Key Account Manager, Broker West

We are Reckitt

Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.

Sales

Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 salespeople across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.
 

About the role

Locations:  Parsippany NJ, Chicago IL, Bentonville AR, Cincinnati OH, Minneapolis MN, Boise ID, Dallas TX, or CA (45 minutes from major airport)
 
The KAM Broker West is responsible for driving profitable sales growth and managing third-party broker teams for the Essential Home business. This role focuses on achieving key performance indicators (KPIs) and executing channel strategies through effective leadership and collaboration with various teams. The KAM Broker West will work closely with retail sales representatives and management to ensure successful execution of sales objectives and maintain high performance within the team.  You’ll manage negotiations and promotions. You’ll build relationships with buyers, field sales teams and category development managers. If you spot an opportunity to make things better, you’ll take it. And by doing so, you’ll boost satisfaction as well as sales. 

Your responsibilities

• Develop and manage customer relationship with buyers; own customer strategy ensuring business priorities are in line to exceed all key sales measures (POS Consumption, Gross Sales, Net Revenue, and Gross Margin). 
• Collaborate with Category leadership teams to build strategic category & shopper solutions, identify potential growth opportunities & deliver/exceed 3 year growth plan 
• Execute national, regional, and account-specific retail programming through the 3rd party team to achieve quality growth. 
• Influence the 3rd party organization to achieve sales objectives, including staffing and coverage. 
• Hold the 3rd party team accountable for in-field excellence against strategies and priorities. 
• Lead training initiatives for line management and retail sales associates. 
• Plan resources for the 3rd party organization effectively. 
• Cultivate relationships with higher levels of customer management to influence in-store execution. 
• Lead joint planning and performance management discussions with 3rd party management. 
• Communicate the Essential Home vision and champion change management principles. 
• Identify opportunities and resources needed to drive growth targets. 
• Analyze sales data to identify opportunities and drive action in-store. 
• Motivate and engage the 3rd party account team, creating action plans for improvement. 
• Partner with 3rd party on talent management and performance coaching. 
• Act as a communication link between Essential Home and the 3rd party, sharing feedback and market intel. 
• Create and manage incentive programs for the 3rd party team. 
• Partner with Brand & Trade Marketing to ensure development & implementation of customer category strategy and best-in-class execution 
• Collaborate with local supply partners to execute strategic priorities across key sync periods and ensure our promotion plot is maximized 
• Collaborate with Innovation Teams to identify macro-trends, curate an innovation pipeline, plan holiday displays, and execute launches 
• Partner with finance team to ensure financial predictability of monthly forecasts are delivered via mix management, promotion management, pricing accuracy & deduction management. Own forecasting and partner with Demand Planning to ensure Customer Service levels are met / exceeded  
• Ability to manage complexity delivering internal and external deliverables, competing deadlines, multiple priorities and managing multiple data source 

The experience we're looking for

• Bachelor’s degree preferred or equivalent management experience 
• +5 years Account Sales experience with Broker Management  
• Agile learner and collaborator 
• Highly resilient professional with strong EQ 
• Strong commercial acumen, strong