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Account Manager

Position Summary:

Primarily responsible for the maintenance and growth of existing retail accounts and in selling new accounts.  Plays a critical role in helping establish the company’s distribution strategy and then delivering on that strategy through sales execution.  Works closely with the management team to drive account sales growth through operational execution, marketing strategies and exceptional consumer content.

It is critical to balance selling and the company’s desire to grow rapidly with the needs for acceptable gross margins and overall company profitability.  Maintaining this balance is an integral part in the decision making and recommendations brought forward by the Account Manager.  It is essential that our North American Retail business also co-exist and in fact complement our own Direct Response business (AeroGarden.com, etc.).

Essential Job Duties and Responsibilities:

  • Drive AeroGrow sales in a highly strategic fashion by developing existing accounts and selling to new accounts.
  • Provide effective communication internally and externally.  This includes full alignment with the Management team, Account Services, Supply Chain & Marketing Departments to ensure all parties are working together to achieve sales goals.
  • Develop promotional planning for all accounts.
  • Work with the marketing department and senior management to develop a strategic account plan to support the marketing efforts of our retail partners.
  • Develop accurate sales forecasts and then strive to deliver upon them; communicate any changes to the forecast expeditiously.
  • Manage reps and rep groups when necessary, but also understand that it is our plan to work directly with our retail partners and minimize any “3rd party” relationships.
  • Coordinate with the Scotts Miracle-Gro company on retail sales to maximize the benefit of this strategic partnership for AeroGrow, including but not limited to leveraging Scotts Miracle-Gro personnel, contacts, and programs to the mutual benefit of AeroGrow and Scotts Miracle-Gro.
  • Relate market-sensitive information and intelligence to the sales and marketing team and suggest changes in strategy or product mix where appropriate.
  • Work to further develop AeroGrow’s on-line presence and content.
  • Closely monitor sell-thru metrics and act in both a pro-active and re-active manner throughout the year to sales trends.
  • Maintain and evaluate sell thru at retail accounts (trends and analytics).  Routinely interpret, distribute and act upon this information.
  • Prepare and help in delivering presentations, proposals and promotional plans to potential new customers and existing ones.
  • Provide guidance and leadership on internal sales planning and merchandising tasks.

Knowledge/Experience and Skill Requirements:

  • Highly entrepreneurial-minded individual with multiple years of experience in selling consumer goods through multiple channels and to major national accounts.
  • Excellent organizational & follow up skills a must have
  • Previous experience in managing expenses, trade budgets, and volume forecasting is required.
  • Ability to manage, lead, and resolve conflict in a diverse environment.
  • Excellent command of business math and business writing is essential.
  • Excellent presentation skills are required.
  • Must be persuasive.
  • Must be an excellent negotiator.
  • Must possess excellent inter-personal skills.
  • Proficient technical skills are required to be effective and efficient, including   proficiency with Microsoft productivity suite (Excel, PowerPoint, Word, Outlook, etc.).
  • Must work in a team environment; be able to both lead and follow.
  • Must be comfortable in a team-oriented environment.
  • Previous experience in a fast paced and highly collaborative environment is critical.

Reporting and Working Relationships:

  • Reports to the Director of Retail Sales
  • Works closely with other Account Managers and internal departments
  • Works closely with the Company’s senior management team

Education Required:

  • Bachelor’s degree is required.

Work Requirements and Conditions:

  • Required to travel domestically and in Canada.  Possible International travel as well.
  • Ability to travel at 25% - 40% -- varies by season.
  • Work will likely require holiday and or weekend time/travel as needed.
  • Frequent store walks – assess our products and the strengths and weaknesses of other products.
  • Must be based in Boulder, Colorado.

 

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