JM Smucker Company

National Accounts Manager, Convenience Sales Team

JM Smucker Company • $100K — $120K *
US-AnywhereRemote in United States
Retail & Consumer Goods
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree required.
  • 5+ years in CPG sales with Convenience Chains and Warehouse Distributors.
  • 3+ years in broker management preferred.
  • Experience with syndicated data sources like Circana/IRI or Nielsen.
  • Strong negotiation skills necessary.
  • Understanding of Convenience Channel complexities,

Responsibilities

  • Achieve sales revenue and market share targets for the Convenience and Drug Channel.
  • Develop and execute customer business plans tied to strategic growth objectives.
  • Manage trade and departmental spend budgets effectively.
  • Conduct quarterly business reviews to strengthen client relations.
  • Oversee broker team for optimal Business and Customer Development.
  • Analyze market data to inform strategic trade plans and drive growth opportunities.
  • Ensure continuity of business relationships across organizational levels.

Benefits

  • Flexible working arrangements, with remote work option.
  • Preference for candidates located in the Midwest/East Coast near major airports.
  • Extensive travel involved, approximately 60% of the time.
Full Job Description
Your Opportunity as the National Account Manager, Convenience Sales Team

You will be responsible for delivering Key Performance Indicators (KPI's), focused on delivering sales revenue and market share targets for the Convenience and Drug Channel by executing sales, marketing, category management and trade spend plans. This position directs a broker team and has accountability for Large Multi-State Convenience and Drug chains. You will be accountable for delivering growth targets for all defined J.M. Smucker product categories.

Work Location/Arrangements: Working Remotely - Preference to living in the Midwest/East Coast United States and accessible to a major airport. Travel as necessary.

In this role you will:

Business Development
  • Achieve assigned volume and margin business plan objectives for categories supporting SBA plan targets
  • Support the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customer that supports the overall business unit objectives
  • Identify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunities for profitable growth
  • Manage trade and departmental spend budgets
  • Manage financial business aspects to include P&L statements and margin targets for assigned accounts
  • Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team.
  • Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against set customer and segment objectives
  • Manage Multiple Categories with Multiple Category Managers, strategies and goals.

Customer Development
  • Create and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives
  • Contract development, negotiation, and management for renewals of current business and new business against assigned accounts
  • Plan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accounts
  • Manage promotional activities to ensure effective execution of sales plans
  • Build broad and strong-layered relationships between the account and the JMS organization so the relationships are institutional rather than individual and assure continuity of the business and the relationships
  • Travel requirements assume 2 nights per week or, 60% of time managing face-to-face customer and broker relationships.
  • Cross functional within Smucker and customer (Sales Operations, Customer Marketing, Channel Commercialization, Category Management, Trade Team and Revenue Growth Management)
  • Deal with all management levels at the assigned customer to optimize customer relationships and sales results
  • Customer headquarters and field management to include (as necessary) purchasing, marketing, R&D, operations, senior executives, and field operations.
  • Achieve established growth and profitability targets for this customer portfolio including P&L input and review

Business Planning and Analyses
  • Work with syndicated/other data sources to both manage and inform strategic and tactical trade plans
  • Effective trade budget management, accurate and timely visibility
  • Analyze business to discover new ways to penetrate existing and acquire new Convenience business
  • Work cross-functionally internally to gain marketing & finance support to achieve goals
  • Own Ad-hoc financial and data analysis, including pre/post event analysis
  • Own annual JBP, Quarterly Business Reviews and other meetings


What we are looking for:

Minimum Requirements:
  • Bachelor's degree
  • Syndicated data experience (Circana/IRI, Nielsen)
  • Preferred experience working with Sheetz/Cumberland Farms/NCD/CVS)
  • 5+ years of CPG sales experience managing Convenience Chains and Convenience Warehouse Distributors
  • 3+ years of experience with broker management
  • Strong negotiation skills
  • Ability to apply strategic thinking and problem solving


Additional skills and experience that we think would make someone successful in this role:
  • An overall understanding of the complexity of the Convenience Channel
  • Experience in presenting Top Level Business Reviews
  • Ability to present opportunities based on financial data and profitability

#LI-MR1

About JM Smucker Company

J.M. Smucker Company manufactures and supplies spreads, warm beverages, sweeteners, condiments, decorating syrups, and milk products.

JM Smucker Company Careers

There has never been a more exciting time to explore the job opportunities at JM Smucker Company, a leader in the food industry known for its strong values and commitment to quality. As we continue to grow, we invite you to join our team of professionals, where innovation and leadership thrive. Work You’ll Do Join JM Smucker Company’s dynamic team to help drive growth and innovation in one of the most respected companies in the food sector. At JM Smucker, we are dedicated to transforming our business while upholding our unique culture of integrity and responsibility. Lead in a Unique Market Position At JM Smucker Company, you will find yourself at the crossroads of consumer needs and cutting-edge solutions. With a focus on diversity and professional development, we empower our employees to lead and innovate within the industry. Engage with a Skilled Team of Professionals Collaborate with over 7,000 dedicated employees who bring their skills and passion to our teams every day. At JM Smucker, we believe in nurturing talent through comprehensive training and development programs, ensuring that every team member can achieve their career goals. Introducing the JM Smucker Leadership and Innovation Initiative We are committed to fostering leadership and innovation across all levels of our company. This initiative is designed to support our employees in mastering their professional journey through continuous learning and leadership opportunities. Do Innovative Work Be part of a company that is as committed to innovation as it is to producing high-quality products. At JM Smucker Company, you will work on projects that challenge the status quo and push the boundaries of what is possible in the food industry. Be Part of a Great Team Experience a culture that values teamwork, leadership, and diversity. Our teams are made up of individuals from various backgrounds, working together to achieve common goals and drive success in the industry. Future-Proof Your Career With JM Smucker Company, your career is in good hands. We offer a variety of job opportunities, from internships to full-time positions, each accompanied by competitive benefits and the chance for growth. Whether you are just starting out or looking to advance your career, JM Smucker provides the resources and support to help you succeed. Explore Discover how our commitment to innovation leads to superior products and services: [Explore Our Innovations] Read more about how our teams are pioneering new techniques and flavors in the food industry. The JM Smucker Company Difference Our commitment to quality, innovation, and diversity sets us apart in the food industry. We believe that our employees are our greatest asset, and we are dedicated to their growth and development. Stay Connected Join Our Team Search open positions that match your skills and interests. We are always looking for passionate, creative, and driven individuals to join our team. [SEARCH JM SMUCKER JOBS] Keep Up to Date Stay informed with career tips, insider perspectives, and industry-leading insights—all from the people who work here. [READ CAREERS BLOG] Job Alert Emails Customize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await at JM Smucker Company. [SUBSCRIBE FOR JOB ALERTS]
Learn more about JM Smucker Company
Size
14,000 employees
Market Cap
$16.9 billion
Industry
Food & Beverages
Net Income
$955.6 million
Founded
1897
5 Year Trend
+1.6%
Revenue
$8.1 billion
* Ladders Estimates

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