Key Account Manager - Corporate Sales

Job ID: 4955 

Alternate Locations: United States-California-Rohnert Park 

Newell Brands is a leading $8.3B consumer products company with a portfolio of iconic brands such as Graco®, Coleman®, Oster®, Rubbermaid® and Sharpie®, and 25,000 talented employees around the world. Our high-performance culture, unparalleled curiosity about the world around us, and talented people fuel our success. Our culture is enabled through our core values which guide all we do and how we win as One Newell. They are Integrity, Teamwork, Passion for Winning, Ownership & Leadership.

The Key Account(s) Manager (KAM) works in a highly competitive outdoor apparel and equipment market to implement initiatives that support business relationships with key accounts of Newell Brands Technical Apparel (NBTA), a division of Newell Brands (NYSE: NWL), a globally-recognized designer, developer, marketer and retailer of high-performance technical apparel and equipment with a portfolio of brands that includes Marmot® and ExOfficio®.

By leveraging inventory reports and trade resources the KAM proactively and responsibly analyzes brand partners’ inventory position, drives reorder business as well as develops sales strategy and initiatives for the outside sales force.  

Secondarily, the position oversees the execution of strategic marketing initiatives within the account base to maximize sales and sell-through.  Analytics of these campaigns will be integrated into sophisticated account business plans. The KAM is a key contributor to the corporate sales team. This role acts as the liaison between the brand, key accounts, and independent sales force ensuring plans are executed and thoroughly communicated throughout and within all organizations involved.

The position contributes to the growth and profitability of NBTA through the execution of sales and marketing projects and programs that drive brand awareness, product knowledge and ultimately sell through with our key corporate distributors as well as other suppliers in the promotional product business.

 Specific objectives include:

• Executing against Sales Strategies as well as customer and channel targets within distributors and territories.
• Establish and manage relationships with distributors and strategic accounts within the corporate channel.
• Effectively present and sell sportswear, outerwear and equipment to Corporate Distributor with skill at closing the sale.
• Coordinate and support outside sales force with the resources and strategy needed to accomplish sales targets.  

Responsibilities:

• Works closely and collaboratively with National Account Manager.
• Sells the products, key initiatives and marketing programs that allow NBTA to achieve the plan with the Key Account(s) and territories in partnership with independent sales force.
• Proactively developing sales plans and strategies for outside sales force.
• Willingness and ability to prepare sportswear and outerwear for presentation to Corporate Distributor and Key Incentive Accounts, including steaming and ironing.
• Provides accurate monthly forecasts on the channel in conjunction with their CS&P and planning partners.
• Coordinates samples and marketing materials for all customer meetings. 

