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Account Manager, Costco Global

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Position: Account Manager, Costco Global, Nielsen-Massey Vanillas

Reports to: Director, International Sales, Nielsen-Massey Vanillas

Location: Remote Capable in the United States/Waukegan, Illinois, about 40 miles north of Chicago’s Loop

Salary Range: $124,500 - $149,700 (Compensation is based on education, skills, experience and other job-related factors.)

Benefits

  • Monthly Auto Allowance
  • 401k Plan and up to 4% company matching
  • Health insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Health Reimbursement Arrangement or Health Savings Account
  • Flexible Spending Accounts (FSA) - Health, Dependent Care, and Commuter
  • Paid Holidays
  • Paid Time Off (PTO)
  • Tuition Reimbursement
  • Paid Parental Leave
  • Bereavement
  • Short Term Disability
  • Weekly paychecks
  • Rewards & Recognition Programs
  • Employee Referral Program
  • Employee Assistance Programs (EAP)
  • Annual Bonus Program

Position Summary:

This is a unique opportunity to help a company already enjoying significant success, but in need of a Costco Account Manager that is technically proficient in sales technology and willing to “roll up their sleeves” to deliver against day-to-day operations both internally and with Costco. They must be able to make significant and lasting contributions to the company’s growth strategy and evolving culture of accountability and high performance. This role reflects our growth ambition to drive new distribution and brand penetration throughout North America, Europe, Asia, and Australia as well as enhance our performance across our existing European footprint and deepen and strengthen our relationships with Costco and our broker partners.

This position is primarily responsible for the strategic management and growth of the Costco account with a focus on tactical sales in conjunction with brokers to maximize brand awareness and enhance the listing base. This role will primarily focus on the execution of day-to-day commercially driven tasks such as developing selling stories by utilizing data sources, sales/KPI performance tracking, and implementing opportunity and promotional tracking. The role will work to lead our account management efforts by prospecting and building out segment and customer mapping. The Costco Account Manager will assist in a variety of cross-functional projects providing organizational and administrative support. This role will help drive better accountability and transparency towards sales objectives for NMV’s global sales operations and is a vital part of the company’s success.


Key Responsibilities:

  • Develop a strategic plan that encompasses multi-year growth plans both with Costco and internally that drive key outcomes.
  • Utilize a sales and project management mindset to research, plan, and execute cross-functional sales projects; plan budgets and maintain schedules, resource availability, and deliverables to ensure they are delivered on time, on-budget, and accomplish the desired business objectives.
  • Lead sales related analytic efforts, leveraging internal and external data sets and customer portals. Build close collaborative relationships with key data partners to ensure requirements are clear to help maximize the partnership value.
  • Build collaborative and sustainable relationships with all US and international buying offices, regions, and Senior stakeholders within Costco to achieve defined outcomes.
  • Manage broker partnerships on an operational and strategic basis. Attend sales and alignment meetings on key projects that deliver growth.
  • Work internationally and cross culturally with multiple regions while maintaining a global strategy.
  • Build demand forecasts that are accurate and updated and are reviewed internally for maximum accuracy.
  • Proactively suggest innovative concepts that are fact based, data backed and meet customer and consumer needs.
  • Work cross functionally to bring projects to efficient conclusions that deliver for our customers on time and in full.
  • Create, manage, and distribute regular communications; manage meetings, and other events and drive projects to completion.
  • Understand and ensure compliance with all contracts, documents, and all internal and external procedures.
  • Influence CRM and sales technology strategy to ensure accounting of the full lead to revenue life cycle.
  • Establish strong working relationships with your team and other departments in the organization that support the accomplishment of team goals.
  • Support the leadership team in any project related analysis, and in the creation of any critical related deliverables (e.g. annual operating plan, Board information).
  • Share input on competitive information, customer trade show scheduling, setup, and post analysis.


Personal Characteristics:

  • Results Orientated - Passionate, results-driven, determined, and flexible, with a strong and disciplined work ethic. Sets a quick pace and constantly raises the bar and presses the organization toward higher levels of achievement. Measures and tracks key business results and processes against best competitors or market. Assesses improvements and success in these terms. Promotes superior performance against stretch goals, Entrepreneurial mindset.
  • Change Management – Develops a clear case for change to the organization and mobilizes the team accordingly. Creates a sense of urgency and enthusiasm about the future path and where they are going as a team. Communicates frequently with employees and ensures that his/her message to the organization is clear. Perseveres with the ability to lead a team through challenging times. Challenges the status quo and can quickly develop and execute improvement plans.
  • Leadership Capability - Has the leadership acumen and credibility to work collaboratively across the entire organization and develop talent with a high level of emotional intelligence (EQ). Should be hands-on, but able to delegate appropriately with the ability to motivate, inspire and commit an organization to a course of action and achieve results. It is important that this individual has the capacity to assume greater responsibilities over time. S/he must have unquestioned integrity and strong values; non-political and non-bureaucratic.
  • Commercial – high level of commercial ability with excellent verbal and written communication skills with the ability to effectively deliver and reinforce consistent messages at all levels. Leverages these capabilities to interact with, and persuade, executives throughout the organization. Excellent listening skills.


Knowledge and Characteristics:

MUSTS:

  • Bachelor’s Degree or equivalent in Sales, Marketing or Business, with/or a minimum of 5 years’ related experience demonstrating success in managing and selling to Costco.
  • Speak English at a business proficient level. International languages would be advantageous.
  • To perform this job successfully, the candidate should have knowledge of:
    • Syndicated Data platforms (IRI, Nielsen)
    • Customer/Costco proprietary portals
    • Spreadsheet Software (Excel)
    • Word Processing Software (Word)
    • Electronic Mail Software (Outlook)
    • Presentation software (PowerPoint)
    • Qlik, Hubspot, Vividly, Macola (Synergy)
  • Business Acumen - Demonstrates knowledge of market and competition; Aligns work with strategic goals; Analyzes market and completion and adapts strategy to changing conditions.
  • Cost Consciousness - Works within approved budget; Develops and implements cost saving measures.
  • Ability to interpret and input into account and product P&Ls for maximum revenue and profit goals.
  • Safety and Security –All employees are responsible for observing safety and security procedures as applicable and reporting potentially unsafe conditions to management.
  • Ability to work well under pressure.
  • Strong organizational skills along with excellent oral and written communication ability.
  • Must be a creative thinker to overcome customer rejections.
  • Must be adaptable and be able to consistently deal with ever-changing conditions.
  • Demonstrated problem solving and negotiation skills.
  • Must be able to adapt to and follow differing procedures established by each customer.
  • Travel throughout the US and internationally as needed.


WANTS:

  • Experience in a family or privately held business.

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