National Account Manager - Home Improvement Channel

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Job Summary:

Achieves sales objectives by providing independent sales coverage of assigned accounts or within assigned territory. Position intended for individuals with very significant achievements in sales who have consistently demonstrated expertise in applying selling skills and have consistently produced exceptional sales results. Independently manages sales territory which includes key clients or market segments. Confers with management as required.

Major Duties and Responsibilities:

1. Establishment and Achievement of Objectives:

• Shows high level of knowledge and understanding of business unit goals and supporting strategies.
• Contributes to establishment of business unit business plan.
• Initiates and contributes to planning for responsibilities of division wide significance and implements strategies to achieve sales objectives with little assistance from manager.
• Assists the sales territory or organization in meeting objectives and undertakes special projects.
• Recommends adjustments to business plan and establishes new objectives.
• Consistently achieves and exceeds sales forecasts, goals and objectives.

2. Sales and Marketing:

• Applies and provides input to business unit marketing policies, procedures and plans.
• Utilizes selling process to achieve sales results.
• Examines customer's process and pain points to identify potential applications for 3M products, and translates customer needs to the appropriate 3M function(s).
• Proactively reports all new or unusual pertinent market conditions, competitor activities, and product performance information to supervisor.
• Coaches and develops others on the use of selling tools to the levels of proficient and above in order to maximize business results.
• Interacts with business groups and/or business management to provide input to a communications plan that delivers the brand promise to target audiences and builds customer loyalty.
• Plans, coordinates, and implements all activities necessary to achieve key account sales objectives.
• Works with Marketing, Analytics, Trade Development, Demand Planning and Logistics to ensure alignment of objectives.
• Establishes and strengthens key account relationships.
• Works independently from development to completion of the key account.

3. Coordination and Planning:

• Plans and manages time and resources for effective coverage of territory, communications, and other responsibilities.
• Leverages resources to achieve objectives within budget guidelines.

4. Administration:

• Maintains and communicates account and prospect information, maintains company resources, and sales support materials.

5. Leadership:

• Considered an extension of sales management.
• Exhibits leadership with accounts, prospects, peers and business unit management.
• Accepts direction and provides leadership to business unit sales efforts.
• Asserts ideas and persuades others to action, builds collaboration among team members to address relevant customer/industry issues.
• Provides direction on priorities and develops a shared vision that stimulates needed changes.
• Position may provide significant training/mentoring to other sales representatives.

6. Development:

• Continuously expected to learn and improve skills relative to the market, products, applications, selling, administrative and other skills.
• Demonstrates excellent facilitation skills to achieve learning objectives with customers, distributors, and peers.

7. Policy:

• Applies and supports the business unit's sales policies, practices and procedures.
• The job also requires performing other duties as assigned.

Qualifications:

• Applies advanced knowledge in sales to handle the most complex situations or accounts, where existing methods or procedures may not apply.
• Provides consulting assistance to more senior management and other sales professionals.
• May direct projects or have a direct or indirect leadership role.
• Represents the standard of business knowledge, account control, clinical expertise, sales success and leadership.
• Utilizes exceptional selling skills, as well as business planning and leadership skills.
• Influencing, communication and coordinating skills, listening, interpersonal, negotiating, presentation, are well established and apparent.
• Also requires planning, administrative and analytical skills.
• Requires use of Office 365 software, specialized CRM software, and internal systems.
• Demonstrates business unit expertise of product lines, customer segments and their needs, divisional/branch functions, and competitive products, prices and policies.
• Recognized as a market expert due to professional conduct, technical knowledge and market involvement.
• Works from guidelines, using individual reasoning when deviating from these guidelines.
• Significantly modifies and adapts behavior to changes in the situation or environment to reach goals.
• Analyses all available information in complex and unique problem situations and uses extensive experience and knowledge of past practice to determine the best solution.
• Requires a high degree of ingenuity, creativity and leadership.
• Regularly utilizes and mobilizes formal and informal network of contacts in 3M including supervisory and managerial contacts to meet and exceed customer expectations and achieve business objectives by influencing internal policies and procedures (e.g. logistics, marketing, technical service, quality, etc.).
• Builds effective executive level relationships and leverages working relationships with key people in accounts and/or distributors at all levels.
• Must influence those contacts to exceed sales objectives.
• Represents the company in a manner consistent with 3M's business conduct code and business unit expectations while also promoting the company image.
• Multinational/global contacts may be required.

Local Job Specific Requirements:

1. Responsible for the sales performance and growth strategies for the Bunnings business in Australia.

2. Manage the Independent Hardware Group Team in Australia - Key Account Manager and Sales Team

3. Category Strategy: Identify relevant consumer/shopper/customer/category insight to lead the development of 3M's Category Strategy, leading the direction of marketing and sales teams.

4. In conjunction with the wider commercial team, lead the customer collaboration dialogue plan for key customers in the Home Improvement Business, working with the marketing, trade developers and shopper marketing teams to establish priorities and key initiatives.

5. Category Operations: Lead and deliver Category reviews in support of customers including category assessment, innovation sell in and range & space recommendations. Present your customer data and insight to lead business direction and decision making.

6. Work in partnership with the National Sales Field Supervisor to plan, support and execute store programs and training excellence

Learn more about 3M's creative solutions to the world's problems at www.3M.com.au or on Twitter @3M or @3MNewsroom.

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Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.

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