Senior Manager Key Accounts

Acuity Brands, Inc   •  

Conyers, GA

Industry: Manufacturing & Automotive

  •  

5 - 7 years

Posted 53 days ago

Long Description

Responsible for the profitable sales of the Acuity Brands consumer retail product portfolio to one or more retailers in the home improvement center and hardware store channel through both direct and third party sales agency efforts.

Key Tasks & Responsibilities

  • Develop and implement plans to achieve annual sales and profitability targets for customers
  • Leads customer negotiations and manages vendor programs for customers
  • Work with marketing to budget for and implement co-marketing opportunities with customers
  • Operate with an appropriate focus on both long and short term opportunities
  • Lead customer line reviews and trade shows directly, with matrix partners, and third party sales agencies
  • Serves as the expert in customer portals and systems
  • Train and manage third party sales agencies to maximize their transactional and strategic value to Acuity Brands
  • Develop intimate customer relationships, size and prioritize opportunities, and track them through a sales PESCO funnel
  • Work with Category Management team to implement growth strategies
  • Utilize customer transaction and third party data to understand factors that impact performance and implement strategies to improve sell through at the retail point-of-sale
  • Work with retail partners to test concepts and monitor test effectiveness
  • Advocate for your customers within Acuity Brands and ensure their processes and requirements are understood by matrix partners
  • Maintain a close understanding of product launches, discontinuations, promotions, and sell-through performance and work with Sales Operations to maximize fill-rate performance with minimum risk of excess inventory
  • Use Acuity Business System (ABS) tools to solve business problems and improve processes

Required Experience and Knowledge

  • At least 5 years of experience in sales to retailers, with a preference for experience selling lighting, electrical products, or other consumer durable goods.
  • Strong personal integrity and good interpersonal skills
  • The ability to understand products and effectively sell solutions versus product for a price
  • Ability to succeed in a matrix organization
  • Must be able to deliver both long and short term objectives in a fast paced environment
  • Advanced analytical capability and understanding of business finance

Educational Background

This position typically requires a four-year college degree.

Competencies

  • Team Mindset
  • Personal Leadership
  • Business Analytics
  • Consultative Solution Seller
  • Achieves Business Results
  • Strategic Focus & Direction
  • Formal Selling
  • Technical Aptitude

Physical Requirements

  • Sedentary Work