Summary of Position Purpose and Key Duties:
The incumbent leads the company’s efforts to maintain and expand relationships with large, multi-location customers. Assigned to primarily Wal-Mart, the incumbent is responsible for achieving sales quota and assigned strategic account objectives. This incumbent represents the entire range of company products and services to Wal-Mart while leading the customer account planning cycle and proactively ensuring customer’s needs and expectations are met. The incumbent’s focus is on headquarter relationships while leading a team of key account managers assigned to Wal-Mart and Sales team assigned to new channels.
§ Establish productive, professional relationships with key personnel in assigned customer accounts.
§ Coordinate internal team members, including support, service, and management resources in order to meet account performance objectives and customers’ expectations.
§ Lead a joint company-strategic account planning process proactively that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
§ Assess, clarify, and validate proactively customer needs on an ongoing basis.
§ Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary internal team members.
§ Identify new sales channels opportunities and sponsor efforts to develop and deploy applicable channels.
§ Manage relationship with Rep Agency Principles (Rep contract and execution management).
§ Travel 25%-50% of time.
§ Perform other duties as assigned.
Key Requirements and Attributes:
§ Bachelor’s degree in Marketing or related field.
§ Minimum ten years of strategic sales experience.
§ Minimum five years of selling to Wal-Mart & Sam’s Club (Us & Canada).
§ Minimum three years Outdoor or Sporting Goods experience.§ Experience working at a dealer or rep group principal level.