National Account Manager, Sam's Club & Dollar Channel

Dole Packaged Foods is a purpose led health and wellness organization that “champions a more equitable world.” A world where everyone has the right to nutrition from the goodness of the earth and we reduce these gaps, one action at a time.

The National Account Manager, Sam’s Club & Dollar Channel (Dollar General, Family Dollar, Dollar Tree and Big Lots) for Dole Packaged Foods is responsible for achieving the sales budget, profit targets, new distribution targets, trade promotion budget, forecasting targets, expense management, and sales objectives through direct selling. This includes all customer strategy development, communication, trade funds management, forecasting and accountability for volume, profit, in-store & online conditions. They should be the champion of the Dole brand name with the customer, enhancing the Dole brand through appropriate pricing, and promotional activities.

In addition, this role is responsible for helping the Ecommerce, Business Delivery businesses achieve their goals. As the Sam’s Club & Dollar customer expert, you will educate and guide the Dole Packaged Food colleague, broker, or team when requested on projects, including joining team members on in person or zoom calls when needed. This role will also act as a liaison to all contacts within each customers HQ to promote these businesses.

This role is home office based in the Bentonville, AR area.

• Deliver Sales Controllable
• Assist with Mexico and Canada (as needed)
• Take both a top-line and bottom-line perspective on all issues
• Supply Chain / Procurement teams
• Achieve in-store presence objectives
• Understand customer departments, contacts, timeliness, and requirements and proactively and constructively work these back through the appropriate corporate function within customer
• Develop strong team relationships and brokers. Be a leader within the Company.
• Demonstrate passion, commitment, and integrity
• Create long term business relationships and foster a sustainable competitive advantage
• Achieve sales budget, both profit and case targets
• International (as needed)
• Business Delivery / Ecommerce
• Serve as subject matter expert for your customers and lead Dole to growth opportunities1
• North America (USA)
• Primary stakeholder for the Sam’s Club & Dollar Channel business. These are priority customers that are both direct (Sam’s) and broker managed (Dollar Channel).
• Develop Relationships & Drive Results
• Collaborate effectively across all functions
• Spend trade funds within budget and ensure efficiency through ROI analysis
• Calling on Sam’s Club corporate HQ in Bentonville, AR along with the 4 following Dollar customer Dollar General Nashville, TN, Dollar Tree Chesapeake, VA, Family Dollar Charlotte, NC, and Big Lots Columbus, OH.

Achieve Sales Objectives with a strategic focus

• Forecast all new item changes vs. budget on a monthly and more frequent basis when needed
• Track key initiatives on a timely basis
• Develop ongoing distribution objectives
• Ownership and accountability for maintaining all trade spending within budgeted accrual rates given
• Work with customer account representatives to resolve deductions within 60 days
• Ensure accurate monthly forecast for all promotional and non-promotional volumes
• Promotion
• Develop and execute assortment Line reviews
• Manage Market Development (MDF) and ensure plans are in place and spending is reconciled monthly
• Develop and execute new item presentations to meet current and future objectives
• Plan and implement promotional plans
• Manage price surveys to ensure margin parity vs. competition on key measures
• Plan-o-grams (where appropriate) to meet objectives
• Ensure proper POS in place and updated
• Assortment
• Pricing
• Other duties, as assigned.
• Price point management vs. objectives which includes price change implementation as needed
• Increase distribution of new and established SKU’s
• Develop selling tools for broker retail selling
• Shelving/Merchandising

• Sam’s Club and Dollar Channel experience is preferred
• Experience in CPG industry
• The ability to influence decision makers
• Passionate about a purpose driven career
• Strategic and analytical thinking
• Problem solver
• 8+ years of direct selling experience.
• Developing presentations using the above tools
• Up to 40-50%
• An understanding of volume and profitability
• Demonstrated ability in public speaking and delivering effective customer presentations
• Ability to work out of a home office
• Experience managing a broker
• Mobility and flexibility (willingness to relocate)
• Strong leadership skills
• Valid driver’s license
• Ability to identify and address current trends in the industry
• Foundational selling skills and product knowledge
• Experience and skill in creating financial recommendations utilizing ROI analysis
• Sam’s System knowledge and proficiency Riversand by Syndigo, Adobe DMC, Quest, Madrid & Retail Link
• Bachelor’s degree required
• A strong network of professional relationships
• Familiarity with business analytics systems and tools
• Working in SAP & Blue Yonder is an advantage
• Relationship builder
• MBA preferred
• Ability to sit and use a computer for extended periods of time; ability to answer phones and utilize a variety of office equipment. Ability to lift a minimum of 40 lbs. and reach overhead. Ability to travel in an automobile and airplane. Ability to navigate in an office environment and retail store.
• Position is based in Northwest, AR
• Experience with forecasting software and promotional planning/deduction management systems
• Understands volume and profitability metrics working with Finance
• Strong computer skills (includes Excel, PowerPoint, Outlook, Word)
• Integrity and accountability