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Role Description

The Senior National Account Manager is responsible for ensuring that Galderma achieves its targeted revenue, profit, and ROI goals for customers managed by sales agency partner(s) in the Food Class of Trade. This position is responsible for the leadership of all facets across the sales agency network, owns the customer relationship, and builds mutually dependent business relationships as the front-line face of Galderma.

The Senior NAM represents Cetaphil and Differin under the Galderma portfolio and works collaboratively with the brand marketers to drive efficient and profitable sales with this customer. This role reports into a Director – National Accounts.

Key Responsibilities

• Deliver growth objectives as set by the Company with attention given to budgets, profitability, promotional spend rates, and profit goals.
• Act as both internal and external Galderma leader for assigned customer(s) and Food COT during annual budgeting, MBP process, or external JBP sessions.
• Provide leadership into the Commercial Action Plan surrounding the 4P’s (price, promotion, placement, product) for the Food COT and other 3P brokerage partners.
• Provide leadership, coaching, and mentoring to 3rd party sales agents representing Galderma and its brands.
• Collaborate in the development of appropriate sales plans by customer that will deliver necessary annual targets in support of US, and Global objectives, and communicated via quarterly business reviews.
• Effectively manage P&L including customer trade spend rates, monthly brokerage fees, sales agency revenue forecasting, and personal T&E.
• Execute external training sessions for all agency partners and associated customers related to new business platforms, new product introductions, or other areas as deemed necessary.
• Prepare presentations and attend account calls to present compelling fact-based strategic selling story by utilizing syndicated data, general market trends, account databases, and local market knowledge in conjunction with corporate developed templates.
• Utilize Industry knowledge, network, and contacts to determine appropriate decision makers within targeted retailers as well as those in prospective accounts that will expand the presence of Galderma brands.
• Build cross-functional relationships both internally and externally to capitalize on business opportunities.
• Partner with 3P Broker in delivering profitable sales for the customer and Galderma.
• Develop/manage promotional plans, coordinating with finance, trade marketing to align with brand strategies and advertising plans as appropriate.
• Partner with demand planning on forecasting sales focusing on both financial production planning forecasts.
• Responsible for understanding and communicating the customer level budget and spending.
• Oversee deductions and/or invoices received from customers for accounting purposes.
• Demonstrate industry, channel, and competitor knowledge and connect with customers to deliver fact-based information about our products and the category.
• Actively pursue and secure new business opportunities.
• Work with the Director to identify process improvements and new initiatives and assist in implementation.

Qualifications

• Bachelor’s degree from a four-year college/university required.
• 5-8 Years of CPG selling experience with proven track record of exceeding sales targets.
• Three (3) or more years managing or selling experience with Kroger in the health, beauty, or wellness areas.
• Three (3) or more years of mid-level sales managerial experience preferred.
• Must be a self-starter, team-oriented individual with a strong work ethic.
• Adept at creative thinking and problem solving.
• Entrepreneurial mindset that drives speed of situational assessment and decision making.
• Experience in developing and implementing business plans that exceed expected goals.
• Capable of dissecting challenging business situations, developing business proposals, and presenting to senior management.
• Ability to analyze data and monitor retail patterns to identify opportunities and risks.
• Experienced in P&L management and understanding of key line items.
• Demonstrated ability to impact key decision makers.
• Exceptional presentation, written and verbal communication skills.
• Strong interpersonal skills including ability to communicate effectively with people of diverse backgrounds and skill sets.
• Demonstrated negotiation skills.

Benefits

• Competitive wage with shift differential.
• Annual bonus opportunities.
• Career advancement and cross-training.

Next Steps

• If your profile is a match, we will invite you for a first virtual conversation with the recruiter.
• The next step is a virtual conversation with the hiring manager.
• The final step is a panel conversation with the extended team.

Employer’s Rights

This job description does not list all the duties of the job. You may be asked by your supervisors or managers to perform other duties. You will be evaluated in part based on your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not an employment contract, and either you or the employer may terminate employment at any time, for any reason. In addition, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.