FARM & RANCH RETAIL ACCOUNT MANAGER

Description:

Position Summary:

The Retail Account Manager will be responsible for the oversight of retail accounts within the Farm & Ranch and Co-op (Ace, Do It Best, etc.) Channels. This includes supporting key initiatives and product launches, participating in line reviews and shows, supporting efforts to set up new customers and new items with customers, developing tools to help sell discontinued items, while managing a group of customers to partner with them to grow sales. The ideal candidate for this position would have experience with ecommerce: selling to Farm & Ranch Hardware Stores (Fleet Farm, Mid-States) as well as 2-step Hardware Channel (Ace, True-Value, Do It Best, Orgill).

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Drive profitable, incremental growth across the Co-Op channel.
• Responsible for assisting with key initiatives & commercializing new products in the retail channel.
• Coordinate with Sales Leadership, Product Managers, and Marketing on a quarterly basis.
• Responsible for managing sample requests and samples for customers and reps.
• Assist in formatting the channel plans that are developed by the Director of Hardware and Director of Sporting Goods.
• Responsible for all tracking and measuring the planning, execution, and performance of these key initiatives while providing feedback and recommendations for improvement.
• Coordinating, providing internal info and data, and assisting retails sales team with new item set ups for customers.
• Participate in and lead in Line Reviews & Trade Shows.
• Study customer’s current assortment, competitive landscape, gather competitive pricing. Work with retail sales team, document pricing, assortment, and identify gaps or opportunities.
• Coordinate with Sales team, Product Managers and Marketing any packaging, materials, promotions, or products as needed.
• Manage the Master PLR Planning worksheet, updating monthly and be involved in meetings with the Product Teams quarterly, to provide visibility on important meetings with key customers in the retail channel.
• Be aware of, and at times lead the coordinating of key line reviews ahead of the known annual cycles with product Managers and Sales by managing timelines (internal focus).
• Support efforts to prepare for shows including leading efforts to stay on plan by assisting channel leaders by keeping to a timeline developed by the VP of Sales.
• Work a predetermined list of shows during the year.
• Manage a defined book of business/set of accounts.
• Develop, plan, and execute to grow/maintain sales of territory.
• Generate new business in assigned territory while working with Retail Sales team to identify new opportunities.
• Proactively support the Retail Sales team and grow base territory business.
• Adhere to the sales process which includes the administrative requirements of answering calls, entering orders, providing pricing, order tracking and complaint resolution.
• All assigned customers should be communicated with a least quarterly.
• Assist in identifying accounts and tracking sales on a monthly/quarterly basis in effort for VP of Sales to create a comprehensive pipeline strategy.
• Responsible for coordinating the details of the quarterly Discontinued List.
• Work with Retail Sales team leaders and Product leaders who will identify discontinued items on a quarterly basis.
• Coordinate with Marketing to prepare for sales to facilitate liquidation of discontinued items.
• Manage the sales process and own it with a specific retailers.

Requirements:

OTHER SKILLS and ABILITIES: Must be PC literate (MS Office) and have strong data entry, advanced organizational and interpersonal skills: both written and verbal.

• Ability to articulately communicate with the Product Manager(s), Graphic Designers/Marketing, Customer Service, and Finance Functions.
• High level of proficiency with spreadsheets to create and document sales tools, as well as be involved in developing/auditing Sell Sheets, Brochures, Catalogs and Web Placements.
• Experience with Project Management, a plus.
• Extremely strong computer skills - Microsoft Office, Outlook, Word, Excel, PowerPoint; Enterprise or similar type data systems experience helpful.
• Must possess strong attention to details and process.
• Preforms work with a high degree of latitude. Handles the most complete issues.
• Provides leadership, coaching and/or mentoring to internal and external customers
• Ability to work as part of a team.
• Customer/Client orientation, interpersonal skills, and self-direction a must.
• Willingness to travel locally and potentially abroad. Position would be classed as a heavy travel role.
• Must live within 45 minutes of a major airport.

EDUCATION and/or EXPERIENCE: Bachelor’s degree or equivalent experience; preferably in business, marketing, or administration. 6+ years’ experience preferably with knowledge of product sales within the retail channel.