National Account Manager (Natural Channel)

Description

Connecting People, Plants & Planet to Create Healing

Gaia Herbs takes pride in fostering a collaborative workplace where inspired sessions are the norm, and pitching in to support team success is required. We actively seek out team players who value mission-driven work and love bringing purpose to what we do every day.

Gaia Herbs is growing, and as the leading Herbal Supplement company, we feel an ever-increasing responsibility to contribute to a more inclusive and sustainable economy. This is why our status as a Certified B Corporation is so important as we continue building exceptional teams who create great products, all while being great stewards of our farm and our planet.

We would love to be your next GREAT employer!

JOB SUMMARY:

The National Account Manager, (NAM) helps to lead the Natural Channel retail business for Gaia Herbs by managing our regional natural accounts across the country. This employee develops and drives successful execution of sales initiatives (promotional strategy, distribution prioritization, etc.) for the Natural Channel, and works closely with the National Sales Manager (NSM) to leverage the field team to maximize sales. With field team, the NAM cultivates ownership of our business relationship with all regional key accounts. Gaia’s NAM will also assist the Director of Sales (Retail) with developing and optimizing sales strategies and key selling initiatives for Gaia’s key accounts. The NAM is further responsible for ensuring account interactions are consistent with Gaia Herbs, Inc. mission, core values, business strategies, and achieves territory and key account sales goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develops a strategic plan to optimize existing sales programs and suggests new sales programs for sales accounts, driving incremental revenue and profitability. Reviews with the Director of Sales (Retail) and implements to meet or exceed three primary key performance indicators: Sales Revenue, Gross to Net Spending, and Selling Expense/Profitability.
• Leads development of strategic customer business plans, building mutually beneficial partnerships with key retailers and distributors that deliver significant growth for Gaia.
• Identifies cross-channel sales opportunities, such as distribution gaps, under-indexed partners, and new business.
• Business Development: Works with field brokers to identify and target accounts for increased volume opportunities – through new items, fixing the mix, promotional opportunities, marketing, etc.
• Conducts quarterly reviews of sales activity effectiveness/executional excellence, reporting to Director of Sales (Retail), including new item acceptance and promotional effectiveness.
• Reviews market analyses to determine customer needs, volume potential, every day & promotional strategies, and develops sales campaigns to accommodate company goals.
• Manages regional accounts with brokers (sales, account maintenance, education).
• Achieves quarterly and annual revenue goals by gaining acceptance and support of all key Gaia business initiatives.
• Ensures that distribution of sales, promotional, merchandising and pricing goals are delivered within budget for regional key accounts.
• Reviews internal reports and market reports, such as SPINS and Nielsen, to determine customer needs and gap potential, developing sales campaigns to accommodate company goals.
• Represents company at trade association meetings and events to promote product.
• Builds strong customer relationships to gain support for Gaia products, programs, and brand growth.
• Provides accurate sales forecasts for channel and provides timely and pertinent market intelligence (customer and competitive).

SUPERVISORY RESPONSIBILITIES:

None

Requirements

QUALIFICATIONS:

EDUCATION/EXPERIENCE:

Bachelor’s degree (B.A./B.S.) from 4-year college or university in related field (i.e., business); or minimum of 5 years commensurate experience within consumer-packaged goods, with preference to those with 4 years or more in the natural products industry

3-5 years of experience with a successful track record of building, leading, and developing a remote sales team of 10 members or more that meets or exceeds sales targets on a year-over-year basis.

Must have experience and a successful track record driving sales results with an independent broker network.

KNOWLEDGE, SKILLS, ABILITIES:

In-depth knowledge of and relationships with Natural Products retailers and buyers is strongly preferred.

Demonstrated understanding and proven results in sales process, sales management, strategic account management, and team leadership.

Ability to work well with independent brokers to prompt expected results.

Strong verbal and written communication skills.

Strong attention to detail while effectively managing multiple projects.

Excellent problem-solving skills.

Ability to work independently and as a member of cross-functional teams.

Fast learner with a willingness to experiment, and a contagious enthusiasm for creating brand advocates.

Ability to demonstrate creative, strategic, and highly organized thinking.

Ability to proactively identify potential issues and apply customer service and relationship management principles to manage their resolution.

Ability to travel up to 30% of the time.

Ability to effectively present information in one-on-one and small groups, to customers, clients, and other employees of the organization, to top management, public groups, and/or boards of directors.

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, industry syndicated data and legal documents.

Ability to work with mathematical concepts, such as probability and statistical inference.

PHYSICAL DEMANDS:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand, sit, talk, hear, and walk. The employee occasionally uses hands to finger, handle, or feel objects, tools, or controls and reach with hands and arms, taste, or smell. Specific vision abilities required by this job include the ability to be able to view a computer screen. The employee must occasionally lift and/or move up to 10 pounds.

WORK ENVIRONMENT:

This is a remote position, the primary work environment of which is a home office, where noise level and other hazards are at the control of the employee. A portion of the work (up to 30%) is performed in the field and includes some overnight travel.

Our Perks & Benefits Offered:

Medical, Dental, and Vision Insurance starts the 1st day of the following month you’re hired.

Wellness discounts on health insurance

Health savings account

PTO, sick leave, paid holidays

Volunteer time off

Voting time off

401(k) - 100% match up to 3%

Annual Incentive Plan (Bonus)

Equity Shares

Recognition programs

Gaia product discounts and partnering company discounts with Thrive, Prana, Dr. Bronner’s

Gaia swag and Birthday honey from the Gaian bees

Healthy lunches cooked by our company chef using Gaia’s herbs, veggies and local organic meats.

Free farmer’s market during season from Gaia’s own 350-acre farm.

Equal Employment Opportunity has been, and will continue to be, a fundamental principle at Gaia Herbs, Inc., where employment is based upon personal capabilities and qualifications without discrimination based on race, color, religion, gender or gender identity, age, national origin, sexual orientation, physical or mental disability, veteran status, or any other protected characteristic as established by law. All employees and applicants will be treated fairly, with dignity and respect, in accordance with, and as defined by federal, state and local non-discrimination laws.