National Strategic Account Supervisor

The purpose of this job is to develop and execute business plans for large retail partners. Sales Managers work to generate value for retailers while driving revenue growth with current business through identification of new category and market opportunities. They are the lead position responsible for their account, both internally and externally. They are responsible for earning the trust and respect of account stakeholders, forecasting current and new business, optimizing business opportunities, delivering on commitments, and transforming account insights into innovative ideas for tomorrow.

Sales Manager 

The Retail Sales Manager is dedicated to one retailer and is the key point for that relationship.  They work closely with their account to develop and execute short and long term strategic plans, focusing on sustaining and growing profitable sales while mitigating oncoming risks. As the primary DRiV point of contact, the Sales Manager is responsible for providing direction for the sales organization in support of key account objectives while implementing company goals.

ESSENTIAL TASKS AND RESPONSIBILITIES

Retail Partner

• Execute business plans to increase sales and revenue in support of DRiV strategy
• Collaborate with retail partner to identify ways that DRiV can help them accomplish their business goals
• Organize, lead, assign, and track activities for development, implementation, and maintenance of value-generating activities to meet customer needs
• Develop timelines and activity reports to drive on-time completion of critical tasks

Team / Relationship Management

• Manage a team dedicated to their account
• Build relationships internally and with key decision-makers in partner organizations
• Address customer concerns in a swift and effective manner to maintain customer satisfaction
• Monitor financial account status and collaborate with key partners to ensure alignment

Communication & Collaboration

• Develop forecasts, monitor performance and report the status of sales goals to DRiV leadership
• Inform partners on pricing updates, new products, or special offer programs
• Present, persuade and educate customer audiences on the value of DRiV’s portfolio
• Communicate with cross functional teams to identify opportunities and retain partnerships
• Ensure sales and engineering collaboration is sustained throughout organization (new/existing business)
• Maintain records of customer market and industry intelligence utilizing Salesforce/Cloud
• Develop product recovery plans for strategic customers in all applicable categories
• Partner with product team and plant controllers to ensure margin objectives aligned with DRiV expectations

Eye for Opportunity

• Negotiate sale of products and programs based on opportunity analysis
• Research account objectives to identify new opportunities for account development
• Recommend products/services based on identified customer needs to generate additional value
• Leverage multiple sales data sources to expand account sales for new DRiV products
• Prepare commercial documents and presentations for internal management approval

SPECIALIZED KNOWLEDGE, SKILLS, & ABILITIES

Knowledge

• Sales/marketing principles and techniques
• DRiV brands and services
• Partner account information
• Logistic management principles (i.e. Risks associated with product supply logistics)
• Data reporting systems
• Financial calculations: Margin, performance to AOP, fill rates

Skills

• Software: Microsoft Office, SAP/Cloud for Customer or other CRM platforms
• Data analytics/visualization: Microsoft PowerBI, Excel, PowerPoint
• Project management
• Coordinating collaborative team efforts
• Conflict resolution

Abilities

• Strategic focus - Prioritize tasks based on urgency
• Communication and collaboration across functional disciplines
• Public speaking
• Communicate importance, urgency, and priority in order to motivate action
• Leadership mentality fostering team building

QUALIFICATIONS

• 4-year degree in business, marketing, or relevant field
• 3+ years of progressive experience in sales or account management
• Computing skills:
  • Microsoft PowerPoint & Excel
  • SAP-driven point-of-sale data
• Analytical skills
  • Able to read and interpret data, communicate insights to customers, and identify growth opportunities
  • Business, finance, accounts payable knowledge
• Presentation skills
  • Able analyze data metrics and present findings to internal stakeholders and customers
• Communication skills
  • Microsoft Teams, phone, other virtual meeting software
• Ability to travel
  • Will require travel to account sites, distribution centers and manufacturing plants
• Preferred:
  • Reporting & Data Analytics (Microsoft Power BI)