Newell Brands Key Account Manager, Grocery in Atlanta, Georgia

Job Title: Key Account Manager – Grocery Writing Division Job Description

Reports to: National Account Manager

Location: Eastern Coast Territory Responsibility


The Key Account Manager is accountable for managing writing, art/crafts, and adhesives categories for Brokered Grocery and Military Accounts by delivering both top line sales revenue and gross margin profitability for the brands they represent. Maximizes the availability of our products in the appropriate channels of distribution consistent with our brand strategy with an emphasis on superior core, new product, and off shelf key drive period execution. Executes consumer and shopper driven strategies for their customers that enable Newell Brands to achieve best in class results. Utilizes leading edge data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and profits through price optimization for Newell Brands and our customers. Builds customer relationships at the buyer and senior buyer levels and facilitates connectivity in other functional areas. Delivers results while maintaining the highest level of integrity. Fosters an environment that generates breakthrough ideas and leads a collaborative and open organization that

lives the values of Newell Brands. The Key Account Manager is developing strategic selling skills with large/complex accounts.


Market,Shopper, Channel, & Category Understanding:

  • Monitors thecompetitors’ brands and products as well as our market share, competitor marketshare, and target market share to understand shopper trends and opportunitiesand communicating to appropriate sales, channel and brand management

  • Works withchannel to provide and explain market data to the sales team

  • Utilizes bestin class insights to influence customer strategies as they relate to consumerpurchase behavior and to maximize in-store and commercial opportunities

  • Reviews POSand market sales data where available and elevates concerns or insights fromthe field to appropriate sales management

  • Appliesunderstanding of product portfolio, brand positioning, brand vision &strategy to product sell-in and sell-through

  • Identifiesand communicates category growth opportunities within customer offering

Customer& Category Strategy Development:

Executes innovative win-win customer and channel strategies using understanding of customer, market, and competitor

  • Develops ofcustomer strategic plans for respective businesses incorporating customerprogram and promotional planning, opportunities to take share, plans toleverage customer pricing (where geographically appropriate), customer/consumerstrategy, and defining the 3-year strategic plan for the customer

  • Activatescategory management with our trade partners

  • Delivers thestrategic priorities, positioning of key brands and strategic propositions thatwill grow our brands and delight our customers and shoppers

CustomerPlanning and Execution:

  • Executes theannual operating plan to grow both the customer’s and Newell Brands Business

  • Works withchannel to execute methods that assist our customers in effectively andcreatively winning with consumers, shoppers, end-users, and purchasers throughpromotions, packaging, merchandising, and leveraging Brands that Matter

  • Sells thestrategy and plan to customers in an effort to grow business for the customerand Newell Brandsand to achieve internal targets and goals while accelerating the growth of thecustomer faster than the competition with a strong focus on both sell-in andsell-through plans

  • Works withchannel, finance, and supply chain to execute consumer strategies and plansdeveloped by brand management to achieve results in a profitable manner forNewell Brands as well as our customers, and to evaluate program/plan success

CustomerRelationship Management:

  • Managesrelationship with key influencers, power structures, and hierarchy at thecustomer

  • Findscreative approaches to create wins in difficult situations

  • Deliverstimely communication to the customer on market trends and competitive activity

  • Presents newideas, trends, and data and recommends pilot and test programs to the customer

  • Establishestrust and credibility by demonstrating clear understanding of how the customerdefines value and leveraging this knowledge along with consumer and shopperinsights and the strength of our brands to maximize value for Newell Brands andthe customer

  • Develops anoperating rhythm of joint meetings to manage opportunities, negotiations, andissues that deliver value

  • Addressescustomer concerns/needs and elevates as appropriate to sales management

Trade Fundand Pricing Execution:

  • Executespricing and trade fund strategies and initiatives to drive profitable growth

  • Manages andleverages trade funds by ensuring different approaches are taken to createcustomer and company value by consistently measuring and enforcing trade termsand identifying opportunities for improvement

  • Ensures thatproduct mix and pricing hit key shopper price points while managing company andcustomer profit

  • Trackscompany and competitor pricing across customer base

  • Monitors theimpact of price on sell through


  • Applies astrong understanding of division goals, priorities, and account P&L (marginand mix) when managing activity

  • Leverages ourbrands and product mix to improve profitability and meet customer, shopper, andNewell Brands targets

  • Managesprograms and promotional funding as well as returns and damages with territoryor account base to maximize top and bottom line results

  • Works withdemand planning to develop accurate sales forecasts and achieving specifiedlevels of forecast accuracy (S&OP process participation)

  • Participatesin S&OP process and relevant meetings

OrganizationDevelopment and Talent Management:

  • Takesresponsibility for and identifies opportunities for personal development

  • Developsrelationships with internal partners

  • Participatesin recruiting events and interviews potential candidates

  • Participatesin communities of practice relevant to the job role

InformationSystems and Metrics:

  • Uses internalsystems and resources, as well as external where necessary, to access salesnumbers including customer, market and shopper data, category sales, and SKUlevel sales

  • Analyzesinformation and data provided by account regarding POS, turns, inventory andGMROI to better manage their business and to be proactive with solutions andactions for SKU’s, promotions, or categories that are not performing to ourcustomer’s metrics

  • Uses internaland external data to refine and constantly improve forecast accuracy

  • Sets andreports success metrics and for recommends improvement programs

  • Utilizesbusiness planning tools to develop and track plans and spend

  • Utilizescentral repository of market and customer data

Values andBehaviors:

  • Drivescommitment for brand and consumer leadership with our company and customers

  • Embraces aculture in which learning is widely shared across functions, businesses,regions, and teams

  • Fosters anenvironment that generates break-through thinking and ideas, while at the sametime remaining consumer, shopper, and customer focused

  • Drivesorganizational culture, strategy execution, and achievement of the NewellBrands vision by living the values and demonstrating the leadershipcompetencies daily

  • Practices thevalues, holds self and others accountable for living the values, and recognizesthe right behaviors

  • Supports anenvironment where people can be empowered to make solid decisions towardswinning with our unique consumers and customers

  • Supports an environmentwhere successes are recognized, shared and celebrated together

  • Acts withintegrity; conducts business fairly, honestly, and ethically every day


  • Bachelors/University degree in Business Administration

  • 4-6+ years of sales and/or trade experience

  • Persuasive / Sales Ability / Negotiation Skills

  • Experience with managing a medium to large book of business through a brokernetwork

  • Initiative & follow-through

  • Solidanalytical skills through category management with syndicated data

  • Strong project management skills and acute attention to detail

  • Self-motivated with a strong work ethic and exceptional drive for results

  • Advanced skills using Microsoft Word, Excel, and Power Point

  • Ability to thrive in a fast-paced environment

  • Proven ability to lead cross functional team

  • Excellent written and verbal communication skills; must be able to present datain an organized manner

  • Demonstrated ability to handle multiple tasks and assignments simultaneously

  • Conflict Management/Composure; Technical Knowledge

  • 25% to 50% Travel depending on geography/span of control

Newell Brands (NYSE: NWL) is a leading global consumer goods company with a strong portfolio of well-known brands, including Paper Mate, Sharpie, Dymo, EXPO, Parker, Elmers, Coleman, Jostens, Marmot, Rawlings, Oster, Sunbeam, FoodSaver, Mr. Coffee, Rubbermaid Commercial Products, Graco, Baby Jogger, NUK, Calphalon, Rubbermaid, Contigo, First Alert, Waddington and Yankee Candle. For hundreds of millions of consumers, Newell Brands makes life better every day, where they live, learn, work and play. Newell Brands and its subsidiaries are Equal Opportunity Employers and comply with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.