Position: National Account Manager
Reports to: VP of Sales and Marketing
Location: Chanhassen, MN
Company Overview
Federal Package is a leading beauty manufacturing company, producing products for iconic brands from the largest CPG companies in the world to direct to consumer startups. We enable brands to “make it yours” by offering both stock and custom formulations to help their customers look, feel, and be their true selves. For more than 40 years, our extensive capabilities and dedication to quality products and services, has made us the go-to source for all aspects of contract manufacturing including research and development; formulation; blending and filling; decorating and labeling; and health and beauty containers.
Candidate Background
We’re looking for individuals with experience in managing large, national accounts, ideally with some background in CPG. This individual should have a strong background in account management, leading both internal and external business initiatives while gaining cross functional alignment. The ideal candidate will have strong negotiation skills, the ability to exceed sales targets, all while having excellent communication, analysis and mutli-tasking skills. The ideal candidate will be a driven, detailed oriented, analytic, enthusiastic person who will help support the existing and current brands.
Job Summary
The National Account Manager is responsible for analyzing, forecasting, coordinating and driving end to end sales process, starting with creation of product briefs to ensuring timely delivery of product to clients. The role entails cultivating and maintaining excellent business relationships with internal and external teams, while identifying issues, risks and opportunities, analyzing information, and developing conceptual solutions to complex challenges. The National Account Manager will maintain an in-depth knowledge of business objectives, category trends, retail dynamics, competitor activity, and consumer behavior.
Duties and Responsibilities
Drive strategic business planning. Propose and implement solutions to drive profitable business growth and expand customer relationships. Including but not limited to joint business planning, quarterly business reviews (QBRs), and growth strategies
Lead the full QBR from beginning to end to ensure alignment from both sides
Facilitate and lead all discussions from a strategic standpoint during the meeting
Host pre-meetings to vet out agenda topics, hidden discussion points, or new perspectives
Prepare all presentation materials including agenda, business overview, potential opportunities, unseen risks, and analysis on any requests
Presents path for business improvement uniquely facilitated solutions and ties insights back to unique strengths in market.
Follow up with notes and key action items that have detailed dates, next steps, and responsibilities
Read, understand, and evaluate all documentation that is provided and requested by customer to ensure all risks are called out, that contracts are in the best interest of the company, and that all cross functional teams are aligned.
Act as the key point of contact for customer
Manage and evaluate all requests that come from customer, facilitating discussions with internal and external cross-functional teams (finance, marketing, operations, supply chain, R&D, quality), leading all strategic discussions to construct winning proposals.
Develop and lead growth strategy, product assortment and strategic discussions to build relationship with the customer and drive profit
Identify competitive threats and develop strategies to ensure optimal coverage for portfolio of products
Evaluate any and all requests made by customer. Prepare fully for negotiations, to include identifying desired outcomes and acceptable/ unacceptable compromise. This includes pricing, new business opportunities, new operational requests or anything that will impact the business
Ensure disciplined and effective communication with key stakeholders and decision makers
Liaising with supply chain and demand planning to secure forecasts in line with channel plans and financial forecasts.
Communicate gross shipment status, risks and opportunities to leadership and cross-functional teams.
Effectively communicate and collaborate with internal personnel regarding pricing, order entry, item and BOM setup including any adjustments
Analyze the customer products, competitors, consumer insights, and future trends to translate to actionable opportunities
Assess and improve the sales order and customer service processes.
Analyze and report on sales order trends, daily and monthly reporting.
Analyze syndicated data to produce action plans and suggestions for sales opportunities.
Utilizes all Sales and Marketing data as well as syndicated data such as IRI and Consumer Research to achieve brand strategies as it relates to pricing, promotion and distribution.
Skills and Proficiencies
High drive/motivation with the ability to adapt to changing requirements required
Able to interact with all levels of management effectively.
Excellent written, verbal and interpersonal communication skills
Strong experience analyzing sales data and problem-solving skills
Able to manage multiple projects and able to refocus priorities as the business dictates
Team player, but can excel independently in a fast-paced environment
Acute attention to detail and high level of organization and accuracy
Ability to work under pressure with minimal supervision to meet tight deadlines
People management skills (evidence of directing and supporting people in an indirect environment)
Adapt quickly to changing policies and procedures
Education And Experience
Bachelor’s Degree
8+ years of retail, CPG, or account management experience dealing with large, complex customers
3+ years of owning a P&L
Excellent computer skills and proficient in Microsoft Office
