Associate National Account Manager, Petco

Job Summary

The Associate National Account Manager will be responsible for overseeing and enhancing sales and relationship development efforts with Petco for assigned categories.

This role encompasses a wide range of responsibilities, such as formulating sales strategies, managing product assortments, crafting compelling presentations, conducting in-depth analysis, forecasting sales trends, optimizing promotional activities, coordinating logistics for new products, and fostering collaboration across different departments to ensure the achievement of our strategic, financial, and operational goals.

Primary Duties & Responsibilities

Strategic (50% of time)

• Assist in formulating and executing annual sales quotas, profit targets, and action plans. Continuously monitor actual results versus the plan throughout the year and make necessary adjustments.
• Conduct assortment analysis to identify opportunities and address gaps for driving sustainable long-term growth.
• Develop a deep understanding of assigned product categories, including the needs, strategies, and objectives of the retailer (Petco).

Utilize this expertise to foster category growth within the Petco account.

• Familiarize yourself with Category Management and Fact-Based Selling concepts and apply them effectively.
• Collaborate with cross-functional teams to capitalize on best practices and achieve economies of scale.
• Analyze retailer SKU gross margins, tracking a rolling weighted average. Compare them against industry benchmarks, customer targets, and competitors.

Propose pricing strategies and programs that align with customer objectives and maximize Spectrum Brands' overall gross margin.

• Create and deliver customized presentations tailored to the retailer's requirements for line reviews, promotional programs, mid-season updates, and other relevant events.
• Cultivate and strengthen relationships with Petco, extending beyond the buyer level, to foster and improve partnerships.
• Attend Petco meetings, trade shows, and conferences as appropriate.

Tactical (30% of time)

• Help develop precise and timely forecasts, collaborating with Demand Planning to refine forecasts consistently throughout the year using the Integrated Business Planning Tool.
• Maintain and manage the pricing for assigned categories in the Spectrum Brands CDS Tool
• Review order pricing discrepancies and assist in resolving pricing issues for designated categories.
• Assist in reviewing new item pricing with marketing during the gate process to insure we are in line with industry, current product portfolio while achieving customer goals and maximizing Spectrum Brands aggregated gross margin.

Promotion (20% of time)

• Contribute to the development of annual promotional plans for the Petco account, optimizing sales opportunities by ensuring the right product, in the right quantity, is available at the right time.
• Assist in the management and assessment of promotional funding for designated categories to maximize return on investment while staying under budget.
• Utilize data analysis tools (Nielsen, IRI, Comp Market Data, Store Level POS, etc.) to facilitate the coordination of promotional plans and provide allocation recommendations for displays.

Incorporate national promotional initiatives (FSI's, IRC's, etc.) into each account's promotional strategy.

• Recommend innovative and unique promotional concepts.
• Evaluate the effectiveness of all promotions, including those executed by competitors.
• Assist in the development and coordination of plans for product delivery and merchandising, encompassing warehouse deliveries, direct-to-store shipments, and related logistics.

Education and Experience Profile

An equivalent combination of :

• A minimum of 3-5 years of hands-on experience in direct sales, account management, or field operations within the consumer product industry.
• Specialized knowledge and practical experience in the Pet Industry, with an emphasis on Petco, is advantageous but not mandatory.
• A Bachelor's Degree in Marketing or a closely related field.
• Preferably, prior experience working with syndicated data or involvement in category management.

Required Skills

• Strong communication, relationship building, and networking abilities.
• Effective negotiation skills.
• Demonstrated analytical proficiency, computer competency, and experience with AC Nielsen data, IRI, or similar customer-based point of sale information.
• Results-driven with a strong bias for action and the ability to prioritize and multi-task
• Knowledge of market pricing, promotions, and trends.
• Resilience and a proactive mindset.
• Effective presentation skills.
• Collaborative team player with a "can-do" attitude.

Work Environment

The working conditions primarily involve a standard home-based office sales environment. However, there may be occasional travel requirements to attend sales meetings, team meetings and visit the Petco’s buying offices in San Diego, CA.

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