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Sales Director National Customers, Specialty Accounts

Date: Aug 1, 2019

Location: Downers Grove, IL, US, 60515

Company: Glanbia

The Director National Customers - Specialty is responsible for leading and developing the business on our key Specialty Accounts.  This strategic role will have an Omni-channel focus with effective business planning and a fact based approach to uncover opportunities as well as ensuring executing of the plan that will drive the business objectives of the GPN brands within the channel.  A successful candidate must demonstrate and understanding and complexities of national retail account to include successful sales management, ever evolving in-store and e-commerce dynamics.  They must be recognized as a leader possessing senior management communication and influencing skills and must demonstrate thought leadership though joint business planning along with merchandising and promotional development that will drive category growth while living our company values.



Essential Functions:

  • Development and implementation of business building strategies, joint business planning, and execution. 
  • Driving net sales volume growth, maintaining the accuracy of sales projections, while managing trade budgets across the business units.  Omni channel thought leadership - Driving business both in-store and online.
  • Build strong customer relationships that result in partnership opportunities which drive sales, market share and profit.
  • Equally build strong internal cross-functional relationship that will assist in delivering business objectives
  • Develop and own account specific promotional plans to ensure achievement of account growth goals and develop ongoing customer plans that are in alignment with corporate and customer goals.
  • Deliver account objectives with in trade spending parameters.
  • Accountable for the analysis and reporting of customer specific trends and activation as well as providing go forward recommendations to ensure business objectives are being delivered.
  • Ability to penetrate the account at all levels adding value to the business.
  • Sales and trade forecasting and budget management
  • Showcase thought leadership strong negotiation skills
  • Ability to adapt to changing work and customer demands. 
  • Demonstrate effective (internal or external) people management skills.
    Knowledge, Skills and Abilities:   Basic information of the position
  • Excellent communication skills and strong customer-service attitude
  • Skills in driving the business both in-store and though eCommerce
  • Previous successful national retail account management experience
  • Demonstrates delivery of sales targets, forecasting and trade budget management
  • Ability to work with ambiguity and in an entrepreneurial environment
  • Strong cross functional relationships and communication
  • Understand a P&L and impacts from basic decision making can have on P&L
  • Strong Negotiation skills
  • Advanced knowledge of  Word, Excel and PowerPoint
  • Excellent communication skills (reading, writing, speaking)


  Decision Making/ Problem Solving:

  •  This position will have to make decisions as it pertains to customer “asks” of promotional support.  This role will have to understand the financial impact these asks have as well as negotiate for what else is needed to make this a win/win for both parties
  • This person will act as the customer expert for our key brand partners.  Internally we are asked for the customer perspective on key initiatives new item launches or customer trends.
  • This person will need to have a growth mindset and be a strong relationship builder.  It should never be a “No” but how to we find a mutually beneficial solution and bring that solution to the organization is such a way that show the business benefit.




  • College Degree Required. Master's Degree Preferred. 
  • Minimum of 8 years of experience of National Account Management experience in CPG company. 


Equal Opportunity Employer: Disability/Veteran. We are an equal opportunity and affirmative action employer that does not discriminate and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

Nearest Major Market: Chicago