National Account Manager, Kroger

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Responsible for achieving national account objectives (sales, margin, distribution, and trade spend) on assigned brands through analytics and direct sales functions.  Responsible for the development and execution of customer sales programs and objectives, and the implementation of B&G corporate sales initiatives on assigned brands. 

Responsible for sales forecasting at the item level in the trade system (AFS) and must collaborate on production forecasting with the Customer Business Analyst and Supply Chain team on the Kroger Sales Team.  Plan customer marketing spend at the item level and achieve the budget objectives set.

Responsibilities:

• Achieve assigned quarterly and annual sales and profit objectives.

• Achieve distribution objectives on assigned brands.

• Work with the Sales Director to build quarterly and annual business plans.

• Utilize POS Data and Nielsen ROM Data to manage day-to-day business and prepare for category line reviews and customer meetings.

• Provide direction and collaborate with the category business analyst and insights manager to build line reviews and presentations for the customer.

• Build relationships with merchandising staff on assigned brands.

• Make all headquarters calls with the Sales Director on assigned brands.

• Identify opportunities for gap fill and potential losses.

• Analyze customer scorecards for reporting to buyers and the B&G executive team.

• Evaluate current category mods and competitive items for potential business opportunities.

• Collaborate with the category manager on sales and production forecasting of assigned brands.

• Execution of sales forecasting/planning in the AFS system.

• Manage promotional activity and pricing in AFS for assigned brands.

• Evaluate competitive products, pricing, promotions, and sales strategies at Kroger.

• Develop recommendations for customer events and promotions to effectively optimize sales growth, using available POS, syndicated, and consumer insights data.

• Interface with the B&G marketing and sales planning teams to ensure maximum business opportunities with the account. 

Experience, Skills, Education:

• Bachelor’s Degree required, MBA preferred.

• A minimum of 5-7 years of food manufacturing sales experience is required, Kroger experience is also required.

• Experience should include national chain account responsibility and managing a cross-functional team.

• Demonstrated experience in financial acumen and P&L.

• Demonstrated experience with trade marketing, sales planning, and enterprise systems.

• Must have customer-facing selling skills.

• Must have a good understanding of syndicated data information sources, ie, AC Nielsen or Circana.

• Must have strong analytical and project management skills.

• Must have strong presentation and written communication skills.

• Possess proficiency in Excel, Word, PowerPoint, and Nielsen.