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Strategic Growth Account Manager - Walmart

Date: Jun 6, 2019

Location: Rogers, AR, US

Relocation Assistance Offered Within Country
# 73439 - Rogers, Arkansas, United States

The Strategic Growth Account Manager will be responsible for executing strategic plans to ensure maximum volume, profitability and customer relations to drive long term growth for Tom’s of Maine.


Scope of Role:


• Provide effective customer management by directing and translating brand strategies into maximum sales results by continually exceeding quarterly quotas, market share, optimum retail store conditions and financial return.

• Manage the financial return by closely monitoring the account planning and spending processes so that all volume and margin goals are met, while insuring acceptable return on investment and a zero reconciliation balance.

• Ensure that all Tom’s of Maine sales fundamentals are optimized including 5P (Product, Placement, Price, Promotion, POP) management.

• Use position competencies to formulate a strategic action plan to ensure maximum profitability and opportunities, address problems, customer service, while controlling sales expenses within budgetary constraints.

• Conduct detailed analysis of business trends in each account to include brand share, pricing, promotion levels, and trade class development.

• Flawlessly execute all phases of new item launches including distribution, portfolio management, speed to-shelf, pricing, placement, and promotional support.


Role and Responsibilities:


Account Penetration - Penetrate all levels of the customer in order to grow the accounts’ and Tom’s business in a profitable manner.

• Use effective account management skills to drive business with all accounts in this class of trade.

• Responsible for managing accounts planning process, funds management, and reconciliation. (Jointly develops sales/marketing plans with broker and monitors achievement against plans).

• Function as a consultant to the national account on categories, brands, industry trends, etc.

• Analyze programs and make fact-based recommendations to the account.


Category Management/Shopper Marketing - Communicate knowledge and association of emerging trends based on the customers’ vision and goals

• Manage the communication process between Broker Partners and accounts coupled with cross functional disciplines.

• Work closely with category development, insights and shopper marketing managers to develop category-building initiatives.

• Work with Shopper Marketing to identify and execute effective in-store activities.


Financial Management - Manage all financial resources in order to positively impact business objectives and profitable growth. Manage customer P&L.

• Plan & present programs, which are mutually profitable for Tom’s and the account.

• Financially manage the yearly sales plan – update the planner and proactively manage the volume budget as well as key performance indicators associated with the sales plan (Gross-to-Net, Average

Selling Price, Margin)


Resource Utilization - Efficiently manage technology, support groups, and net variable overhead.

• Direct and train agency partners on product lines, brand strategies, and product categories as needed


Merchandising/Selling Tom’s of Maine - Align Tom’s strengths with customers’ vision, portray professional example to personnel and trade, communicate corporate successes and strategies to all levels within account(s).

• Identify new product opportunities that maximize the Tom’s portfolio.

• Make Top-to-Top presentations in key accounts.


Strategic Execution - Implement overall business strategies to ensure that the Customer Development

Organization meets or exceeds corporate objectives.

Work closely with Director of Customer Development, Strategic Growth Customer Team Leader, and Customer Marketing Manager to develop and execute the customer strategic map.

• Work with Agency Account Executives, and Account Merchandising Buyers to formulate action plans to address problems and exhibit opportunities as needed.

• Initiate brand strategies/priorities

• Execute new product initiatives accordingly.

• Execute programs effectively (work with Customer Service to track orders, troubleshoot, manage planograms, etc.

• Conduct regularly scheduled Agency meetings focused on growth + in-store shelf conditions/promotional activities as needed.

• Accomplish all Speed to Shelf objectives, Share of Shelf / Tom’s brand placement execution, and planogram compliance.


Exclusive Pack Collaboration – Collaborate with Tom’s team and Strategic customer to develop exclusive packs that deliver value to consumer

• Drive incremental category sales

• Deliver internal margin goals

• Meet long lead time objectives

• Drive significant customer growth through incremental distribution, Ad/TPR and displays


Basic Requirements:


• BA/BS degree

• Minimum 5+ years of work experience in CPG

• 2+ years key account experience with a syndicated service (Nielsen, IRI) account

• Travel estimated to be 25% of your time

Preferred Requirements:



• 2+ years similar consumer product sales industry background

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law

Are you interested in working for Tom's of Maine? You can apply online and attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process. Become part of our team. We look forward to your application.

Empowering a naturally healthy life – for our family and yours – for over 45 years.  When Tom and Kate Chappell moved to Maine and started making natural personal care products, they were guided by two simple philosophies.  
• First, that it was possible to make effective personal care products that were free from artificial flavors, fragrances, sweeteners, colors and preservatives.
• And second, that businesses should be good corporate citizens working to care for the planet and communities.  These same philosophies guide us to this day.  Tom’s of Maine products – including toothpaste, deodorant, mouthwash, bar soap, body wash, lotions and lip balms – are sold across the United States and Canada.  And because we are so committed to giving back, we donate 10% of our profits to charitable organizations, and our employees can use 5% of their paid time volunteering for causes they are passionate about.  

Tom’s of Maine is a division of Colgate-Palmolive, a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition, with sales of products in more than 200 countries.  To learn more about Tom’s of Maine and Colgate, please visit and, or find us on LinkedIn, Facebook, Twitter, Instagram and YouTube. 

Reasonable accommodation during the application process is available for persons with disabilities. Please contact with the subject "Accommodation Request" should you require accommodation.

Nearest Major Market: Fayetteville

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