National Account Manager

Company Overview-

4Front is a leading retail value channel expert that drives profitable sales with a very targeted and customizable approach. We develop winning sales solutions to capture opportunity gaps for our key retailer and manufacturing partners, with a strong proven track-record in the Value/Dollar Channel. We utilize our extensive food industry expertise to create action plans to drive ongoing, profitable sales growth using data, advanced analytics, and supply chain efficiency. In addition to having long-standing relationships with high-profile brands such as Shamrock Foods, Bridgford Foods, and Tyson we also enjoy partnerships with leading retailers, including Dollar General, Family Dollar, and Dollar Tree.

Our People-

Our associates join 4Front to learn, serve and be part of an environment that rewards performance and innovation while providing opportunities to personally excel and grow. 4Front’s nimble workforce takes a proactive approach to collaborating with clients, driving swift action to grow sales and market share when opportunities arise. We work closely as a team, respect each other as professionals, and move decisively on meeting the needs of our partners. Honor and integrity are hallmarks of our team.

Position Summary-

The National Account Manager is responsible for the development and execution of sales strategies and plans for all the clients we serve. This will include the development of new customers and the ongoing management of existing customers. Will be responsible for delivering weekly and monthly scorecards, along with ad hoc reports and analysis as requested. This team member will be responsible for interacting with the sales team for our manufacturing partners and retail merchant teams on a day-to-day basis along with the 4Front leadership team. It will be critical to their success to understand overall corporate strategies while serving as a resource to the retail customer on behalf of the manufacturers/distributors. This position will accomplish this by providing insights and recommendations to improve category and brand performance. This position is critical to the current and future growth and profitability of the Company.

Essential Functions-

Sales:

• Deliver principals’ volume, share, and sales goals through merchandising, assortment planning, pricing, and promotions for assigned customers.
• Effectively use knowledge of customer, market, and principal to successfully sell principals’ specific programs and initiatives.
• Achieve revenue goals set by 4Front by developing and selling customer business plans based on individual retailer strategies.
• Demonstrate strategic planning to maintain principles’ business and build volume.
• Collaborate with principals and category managers on all major retail initiatives (new product launches, limited time offer events, contents, etc.)
• Support the business development team by managing and participating in the development and presentation of interviews for new potential principals.
• Identifying and developing new portfolio opportunities for 4Front within assigned customers.
• Provide creative, out-of-the-box sales strategies and solutions, supporting 4Front’s agenda for improved customer/client performance.
• Consistently meet and exceed client and customer expectations on both communications and results.
• Responsible for measuring, score-carding, and communication of account performance to leadership; ensuring outputs are clearly mapped to joint business planning goals.
• Leads and shares responsibility for developing, maintaining, evaluating, and motivating staff performance. Have a clear understanding of team members, workload, responsibility, and ongoing projects.
• Pro-actively share information and customer/manufacturer learning’s with other team members to help build organizational capacity.
• Ability to ensure the timely resolution of issues involving deliveries, product quality, packaging, billing, and claims resolution etc.

Customer Relations:

• Become a content expert; constantly expand product, vendor, and category and industry knowledge.
• Serve as primary point of contact to assigned accounts, actively developing, and maintaining strong relations with customers and client principals at all levels.
• Takes a proactive leadership role on key client/customer initiatives.
• Works with customer/client marketing, category management, finance, and supply chain teams to maximize sales, minimize stales and drive profitability and process improvements to meet monthly and annual budget targets.
• Professionally represent 4Front in the trade; develop productive relationships within the trade on an on-going basis.
• Coordinate principals’ market visits and key account calls.

Category Management:

• Managing client brand strategy, including product assortment, positioning, pricing, merchandising/schematic tracking, and promotion.
• Responsible for all customer/client document preparation/submittals (Ads, promos, new item forms, etc.)
• Accountable for all things related to SKU Management (providing data-based sales and planogram recommendations), tracking, and communicating competitive information and proactively developing selling stories to advance our client initiatives.
• Develop long-term strategic objectives for categories based on industry trends, competitors, consumer preferences and demographics, as well as sales and other data.
• Ability to present and persuade all levels of customer & client organizations.
• Providing “fact-based” recommendations will result in building retailer trust and a stronger proposal. Industry buzz words that candidate should be familiar with, Household penetration, average transaction size, customer, and brand loyalty, etc.
• Proactively identifies potential issues and implements timely corrective actions.
• Maintain a current understanding of key industry initiatives and trends on an on-going basis.
• Create impactful presentations with the support of the principals’ sales, category management, marketing, and finance teams.

In-Depth Analysis:

• Weekly sales and purchase order tracking, forecasting, and reporting at category, segment and sku level and weekly sell through monitoring on core and seasonal events.
• Utilization of customer accessed data for achieving client goals, post ad/promotional effectiveness analysis and strategy, store level zero scan analysis and on-going analytical tasks to support key customer/client goals and initiatives.
• Demonstrate excellent analytical skills to improve business results.
• Complete store visits and review market pricing for accuracy and competitive activity. Collect, report, and provide recommendations to principals on information gathered.
• Demonstrate superior technology skills (spreadsheets, graphics, 1010 data, etc.)

Inventory Management:

• Support/Collaborate with our in-house analyst and/or VMI (vendor managed inventory specialist) to insure proper and consistent order/replenishment levels of client products support base sales, promotional activity and limited time offering events.
• Provide accurate forecasts to manufacturers to ensure on-time supply demands are met.

Skills and Capabilities-

• Compelling, powerful, and clear verbal/written communication skills with the ability to persuade and influence, with strong attention to detail.
• Demonstration of building winning customer relationships
• Strong business and financial acumen (leverages analytics and insights to create strategy)
• Strong track record of delivering category growth and profitability.
• Ability to produce dashboards to monitor customer base health and to keep a pulse on key trends.
• Ability to connect + match analytics and data products to business needs.
• Expert knowledge in Clustering, Decision Trees, Sku Optimization, Category Management, Strategic Pricing, and Margin Analysis, etc.
• Ability to perform analyses by store related to market share, competition, trip performance, basket data and demographics.
• Capable of taking raw data and translating it into actionable insights with graphs, charts, and tables to tell a compelling story.
• Both a strategic outlook and focus on executional excellence
• Transferable skill set to sell/understand both customers and clients.
• Excellent (Advanced) Excel and PowerPoint capabilities
• 1010 Data and/or customer data platform utilization abilities and Access database capabilities
• Self-starter, able to function effectively under pressure and has ability to multi-task to balance client and customer needs.
• Spearhead account strategies and initiatives with minimal supervision, showcasing the ability to self-direct and prioritize tasks effectively.
• Possess strategic and tactical negotiating skills with ability to identify and resolve issues.
• Strong interpersonal skills and professionalism
• Ability to travel up to 25%

Education and Experience Guidelines-

• Bachelor’s Degree (Preferred)
• Min. 5+ years of Consumer-Packaged Goods/Retail Food & Beverage Industry experience (Required)
• Strong Category Management Background & Expertise (Required)
• Experience selling to Dollar Channel retailers (Preferred)
• Experience utilizing Nielsen or IRI insights Data & Customer Data Platforms (Required)

Supplementary Information-

This description is based on management's assessment of the requirements and functions of the job as of the date this description was prepared. It is a general guideline for managers and colleagues. But it does not purport to be an exhaustive list of all the elements of the job.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. EOE

Job Type: Full-time

Pay: $85,000.00 - $95,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Experience level:

• 5 years

Schedule:

• 8 hour shift

Supplemental pay types:

• Bonus opportunities

Travel requirement:

• Up to 25% travel

Work Location: Remote