Key Account Manager - Outdoor Specialty

Job ID: 5210 

Alternate Locations:  

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 Company and Vendor sales and inventory analytic tools, the KAM proactively and responsibly analyzes brand partners’ inventory position, drives reorder business and provides critical sales analysis for the management team.

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 wholesale 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 KAM is responsible for developing, implementing and executing sales, marketing and communications programs to drive and support each assigned NBTA brand’s business with key wholesale retailers and independent sales force. This individual serves as the “passionate” champion for assigned NBTA brands with its most important retail partners through collaboration with and key account partners, internal stakeholders and independent sales force.

The KAM must be a strong retail business and marketing leader.   The position contributes to the growth and profitability of NBTA through the execution of sales and marketing projects and programs that drive brand awareness, sales insistence and ultimately sell through with our key retail partners.   

 Specific objectives include:

• Sell and close deals that grow the business and achieve sales plans.
• Establish prime relationships with strategic accounts.
• Effectively present and sell sportswear, outerwear and outerwear to Key Accounts with skill at closing the sale.
• Coordinate and support sales across the independent sales forces in their given territory. 

Responsibilities:

• Works closely and collaboratively with Sr. Sales Manager or designee.
• 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.
• Willingness and ability to prepare sportswear and outerwear for presentation to Key Accounts, including steaming and ironing.
• Coordinates samples and marketing materials for all customer meetings.
• 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 Key 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 with Key Accounts and consistently meet or exceed sales and gross margin targets.
• Develops and own sales analytics reports using Vendor portal data (sell through) and NBTA analytic resources (sell in) for all Key Accounts.
• 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 key account wholesale 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 each key account 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 to communicate, execute and measure key account initiatives.
• 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 Key Account to plan outings and special events that increase product knowledge and build product business relationships.
• Leads development of seasonal in-store support efforts (3point5, printed material, etc.) to educate and motivate floor staff at key accounts.   Coordinates efforts with sales and marketing team to ensure execution and delivery of initiatives.  Coordinates and manages rep participation and execution of in-store sell through support strategies.
• 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.
• Plans and tracks annual/seasonal Wholesale revenue goals for key accounts.
• Creates, maintains and communicates tracking reports for each key account showing retailer sales, sell through and inventory positions (as much as possible based on access to retailer info).
• Plans and administers the annual key account co-op programs.
• Builds rep in-store support programs and compensation models.  Tracks participation, results and administers compensation to reps.
• Follows accounting processes for accurate budget tracking and timely payment of invoices.
• Inventories and maintains samples.
• Actively manages professional development.

Key Qualifications:

• University or four-year college degree in Business or Sales and Marketing, or equivalent experience
• A minimum of 3-5 years of experience in wholesale sales and merchandising, preferably in the active - outdoor apparel industries with specific expertise in sportswear and outwear
• Proven ability to present and sell sportswear, outerwear and equipment to Key Account buying teams pre-line and line showings
• Skilled at working with Key Account to assort collections of sportswear, outerwear and equipment
• Experience working in partnership with rep agencies.
• Comfortable at confronting and overcoming objections
• Practical knowledge of related functions including production, inventory planning, dealer service and distribution
• Proven ability to develop and execute successful business strategies with retail partners
• Understanding of customer and market demands and ability to leverage analysis and insights to fully realize opportunities in the market
• Knowledge of all key drivers of the wholesale business model and tools to increase sell through
• 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
• Team player
• 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
• Proficient with use of company’s Intranet to analyze account business and territory sales
• Successful performance requires well developed skills in negotiating and interpersonal relationships, project planning, organization and management
• 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.