• Coordinates and conducts seasonal training for outside sales force and approved distributor’s sales forces.
• Coordinates and presents seasonal line showings.
• Applies thorough understanding of sales plans and account and internal structure and resources to resolve quality and logistical problems and other customer service issues in order to satisfy particular account requirements.
• Forecasts production buy plans based on knowledge of the account's historical sales.
• Applies sales and inventory analytics to drive in season revenue and consistently meet or exceed sales and gross margin targets.
• Ensures purchase orders are effectively initiated and tracked.  Monitors orders and logistical problems.  Communicates problems to buyers in the event of a delay or shortage.  Develops and works with internal partners to negotiate creative solutions. Creates monthly and at once sales reporting for the NBTA management team.
• Schedules and attends both on site and off site meetings with key accounts and rep groups. 
• Works with inventory planning to monitor reorder rates to determine production needs and capture in season business and lost opportunity sales.
• Captures and records lost opportunity sales.
• Assimilates Corporate and Incentive market data to present to NBTA Category Managers in support of trend and market need information.
• Reviews weekly sales and monitors order status and delivery.
• Generates top level and detailed monthly reports analyzing business.
• Maintains flow of information with account merchandising team.
• Manages special production projects alongside division/brand production and inventory teams.
• Coordinates alignment of sales and marketing programs to assure success (and capture ROI).
• Develops broad buy plans, and work with central buyers and inventory analysts to develop order details based on sell-through history and trends. 
• Produces and updates seasonal forecasts.
• Monitors, forecasts and analyzes sales activity and trends for assigned account(s).
• Produces monthly reports that demonstrate the results of current initiatives.
• Assesses product and customer performance and profitability.
• Builds seasonal and rolling 3-year revenue plans for Corporate Distributor and Incentive partners through partnership and commitment from account as well as intelligence from independent sales force and other resources.
• Builds business growth strategies that support revenue goals, retailer’s overall business initiatives and our brand objectives.
• Partners with Dealer Services and Finance to manage chargebacks and necessary research to ensure chargebacks are valid.  Drives response to retailer where chargeback is disputed.
• Partners with Dealer Services and internal operations contacts to communicate and execute key retailer vendor requirements including EDI relationships, VAS services and all other exceptions to our normal order processing flow.
• Partners with marketing, external reps and creative team to shape overall brand strategies and marketing efforts to increase sales and drive brand performance for all wholesale partners.
• Partners with Distributor and Independent Salesforce to plan outings and special events that increase product knowledge and build product business relationships.
• Serves as day-to-day contact for sales and independent sales force regarding key account sales and marketing.
• Manages the entire life cycle of key account sales and marketing programs/projects from kickoff and conceptual development through launch.   Defines project scope, requirements, creative vision, set deliverables, and keep project on schedule and within budget.
• Follows accounting processes for accurate budget tracking and timely payment of invoices.
• Inventories and maintains samples.
• Actively manages professional development.

Key Qualifications:

• A minimum of 2-4 years of experience in Corporate, Decorated/Embroidered and Incentive channel, preferably in the active - outdoor apparel industries with specific expertise in corporate or business to business sales.
• Has a thorough understanding of the apparel business, including product development, material lead times and go to market process. 
• Skilled at working with accounts to assort collections of sportswear, outerwear and equipment.
• Experience working in partnership with rep agencies.
• Practical knowledge of related functions including production, inventory planning, dealer service and distribution.
• Proven ability to develop and execute successful business strategies with corporate partners.
• Understanding of customer and market demands and ability to leverage analysis and insights to fully realize opportunities in the market.
• Strong analytical, communication and presentation skills.
• Excellent interpersonal skills and ability to work successfully with a variety of people.
• Ability to manage and lead change.
• Highly driven, self-motivated and capable of working without significant supervision.
• Flexible nature with the ability to react quickly and sometimes creatively to business needs.
• Self-Starter with the ability to set and achieve individual goals while working as part of a team.  Takes ownership of the details and recruits peers as needed to share in the process and success.
• Excellent organizational skills and ability to manage multiple projects.
•  Proven ability to work in a fast paced and evolving environment.
• Willing to work long hours and weekends during preseason selling periods.
• Proficiency in all Microsoft programs
• Knowledge of data base software preferred.
• Adobe product experience preferred.
• A passion for the Outdoor Industry and Travel / Adventure a plus.
• Able to travel a minimum of 25-30% of the year.

The CA base pay range for this position is from $107,300 to $131,050. Salary will be based on prior experience related to the skills required for this position.

Newell Brands Technical Apparel (NBTA), a division of Newell Brands (NYSE: NWL), is a globally-recognized designer, developer, marketer and retailer of high-performance technical apparel and equipment with a portfolio of brands that includes Marmot® and ExOfficio®.

Newell Brands (NASDAQ: NWL) is a leading global consumer goods company with a strong portfolio of well-known brands, including Rubbermaid, Sharpie, Graco, Coleman, Rubbermaid Commercial Products, Yankee Candle, Paper Mate, FoodSaver, Dymo, EXPO, Elmer’s, Oster, NUK, Spontex and Campingaz. We are focused on delighting consumers by lighting up everyday moments. Newell Brands and its subsidiaries are Equal Opportunity Employers and comply with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.