National Account Manager - Costco

At Lindt, we are a global fast-growing consumer goods company, enchanting the world with premium chocolate. We are driven by our passion for excellence and go the extra mile ensuring that every Lindt experience is nothing short of exceptional. Our collective efforts are geared towards making a positive impact, not only in the world of premium chocolate but also in the lives of our employees, customers, and communities. Our company embraces a culture defined by the core values of Excellence, Innovation, Entrepreneurship, Responsibility, and Collaboration, fostering a dynamic and collaborative environment where these principles drive our success.

Position Purpose:

The individual in this position is responsible for the wholesale distribution of Lindt USA product and achieving and/or exceeding projected key account sales and profitability goals. In addition, this person ensures the customer's needs are carefully addressed while balancing company sales objectives and limitations. This person will strive to optimize planning, communication, efficiencies and additional sales opportunities in assigned national key account.

National Sales & Account Management

• Develop, motivate, manage, and maintain an effective relationship with COSTCO and optimize the company's competitive position; work closely with the customer to develop and maximize business opportunities in an effort to achieve or exceed sales plan.
• Render high-level, strategic presentations to COSTCO regional and corporate buying teams as a means to procure optimal distribution of wholesale products.
• Ensure COSTCO business needs are met without compromising the defined L&S market channel strategy; develop, market and sell products appropriate to the channel as defined within strategy guidelines by leveraging capacity and creativity of L&S Marketing and Creative resources
• Submit accurate forecasts to ensure the delivery of the appropriate product to customers in a timely and efficient manner to achieve profit volume, while remaining within budgetary guidelines.
• Partner with COSTCO to develop and execute promotional sales programs to include scheduling how funds will be allocated; plan with sufficient lead-time to ensure effective execution.
• Maintain effective and timely internal communication with key stakeholders to ensure adjustments to customer strategies are understood and available resources are aligned efficiently.
• Responsible for the management, deployment, engagement and performance of broker support team

Fiscal Responsibility

• Consistently achieve sales goals and profitability while operating within budgetary constraints to contribute to the overall profitability of Lindt USA.
• Develop and recommend annual budget requirements to ensure plans are compelling, financially coherent, feasible and clearly communicated within the organization
• Develop and achieve accurate rolling sales forecasts to optimize production planning and availability
• Responsible for ensuring the effective utilization of Trade Promotion Funds to develop and expand business at COSTCO; fully document support plans in trade system and ensure timely tracking of deductions
• Continuously seek profitability optimization initiatives with the customer
• Within scope of responsibility respond to and assist with keeping customer deductions to a minimum and influence customer compliance with payment terms.

Product Knowledge

• Develop and maintain a comprehensive understanding of the L&S product offering in order to optimize sales efforts and guarantee customer focused, fact-based selling; remain up to date with new product initiatives, services and other relevant information of interest to customers.
• Stay abreast and communicate competitive activity within COSTCO so that L&S can react accordingly

Qualifications & Requirements:

Skills & Knowledge:

• Hand on experience managing Costco business (minimum of 2 years)
• Strong interpersonal and fact-based selling skills; results oriented
• Ability to develop accurate rolling forecasts, strategic problem solving and negotiation skills
• Excellent verbal, written, analytical and formal presentation skills
• Creativity and understanding of product development process

Education:

• Bachelor's degree required; Masters degree in related field preferred

Other Requirements:

• Travel 25-40%