General Description / Primary Job Functions:- Deliver profitable sales growth by expanding distribution, increasing assortment, strengthening customer relationships, and executing customer business plans within assigned retail channels.
- Lead the sales function for the assigned customers across all WPP brands, building partnerships with both broker networks and direct accounts to achieve best-in-class execution and profitable growth.
- Lead, develop and implement annual business plans to support the WPP growth agenda, tailoring strategies to the unique dynamics of Grocery, Farm & Ranch, and/or National Pet Specialty customers (pricing, promotion, assortment, and supply chain requirements).
- Own day-to-day account management of all customers assigned, including regular contact with the customer through market tours as well as on site broker/buyer meetings. Cultivate a deep understanding of each customer to maximize WPP's runway within the brick-and-mortar retail stores. Develop a solid understanding of customer demand and order patterns, including high-volume forecasting, replenishment cycles, and promotional cadence typical of Grocery, Farm & Ranch, and/or National Pet Specialty environments.
- Drive growth within Grocery, Farm & Ranch and/or National Pet Specialty channels by identifying and securing new opportunities, expanding distribution, and optimizing assortment to meet the needs of retail partners.
Duties & Responsibilities:- Lead sales forecasting, planning and promotional investment strategy and execution for all assigned customers, including management of high-volume promotional calendars, retail specific funding requirements, and ROI optimization across Grocery, Farm & Ranch, and/or National Pet Specialty.
- Identify, pursue, and secure new business opportunities that expand distribution, assortment, and market penetration within assigned retail channels.
- Analyze each account's sales performance and build strategic plans to deliver business growth leveraging syndicated data, customer POS trends and internal sales reporting to identify opportunities and risks.
- Identify underperforming accounts and work with them to develop and implement programs to improve sales performance including pricing, promotion, assortment and shelving strategies.
- Travel to customers to conduct planning and performance review meetings, present new products and build business relationships.
- Assist in building marketing plans and input into new product development ensuring alignment with customer needs, channel requirements, and competitive dynamics within Grocery, Farm & Ranch, and/or National Pet Specialty channels.
- Share insights and key learnings on existing customer base across the Sales team, including best practices across Grocery, Farm & Ranch, and/or National Pet Specialty channels.
- Represent the Company at industry trade shows and promotional events.
- Review monthly sales figures and account progress with senior management, providing clear, actionable insights and recommendations to drive performance.
- Lead Joint Business Planning (JBP) processes with key Grocery, Farm & Ranch, and/or National Pet Specialty customers, aligning on growth objectives, promotional plans, and execution strategies.
Required Skills & Abilities:- The ideal candidate will possess strong experience and demonstrated success within one or more of the following retail channels: Grocery, Farm & Ranch, and National Pet Specialty, with a proven track record of securing new distribution, expanding assortment, and driving profitable growth.
- Lives the company values: integrity, efficiency, accountability, collective intelligence and transparency.
- Demonstrated ability to build and achieve sales plans.
- Demonstrate understanding of Business Plans, P&L management, ROI analysis, promotional investment strategy, budget management and achieving results through others.
- Strategy development and problem-solving skills.
- Exceptional negotiation skills.
- Ability to build positive working relationships, both internally and externally.
- Ability to effectively present information and negotiate with all levels of management.
- Excellent communication skills, both verbal and written.
Key Leadership skills and Measures for Success:Critical Leadership Capabilities
- Workload Management / Priority setting
- Drive for Results
- Problem Solving
- Analytical Skills
- Negotiating
- Business Acumen
- Organizational Agility
- Channel Planning & Best in Class Execution across Grocery, Farm & Ranch, and/or National Pet Specialty channels
Success Measures:- Sales & Profit Targets
- Forecast accuracy
- Sales Goals by Direct Account
- KPI trackers
- Key account management
- Brand and product distribution
Education & Experience:- Bachelor's degree in finance, marketing, business or a related field.
- Seven or more years of experience in sales, preferably in a business-to-business environment within pet care or consumer packaged goods industry.
- Proven experience managing and growing national or regional retail accounts within Grocery, Farm & Ranch, and/or National Pet Specialty channels.
- Previous experience effectively leveraging broker partnerships and direct customer relationships.
Direct Reports: Direct Relationship with internal positions:- Customer Service
- Marketing
- Sales Support
- Finance/ AR
- Logistics / Operations
Physical Requirements:- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Travel to customers and industry trade shows are required.
