Newell Brands Key Account Manager in Huntersville, North Carolina

Consumer and Commercial Solutions Key Account Manager Job Description

. Job Summary:

The Key Account Manager is accountable for managing key accounts or small categories within national accounts and delivering top line sales revenue and 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 new product execution. Executes consumer and shopper driven strategies for their customers that enable Newell Rubbermaid 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 Rubbermaid 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 Rubbermaid. The Key Account Manager is developing strategic selling skills with large/complex accounts. Their account responsibility is typically on small categories with lower sales volume and lower SKU intensity.

Job Responsibilities:

Market, Shopper, Channel, & Category Understanding:

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

• Works with channel to provide and explain market data to the sales team

• Utilizes best in class insights to influence customer strategies as they relate to consumer purchase behavior and to maximize in-store and commercial opportunities

• Reviews POS and market sales data where available and elevates concerns or insights from the field to appropriate sales management

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

• Identifies and 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 customer strategic plans for respective businesses incorporating customer program and promotional planning, opportunities to take share, plans to leverage customer pricing (where geographically appropriate), customer/consumer strategy, and defining the 3-year strategic plan for the customer

• Activates category management with our trade partners

• Delivers the strategic priorities, positioning of key brands and strategic propositions that will grow our brands and delight our customers and shoppers

Customer Planning and Execution:

• Executes the annual operating plan to grow both the customer’s and Newell Rubbermaid’s


• Works with channel to execute methods that assist our customers in effectively and creatively winning with consumers, shoppers, end-users, and purchasers through promotions, packaging, merchandising, and leveraging Brands that Matter

• Sells the strategy and plan to customers in an effort to grow business for the customer and

Newell Rubbermaid and to achieve internal targets and goals while accelerating the growth of the customer faster than the competition with a strong focus on both sell-in and sell-through plans

• Works with channel, finance, and supply chain to execute consumer strategies and plans developed by brand management to achieve results in a profitable manner for Newell

Rubbermaid as well as our customers, and to evaluate program/plan success

Customer Relationship Management:

• Manages relationship with key influencers, power structures, and hierarchy at the customer

• Finds creative approaches to create wins in difficult situations

• Delivers timely communication to the customer on market trends and competitive activity

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

• Establishes trust and credibility by demonstrating clear understanding of how the customer defines value and leveraging this knowledge along with consumer and shopper insights and the strength of our brands to maximize value for Newell Rubbermaid and the customer

• Develops an operating rhythm of joint meetings to manage opportunities, negotiations, and issues that deliver value

• Addresses customer concerns/needs and elevates as appropriate to sales management

Trade Fund and Pricing Execution:

• Executes pricing and trade fund strategies and initiatives to drive profitable growth

• Manages and leverages trade funds by ensuring different approaches are taken to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement

• Ensures that product mix and pricing hit key shopper price points while managing company and customer profit

• Tracks company and competitor pricing across customer base

• Monitors the impact of price on sell through

Financial Management:

• Applies a strong understanding of GBU goals, priorities, and account P&L (margin and mix) when managing activity

• Leverages our brands and product mix to improve profitability and meet customer, shopper, and Newell Rubbermaid targets

• Manages programs and promotional funding as well as returns and damages with territory or account base to maximize top and bottom line results

• Works with demand planning to develop accurate sales forecasts and achieving specified levels of forecast accuracy (S&OP process participation)

• Participates in S&OP process and relevant meetings

Organization Development and Talent Management:

• Completes PMDP for self

• Takes responsibility for and identifies opportunities for personal development

• Develops relationships with internal partners

• Participates in recruiting events and interviews potential candidates

• Participates in communities of practice relevant to the job role

Information Systems and Metrics:

• Uses internal systems and resources, as well as external where necessary, to access sales numbers including customer, market and shopper data, category sales, and SKU level sales

• Analyzes information and data provided by account regarding POS, turns, inventory and GMROI to better manage their business and to be proactive with solutions and actions for SKU’s, promotions, or categories that are not performing to our customer’s metrics

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

• Sets and reports success metrics and for recommends improvement programs

• Utilizes business planning tools to develop and track plans and spend

• Utilizes central repository of market and customer data

Values and Behaviors:

• Drives commitment for brand and consumer leadership with our company and customers

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

• Fosters an environment that generates break-through thinking and ideas, while at the same time remaining consumer, shopper, and customer focused

• Drives organizational culture, strategy execution, and achievement of the Newell Rubbermaid vision by living the values and demonstrating the leadership competencies daily

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

• Supports an environment where people can be empowered to make solid decisions towards winning with our unique consumers and customers

• Supports an environment where successes are recognized, shared and celebrated together

• Acts with integrity; 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

• Background in dealing with selling “the bag” of multiple brands across many categories

• Initiative & follow-through

• Solid analytical skills and acute attention to details

• Strong project management skills

• 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 data in 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, Oster, Sunbeam, FoodSaver, Mr. Coffee, Rubbermaid Commercial Products, Graco, Baby Jogger, NUK, Calphalon, Rubbermaid, Contigo, First Alert 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.