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
The Right Place for You
We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.
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We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, genetic information, age, national origin, disability status or protected veteran status.
Skills Required
- Bachelor's degree
- Experience with syndicated data, including Circana/IRI or Nielsen
- 5+ years of CPG sales experience managing convenience chains and convenience warehouse distributors
- 3+ years of broker management experience
- Strong negotiation skills
- Strategic thinking and problem-solving ability
- Experience working with Sheetz, Cumberland Farms, NCD, or CVS
- Understanding of the convenience channel
- Experience presenting top-level business reviews
- Ability to present opportunities using financial data and profitability analysis
The J.M. Smucker Co. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about The J.M. Smucker Co. and has not been reviewed or approved by The J.M. Smucker Co..
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Retirement Support — Retirement programs are described as strong, with a company 401(k) match, immediate vesting in some materials, and access to an Employee Stock Purchase Plan. These elements contribute to a favorable view of total compensation value.
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Parental & Family Support — Paid parental leave for all parents and on-site childcare at key locations signal a family-forward approach. Additional supports such as adoption assistance and pet-related leave reinforce this emphasis.
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Leave & Time Off Breadth — Paid time off, seasonal compressed schedules, and flexibility options are highlighted across materials. The ability to start with substantial PTO and buy additional time enhances perceived time-off breadth.
The J.M. Smucker Co. Insights
What We Do
Each generation of consumers leaves their mark on culture by establishing new expectations for food and the companies that make it. At The J.M. Smucker Co., it is our privilege to be at the heart of this dynamic with a portfolio that appeals to each generation of people and pets with products found in 90 percent of U.S. homes and countless restaurants. This includes a mix of iconic brands consumers have always loved such as Folgers®, Jif® and Milk-Bone® and new favorites like Café Bustelo®, Smucker’s® Uncrustables® and Rachael Ray® Nutrish®. By continuing to immerse ourselves in consumer and pet parent preferences for food, how it’s purchased and how the companies that make it should operate, we will maintain the important role we play in their lives. This will allow us to continue growing our business and the positive impact we have on all of those who count on us.
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