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SalaryEdgewell is a global team of over 6,000 visionaries, doers and makers. Our secret is people, and we have an inspiring and collaborative global force of them. Our portfolio of over 25 brands touches lives in more than 50 countries by making useful things joyful. Together, we reimagine good mornings and endless summers, strive for more sustainable ways to beautify and bond, and do it all with not only confidence but determination.
Position Summary
The National Account Manager leads the development and implementation of the joint business planning with customers to drive volume, profit and share growth of the Edgewell Personal Care portfolio. They serve as the primary customer contact and manage customer partnerships. Responsibilities include proactively managing, monitoring, evaluating and updating the overall business plan to meet all volume, profit and share objectives. In addition, the National Account Manager is responsible for implementing Edgewell brand strategies/tactics by working closely with key decision makers and utilizing category management initiatives to include the implementation of our 4 P ( Product, Promotion, Placement, and Pricing) objectives to influence customer decision making.
Core Competencies:
Influence
The National Account Manager (NAM) is responsible for developing the annual business plan for the customer and ensuring it is consistent with internal EPC objectives. With an understanding of both EPC and customer objectives, the NAM creates mutually beneficial business plans and is influential in developing these plans with the internal commercial team and implementing plans with customers. Able to develop productive working relationship with key decision makers at various levels within the customer's organization and influence decision making by utilizing fact-based data analysis and category strategies.
Critical Thinking:
The NAM must have the ability to process complex data and provide critical inputs for monthly forecasting, sales planning and the annual business planning process. They must be able to objectively process brand metrics, shopper and customer metrics and understand how to combine these inputs into mutually beneficial solutions for EPC and customers.
Collaboration:
Collaboration skills are essential to the success of the NAM as they are charged with finding ways to create and extend partnerships with internal as well as external customers. Must possess advanced organizational understanding and have the ability to identify barriers and overcome objections with creative solutions. They must foster information sharing and create linkages within EPC and across to their customers to ensure on-going collaboration.
Teamwork:
National Account Managers work together with other team members and resources to create an atmosphere of mutual learning by encouraging an exchange of ideas and information. They foster a “can do” attitude and look for opportunities or improvements to improve the team’s productivity. Effective NAMs regularly recognize the contributions of others to foster greater sense of team and teamwork.
Customer Focus:
National Account Managers must possess the ability to understand the customer, their strategic focus and then develop complimentary business plans that deliver EPC’s objectives while adding value to the retailer’s business. The NAM owns the business relationship at the customer and must seek to ensure engagement, penetration and collaboration at senior levels as well as cross functional collaboration to achieve goals. NAMs must constantly balance the pursuit of adding value for the customer while seeking continued financial growth for EPC.
Achieving Results:
Consistently achieving assigned sales goals are essential for the successful NAM. They must be skilled in pursuing and delivering both short and long term goals while aligning the necessary resources to deliver their annual business plan. NAMs initiate actions to reach challenging goals and willingly over deliver to ensure the team/company achieve larger, overarching goals. NAMs demonstrate flexibility and are ready to adapt to changing accounts or internal processes to gain efficiencies.
Required Skills and Experience
Business Planning & Implementation
Able to critically review/assess customer's competitive position, business model and strategies to create a customer investment strategy (use of trade, shopper marketing and integrated marketing resources) that will best support mutual growth.
Must utilize Edgewell sales planning and customer investment tools to create optimal customer plans to deliver top and bottom line operating plans. Demonstrate a comprehensive understanding of Brand and Category management objectives (4 P’s) and translate these into business plans at customer. Business plans should reflect both EPC and customer objectives.
Communication
Must possess the ability to create compelling, motivating and informative communication to customers and EPC commercial teams. Also must communicate requirements to brokers, retail stores and agencies to ensure proper execution at retail. As the primary link between EPC and the customer, the NAM must maintain a robust communication link encouraging engagement and collaboration. The NAM proactively communicates plans to Supply Chain, Sales Planning and other internal resources.
Business Acumen
The ability to understand and manage critical business processes which supports/maintains the business on an ongoing basis. Recognizes the impact of active and accurate management of business financials and has working knowledge of customer, team and channel P&Ls. Understands the impact of key decisions and monitors health of business versus plan daily using net sales, share, POS, trade and customer’s internal metrics.
Customer Value Creation:
Must own the creation and delivery of annual business plan for customer or market. The NAM must assess customer, category and market potential then align EPC objectives to create business plan to deliver value creation. NAMs should seek to maximize leadership opportunities for EPC by identifying areas of strategic overlap between customer and EPC objectives to maximize partnership as well as long term growth potential.
Working Relationships
Regular interface with Category Development, Sales management, Sr BDM, Shopper Marketing, Sales Planning, Supply Chain and Sales Finance; Also Brokers and agencies.
Work Environment
Office/Broker office
Travel
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Edgewell is an equal opportunity employer. We do all we can to create a collaborative and diverse global team, where good ideas can thrive, and our colleagues can learn and lead. We prohibit discrimination based on age, color, disability, marital or parental status, national origin, race, religion, sex, sexual orientation, gender identity, veteran status or any legally protected status in accordance with applicable federal, state and local laws. We listen deeply and speak directly to create an environment that’s open to difference. We aim to bring joy to not only the products we create and the people we serve, but our colleagues across the globe too.
