National Account Manager for Consumer Business Group

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Job Description

National Account Manager for Consumer Business Group in Australia representing Kmart, Target & Costco within the retail channel to offer market-leading 3M consumer goods brands such as Command, Scotch, Post-it, Scotch-Brite, and Scotch Guard.

Purpose of the Role:

Sales execution of Customer Plans in alignment with Area strategy and financial targets. Drive channel growth through sales and marketing execution and customer relationship management.

What you will be accountable for

Owned Accountabilities

• Deliver on Channel/Customer financial commitments including sales, margin and price. Ensure sales forecast accuracy (QOR//MRE) and achievement of financial commitments; Operating Plan, Net Sales, Gross Profit.

• Formulate and implement Customer Strategy and Plans; Annual and Quarterly for Key Account(s) within channel.

•  Lead annual Customer Plans and Joint Business Plan (JBP) with top customers aligning on targets and key initiatives. 

• Drives execution of Channel and Distribution initiatives to deliver OP including ranging and distribution/market coverage, range reviews/POG, seasonal and promotional plan, field initiatives and e-Commerce programs within channel and customers,

• Ensures implementation of area portfolio strategy (including Golden Portfolios), priority programs and new products within Key Account(s) within channel.

• Own customer price attainment and rebates including commercial terms, negotiation and management.

• Reviews and optimizes customer plans and performance at Monthly BPR, managing risk and closing gaps through Clawbacks.

• Manage Customer Incentive Plans including MDF optimization and claims management execution and process compliance.

• Owns customer relationship management including customer cross functional influencers.

• Analyse internal and external data, to identify growth opportunities and improve/optimise Channel and Distribution initiatives. 

• Facilitate cross functional collaboration and alignment between sales and marketing (communication, teamwork, relationships).

• Adoption of CBG operating model. Cross functional collaboration, teamwork and alignment between sales and marketing (communication, teamwork, relationships)

• Alignment to 3M cultural values and policies including respectful workplace and code of conduct.

Shared Accountabilities

• Pricing: Leads pricing planning and execution process partnering with category development marketing.

• Product Marketing: Provide input into NPI commercialization on portfolio relevance & financial opportunity to Channel. Plan portfolio execution for portfolio actions/deletions for channel.

• Channel Marketing: Ensure Channel and Customer demand generation activities & MDF are optimized to sustain the base and drive incremental growth.

• Field Execution – Partners with Field Sales Leader to optimize field execution and operations in channel.

• Service and Supply: Partner with demand planners and Integrated Business Planner to ensure optimal inventory mix for channel to achieve ETF and drive Channel Service improvement.

Qualifications

• Tertiary education in Business or related highly preferred

• Proven track record of success Channel/National Account Management - minimum 3-4 years

• Strong commercial, financial acumen and Net Sales management/responsibility preferred.

• Experience from relevant retail customers is desired

• Demonstrated ability to consistently deliver on targets

• Data analytics and decision making (internal and external data)

Location: North ryde,

Worker Type: Permanent

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