National Account Manager

National Account Manager

The National Account Manager is responsible for ensuring that Galderma achieves its targeted revenue, profit, and ROI goals for Direct Accounts and customers managed by sales agency partner(s). This position is responsible for the leadership of all facets of their territory and owns the customer relationship, while building mutually dependent business relationships as the front-line face of Galderma.

The NAM represents all brands under the Galderma portfolio and works collaboratively with the brand marketers to drive efficient and profitable sales with this customer. This role reports into a Director – National Accounts.

Key responsibilities include:

• Delivering growth objectives as set by the company with attention given to budgets, profitability, promotional spend rates, and profit goals.
• Acting as both internal and external Galderma leader for assigned customer(s) during annual budgeting, MBP process, or external JBP sessions.
• Providing leadership into the Commercial Action Plan surrounding the 4P's (price, promotion, placement, product) in the territory and with 3P brokerage partners.
• Providing leadership, coaching, and mentoring to 3rd party sales agents representing Galderma and its brands.
• Collaborating in the development of appropriate sales plans by customer that will deliver necessary annual targets in support of US, and Global objectives, and communicated via quarterly business reviews.
• Effectively managing P&L including customer trade spend rates, sales agency revenue forecasting, and personal T&E.
• Executing external training sessions for all agency partners and associated customers related to new business platforms, new product introductions, or other areas as deemed necessary.
• Preparing presentations and attending account calls to present compelling fact-based strategic selling story by utilizing syndicated data, general market trends, account databases, and local market knowledge in conjunction with corporate developed templates.
• Utilizing industry knowledge, network, and contacts to determine appropriate decision makers within targeted retailers as well as those in prospective accounts that will expand the presence of Galderma brands.
• Building cross-functional relationships both internally and externally to capitalize on business opportunities.
• Partnering with 3P Brokers in delivering profitable sales for the customer and Galderma.
• Promotions: Developing/managing promotional plans, coordinating with finance, trade marketing to align with brand strategies and advertising plans as appropriate.
• Inventory & Forecasting: Partnering with demand planning on forecasting sales focusing on both financial production planning forecasts.
• Responsible for understanding and communicating the customer level budget and spending.
• Overseeing deductions and/or invoices received from customers for accounting purposes.
• Demonstrating industry, channel, and competitor knowledge and connect with customers to deliver fact-based information about our products and the category.
• Actively pursuing and securing new business opportunities.
• Working with e Director to identify process improvements and new initiatives and assist in implementation.

Skills and qualifications include:

• Bachelor's degree from a four-year college/university required.
• 5-8 years of CPG selling experience with a proven track record of exceeding sales targets.
• Three (3) or more years of mid-level sales managerial experience preferred.
• Must be a self-starter, team-oriented individual with a strong work ethic.
• Adept at creative thinking and problem solving.
• Entrepreneurial mindset that drives speed of situational assessment and decision making.
• Experience in developing and implementing business plans that exceed expected goals.
• Capable of dissecting challenging business situations, developing business proposals, and presenting to senior management.
• Ability to analyze data and monitor retail patterns to identify opportunities and risks.
• Experienced in P&L management and understanding of key line items.
• Demonstrated ability to impact key decision makers.
• Exceptional presentation, written and verbal communication skills.
• Strong interpersonal skills including ability to communicate effectively with people of diverse backgrounds and skill sets.
• Demonstrated negotiation skills.

What we offer in return:

You will be working for an organization that embraces diversity & inclusion and believe we will deliver better outcomes by reflecting the perspectives of our diverse customer base. You will also have access to a range of company benefits, including a competitive wage with shift differential, annual bonus opportunities and career advancement and cross-training.

Next steps:

• If your profile is a match, we will invite you for a first virtual conversation with the recruiter.
• The next step is a virtual conversation with the hiring manager.
• The final step is a panel conversation with the extended team.

Our people make a difference:

At Galderma, you'll work with people who are like you. And people that are different. We value what every member of our team brings. Professionalism, collaboration, and a friendly, supportive ethos is the perfect environment for people to thrive and excel in what they do.