National Account Manager

The Role

Main Purpose of Role: Responsible for developing and growing F&P’s product and brands across national key accounts that increase market share and deliver profitable growth in the short and long term.

Scope of the Role: Deliver a world-class end-to-end customer experience across key account touchpoints aligned to F&P brand.

Role Responsibilities:

Strategic Planning & Delivery

Responsible for planning and executing F&P’s retail strategy for key accounts, ensuring alignment with global imperatives and growth aspirations.
Ensure strategic plans for key accounts include annual sales targets, product placement, marketing, and promotional programs.
Identify and develop integrated demand generation strategies that drive sales and increase market share for key accounts.
Translate the strategic plan into executable actions that deliver to the strategy, resulting in increased product market share and profitable growth.
Ensure disciplined and effective execution of those plans, including identified priority changes.
Ensure appropriate stakeholder management approaches are taken to ensure highly effective cross-functional collaboration, including global supporting functions, to deliver to the needs of key accounts.
Provide regular reporting updates on key accounts to the local and global Market Group.

Key Account Management

Deeply understand key account business and environmental influences. Keep current on changes and best practices that influence retail’s strategic plans.
Manage and cultivate existing key account relationships to leverage growth opportunities.
Identify and actively pursue new customer opportunities, cultivating enthusiasm and pull for F&P’s brand, vision, and products.
Ensure a seamless, brand-aligned representation of F&P’s brand value proposition is applied to all key accounts, including ensuring F&P’s merchandising and brand representation is achieved in-store.
Work with key account customers to drive product sell-out to budget. Gauge customer needs and provide proactive support, e.g., product training, to drive product sales.
Advocate for all retail training to be aligned with the Sales Training program. Drive and mentor Area Account Managers to deliver in-store training experiences across key account customers’ store portfolio.
Monitor daily sales performance metrics and report to maximize sell-through, revenue, and margin.
Formulate monthly performance and metric scorecards for respective key accounts.
Ensure all activities of the key account business are performed in compliance with country, state, and federal regulations and laws governing business.

Health & Safety

Take all practicable steps to ensure your own safety at work.
Ensure that your actions or inactions don’t cause harm to any other person.
Follow all safety instructions and report all hazards and incidents in the workplace.

Job Dimensional Data:

Subject to growth to Sales Manager with 3-8 direct/indirect reports.
Travel: Must be able to travel to meet the requirements of this role as needed (both domestically and internationally).

Experience:

Previous experience in the appliance industry highly desirable.
Proven capability, with a track record, of successfully increasing sales and margins with key accounts.
Proven experience at successfully developing strategic partnerships both externally and internally to deliver quality results.

Qualifications:

Tertiary qualification or equivalent in Marketing, Business, or Commerce an advantage.

Skills & Attributes:

Technical Skills:

Data & Reporting: Analyze and evaluate sales data and reports, reaching logical conclusions and making business-focused recommendations and decisions.
Commercial Understanding: Commercial awareness and legal understanding relating to regulations and legislations, including trade practices.
Customer Relationship Management: Ability to develop and implement effective customer relationship management strategies. Deep understanding of the customer, using insight to enhance the customer experience.
Key Account Sales Expert: Expert understanding of the levers required to deliver profitable growth of key accounts and deliver a world-class end-to-end customer experience.
Computer Skills: Advanced level of skill in using Microsoft Excel, Word, Outlook, Teams, SharePoint, and PowerPoint. Advanced level of skill with Salesforce would be beneficial. Able to learn new systems quickly.

Behavioural Skills:

Excellent communication skills: Verbal and written communication skills are clear and concise.
Strong project planning and management experience.
Sales Planning.
Get into the right level of detail.
Be decisive: Engaging the right people and using relevant information to make informed choices, trade-offs, and decisions. Applying judgment based on data and intuition.
Think like an owner: Understanding and focusing on what creates the whole of business value. Ruthless prioritization, acting like it’s your money, and remembering that time is money.
Take action fast: Being specific about what needs to be done, who’s doing it, and when it will be done. Closing the loop, holding oneself and others accountable for actions and outcomes. Driving delivery and course correction through weekly cadence.
Courageously challenge: Asking tough questions, actively listening, and constructively saying what needs to be said. Identifying, challenging, and acting on anything that limits execution and potential.
Recognize High Performance: Looking for and reinforcing effective behaviours, and recognizing achievement often. Building a culture of recognition linked to performance.
Be open and practice: Encouraging self and others to take on tough challenges. A deliberate process of learning through doing.

If you are a driven and experienced professional with a passion for delivering results and driving key account growth, we invite you to join our team.

Fisher & Paykel is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law.