®, Marineland®, 8-in-1®, Dingo®, FURminator®, Nature’s Miracle®, GloFish®, DreamBone® and SmartBones® — are well-recognized by consumers for delivering exceptional value and trusted results.

Job Summary
The Associate National Account Manager will be managing all activities related to sales and relationship growth with existing and prospect accounts, including strategy development, presentation creation, analysis, forecasting and tactical preparation related to calls and events.

The accounts in this region include – Bed, Bath & Beyond, Wakefern, Imperial Distributors, Price Chopper and additional direct or indirect customers.

Primary Duties & Responsibilities

Assist in developing strategies that will maximize the Spectrum Brands SKU listing.
Help identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
Assist in development of annual quotas, profit plans and lead sales action plans; monitor actual results vs. plan throughout the year, making adjustments when appropriate.
Become the expert on assigned accounts. Understand the retailer’s needs, strategies, and objectives. Use this expertise to build the Pet, Home & Garden business within each individual account.
Learn and utilize Category Management and Fact Based Selling concepts in every account.
Manage Broker partnerships to effectively complete all administrative forms, programs, resets, or projects necessary.
Work with consumers, store personnel and marketing to identify and evaluate new product ideas
Target specific prospect accounts for conversion, execute sales action plans, understand account needs, develop relationships and assist in securing new business.
Build and deliver retailer specific presentations for Line Reviews, Programs, Mid-Season updates, etc.
Build and closely manage relationships with customers at the buyer level and beyond to create or enhance the partnership
Provide Division Vice President/Director with regular summaries of total POS performance vs. prior year same period.


Assist in developing the annual promotional plan for each respective account to maximize sales opportunities by having the right product, in the right quantity, at the right time.
Use data analysis (Nielsen, IRI, Comp market data, Store Level POS, etc.) to assist in the coordination of promotional plans & display allocation suggestions. Integrate UI national promotional plans (FSI’s, IRC’s, etc.) into each account’s promotional plan.
Recommend unique promotional ideas.
Evaluate the performance of all promotions including those from our competitors.
Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.
Assist in developing and coordinating the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)


Develop sales strategies, programs, and plans that will maximize the Spectrum Brands SKU listing for existing and potential accounts.
Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommend additions.
Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands AGM.
Develop/manage account-specific promotional plan, coordinating with finance, trade marketing, marketing and sales management to align with brand strategies and advertising plans as appropriate. Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory; Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery

Education and Experience Profile

An equivalent combination of:
Bachelor’s degree in Business or related discipline preferred but not required
2 years in retail field sales and direct account responsibility
A minimum of 2-4 years’ work experience in consumer products industry is preferred
Experience working with syndicated data or category management preferred

Required Skills
High level of organizational skills
Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organizations
Strong analytical skills; ability to learn and use syndicated data to forecast trends and projections and analyze the effectiveness of promotional activity
Solid tactical and strategic abilities; ability to manage multiple tasks
Strong customer focus
Teamwork approach to accomplishing goals
Strong PC skills (spreadsheet, word processing, presentations)
Approximately 15% travel required

Work Environment
Working conditions are normal for a home based office sales environment. Daily travel within sales territory. Occasional exposure to weather when traveling.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.