National Account Manager- Lowes

The Home & Garden business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. We are a leading supplier of consumer products nationally for the home, lawn and garden, insect and weed control markets. We deliver groundbreaking products of exceptional value and top-notch quality to consumers with our well-recognized brands including Spectracide®, Hot Shot®, Cutter®, Repel®, Black Flag®, Garden Safe®, EcoLogic® and Liquid Fence®.

The National Account Manager will support all activities related to sales and relationship growth for our Global Home Care business with Lowe’s Home Improvement. This will include strategy development, presentation creation, analysis, forecasting, and tactical preparation related to calls and events. The position is located in Mooresville North Carolina, working in a hybrid format with 3 days per week in the Spectrum Brands Platform office and 2 days a week from home. Some travel into markets and St. Louis is required to drive the business.

Sales/Relationships-50%

• Assist in developing sales strategies, programs, and plans that will maximize Spectrum Brands revenue and profitability.
• Identify opportunities from within the existing Spectrum Brands line that will achieve the "best practice" scenario and recommended additions that will result in new distribution.
• Build and closely manage relationships at the buyer level and beyond, to create or enhance the partnership.
• Assist in development of annual quotas, profit plans and sales action plans; monitor actual results vs. plan throughout the year, making adjustments when appropriate.
• Assist in accurate and timely forecasting and work with Forecasting/Demand Planning to guarantee on-time delivery.
• Learn the business, execute our strategies and partner with our customers on their objectives, needs, and strategies to create win-win solutions. Use this expertise to build the Global Home Care business within Lowe’s.
• Learn and utilize Category Management and Fact-Based Selling concepts to strengthen existing business and gain new opportunities.
• Work with consumer, store personnel and marketing to identify and evaluate new product ideas.
• Build and deliver retailer specific presentations for Line Reviews, Programs, Seasonal updates, etc.
• Identify and communicate Retail Service requirements based on changing market conditions to meet account service and sales goals.
• Provide Directors and Vice President of Sales with regular summaries of customer meetings, status on distribution, and summary of POS performance vs. Annual Business Plan.

Promotion-35%

• Develop/manage account-specific promotional plan, coordinating with finance, marketing and sales management to align with brand strategies and advertising plans as appropriate.
• Present to brokers and accounts a promotional plan for each respective account to maximize sales opportunities by having the right product, in the right quantity, at the right time.
• Use data analysis (Nielsen, IRI, Comp market data, Store Level POS, etc.) to assist in the coordination of promotional plans & display allocation suggestions. Integrate UI national promotional plans (FSI’s, IRC’s, etc.) into each account’s promotional plan.
• Recommend and assist development of unique promotional ideas.
• Evaluate the performance of all promotions including those from our competitors.
• Accurately and timely forecast with Forecasting/Demand Planning to guarantee on-time delivery.
• Develop and coordinate the plan for product delivery and merchandising. (Warehouse delivery, direct to store, cross-dock, retail service, etc.)
• Use data analysis (Market data, Store Level POS, etc.) to assist in the coordination of off shelf promotional plans & display allocation suggestions.
• Evaluate the performance of all promotions including those from our competitors.

Pricing-15%

• Analyze retailer GM by SKU and retain a running average weighted margin. Evaluate against industry standards, customer goals, and competition. Recommend pricing and programs that will achieve the customer goals and maximize the Spectrum Brands sales and profitability.
• Manage P&L by recommending opportunities for increased penetration, based on knowledge of customers and territory. Manage trade spend to ensure ROI and profitable volume growth.

An equivalent combination of:

• Bachelor’s degree in Business or related discipline strongly preferred but not required
• 3+ years in direct account responsibility as a National Account Manager or Key Account Manager preferred.
• 3+ years direct selling experience with Home Improvement retailers, Lowes preferred
• A strong preference for experience in CPG.
• Experience working with data/analytics or category management preferred.

• Strong analytical skills; ability to learn and use data to forecast trends and projections and analyze the effectiveness of promotional activity
• Solid tactical and strategic abilities; ability to manage multiple tasks.
• Strong customer focus
• Teamwork approach to accomplishing goals
• Ability to navigate obstacles and find solutions at a rapid pace.
• High level of organizational & collaborative skills
• Excellent presentation skills; ability to communicate effectively with all levels within the organization and customer organization
• Strong PC skills (spreadsheet, word processing, presentations)
• Travel up to 33% may be required.

• Working conditions are normal for an office environment. This position will be operating out of our Mooresville, NC office. Business travel as needed to support the customer and visits to HDQ in Earth City, MO (up to 33% travel).

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this job/classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Spectrum Brands is an Equal Employment Opportunity/Affirmative Action employer.

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