Newell Brands
Key Account Manager - Outdoor Specialty
Newell Brands, Rohnert Park, California, United States, 94928
Key Account Manager - Outdoor Specialty
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. 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). 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. 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 the 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 owns 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 works 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 the account as well as intelligence from the 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 keeps 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 outerwear 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.
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. 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). 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. 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 the 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 owns 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 works 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 the account as well as intelligence from the 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 keeps 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 outerwear 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.