DIRECTOR, NATIONAL ACCOUNTS

Reporting to the company’s VP of Business to Business, the Director of Sales, National Accounts will focus on business development and sales for Ubique Group’s portfolio of industrial, food service, and hospitality distributors, as well as all affiliated organizations with these customers. This sales leader will be responsible for driving profitable sales growth, building the individual customer relationships, building long-term business plans, identifying the top opportunities and problem-solving daily issues.

This is not a typical Account Manager position. For this person to be successful, they will not only need a core competency in building business relationships, but they will need high analytical capability and a desire to dig into each business daily to make decisions to ensure that we are winning in the marketplace every day. Winning in the B2B space with these customers is about everyday analytics and decision-making, aligned to a long-term plan. Most customers and distributors see products as widgets, and every day they are making decisions on whether that widget is making topline sales and profit. Our desire is to find a value-add relationship where both of us are winning every day.

This individual is a collaborative team member, working closely with the other sales team members, sales operations, category management, logistics, finance, and operational teams within the company. This individual is responsible for internal and external partnerships to drive transformative growth in support of the business’ short, medium, and long-term sales and profit goals. This individual will be the decisive owner and decision maker for the vast majority of our sales and profit potential within the sales team for the account base managed.

Responsibilities:

• Drive profitable growth across key customers based upon sales goals provided.
• Own and manage the customer relationships, including expanding touchpoints beyond the buyer both vertically (Sr. Leadership) and horizontally (Supply Chain, agencies, etc.).
• Lead Business Development activities to optimize sales and create new products and opportunities. These activities run the gamut from marketing, promotions, availability, new item identification and content.
• Develop and manage the annual advertising and planning process including, promotional calendar and budget spending and tracking process.
• Manage marketing budget, shifting funds from/to different channels and campaigns based on performance and business goals – wholesale and B2B Key accounts.
• Take ownership of the forecasting process with the account base as well as the internal supply chain and logistics teams towards an effort of the highest rate of in stock.
• Analyze the core business daily to identify the top opportunities to act on to win in the marketplace (e.g., competitive landscape, pricing, out-of-stocks, content, ratings, and reviews)
• Manage the product lines and categories to ensure placement within the key platforms, identify growth opportunities, and align the plan behind those categories.
• Work with the Category Management team to ensure new products are successfully launched within each platform, focus on new products.
• Collect and analyze consumer insights to help develop the sales funnel and product roadmap that delivers a best-in-class consumer user experience.
• Promote Blue Sky, big idea thinking that disrupts the industry norms and creates new opportunities.
• Manage all reporting requirements and any special projects, as assigned to you.
• C-Level reporting to align on accomplishments.

Competencies:

• Action Oriented
• Command Skills
• Timely Decision Making
• Integrity and Trust
• Interpersonal Savvy
• Motivating Others
• Problem Solving
• Drive for Results
• Self-Knowledge
• Time Management

Qualifications:

• 5+ years of B2B / distributor Account Management experience with large distributors (Overseeing industrial and/or food service distributors is a strong plus).
• Strong relationship and influencing skills to navigate difficult customer relationships and influence them towards solutions for driving results.
• Ability to analyze and drive insights from multiple data sets to make day to day decisions across the business.
• Desire to know the business better than our customers. Know the issues they are facing and bring solutions.
• Strong organizational and time management skills; proven ability to manage multiple projects and deliver results.
• Outstanding written, verbal, and interpersonal communication skills.
• Innovative and creative thinking (bring fresh thinking).
• Listening skills – Understand the needs of the customer, listen to their issues, and be pro-active with solutions.
• Complex problem-solving (create options, then converge) abilities/decisive.
• Organized and attention-to-detail approach (strong tactical execution); need to be hands-on.
• Operates with a sense of urgency, and able to hold others accountable.
• Additional experience in Merchandising, Marketing, Operations, and Logistics are a benefit in understanding all the potential levers to pull.
• Operates with a solid eCommerce model (availability, visibility, content, pricing, ratings & reviews, marketing).
• Proficient in computer software systems including MS Office and MS Excel
• In depth knowledge of Salesforce Commerce Cloud, Tableau, or other major eCommerce platforms with technical and functional capabilities.
• Exceptional business acumen and ability to translate business needs into actionable solutions.
• Cross-functional team player with adaptive work style (i.e., flexible); able to make decisions rapidly with information and to draw conclusions from evolving data.
• 4 Year Bachelor’s Degree in Business Administration or related field strongly preferred.

Travel:

• 50-60%

Benefits: