National Account Manager I

What will you work on?
 

The Account Manager role is focused on building long-term, sustainable business plans, while being opportunistic to deliver short-term volume and profit goals with Amazon and eCommerce Marketplaces. This person must maintain high-level customer contacts and relationships including a strong understanding of the Amazon and E-Commerce model, performance metrics and supply chain. The person must bring and implement ideas and initiatives for growth relevant to the evolving E-Commerce landscape. This position also has the responsibility to communicate and partner with cross-functional teams to launch, ship product, and build promotional and marketing plans specific to the Online Channel.
 

In this role, you lead and collaborate, consistently manage short-term and long-term tasks. Short-term activity includes evaluating daily strategies and tasks within a team to drive discoverability, optimize merchandising, ignite conversion, and deliver sell-through of the catalog. Long-term activities include Catalog/Product Assortment planning (exclusives, long-tails), online product development contributions, forecasting and promotional/marketing plans.
How will you create impact?

• Maintain steady communication with Amazon Vendor Management / Retail teams to ensure execution of the Joint/Seasonal Business Plan, Product Assortment and Promotional/Marketing decisions.
• Meet or exceed quarterly and annual sales targets. Oversee P&L Management with Leadership including monitoring Shipment and POS Revenue. Monitor retail sales/inventory weekly, future plans, and competitive pressures to maximize sales and profits. Monitor key Amazon performance metrics.
• Develop annual account plans based on short and long-term goals by the appropriate Business Unit groups. Contribute and be an active participant in the Joint Business Plan process including developing internal presentations, business reviews and T2T materials.
• Collaborate with Demand Planning team to forecast sales volume at the item-level based on POS trends, historical, and marketing investments.
• Work with the Domestic Order Management Specialist and Import Manager on PO management, monitoring correct ordering and solving any order management issues. Ensure timely and accurate Item-Set-up is completed by this team.
• Develop and achieve the distribution, pricing, merchandising, and marketing objectives by season for your catalog responsibility.
• Define and organize item selection and the seasonal assortment plan by GBU. Drive product development (packaging variations, exclusives, long-tails) with Business Units to tailor to the online channel and Amazon platform.
• Monitor and drive ASIN Rankings in Toys & Games and Category/Sub-Category level. Monitor Hourly Best-Sellers, New Releases and Movers & Shakers on Amazon.com.
• Collaborate with the internal and external Amazon team to drive productivity of Total Catalog through the optimization of Merchandising, Advertising and Trade Spend – Find efficiencies through product page variation and retail media.
• Collaborate on daily management of Catalog including initial Item Set-up, Categorization, and Inventory Availability (Instock, Perm/Temp Availability). Provide recommendations Product Detail Page Variation/Twisting, Merging of multiple PDPs, Content (images and copy), and Reviews and Ratings strategies. Facilitate and address all Andon Cords. Audit the site daily.
• Assist in Optimizing Discoverability and Relevancy through Amazon Advertising recommendations. Build the Promotional Calendar including coordinating Major Holiday Marketing Vehicles (Prime Day, Holiday Toy List and Holiday Physical Gift Guide) with a focus on both internal and customer profitability with financial tools, and presenting opportunity buys when possible.
• Collaborate with Legal Team on Counterfeit / Infringement Auditing and any required reporting.
• Effectively communicate information and customer needs across the organization. Leads, organizes, and facilitates both internal and external teams to meet customer’s needs.
• Manages Trade Budget funding to meet or exceed sales forecast achievement, while staying within budget and policy guidelines. Analyze all promotions to maximize return on investment.
• Work with Team Lead to negotiate business plans at customer business planning sessions that achieve business unit’s short and long-term volume and profit goals including the Annual Vendor Agreement.

What are your skills and experience?

• Experience working directly with, at Amazon/Online Marketplaces, or as a seller on Amazon/Online Marketplace; strong understanding of performance data relevant to Amazon/Online Marketplaces sell-through and marketing.
• A high in-depth knowledge of consumer products industry and an understanding on executing customer sales, order management, logistics and retail sales coverage.
• Ideally, this same high in-depth knowledge and experience of internal functions (i.e., Sales Resources, Business Planning, Marketing and Customer Service).
• Strong analytics capability including a high level of excel.
• Knowledge/ease to leverage industry and partner tools such as Vendor Central, Seller Central, Brand Analytics, Stackline, Commerce IQ, Salsify, Helium 10, and Keepa are an asset.
• Ability to synthesize large quantities of data to relevant, actionable, insights, and recommendations.
• This position requires a winning positive attitude from a competent and competitive individual who can work and lead teams of people.

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