The Senior National Account Manager, Trade is responsible for developing and implementing the national route to market strategy for Wholesale and Distribution Channel across all categories of the business and is responsible for the daily management of the trade (wholesale & distribution) customers, to maximize top-line and bottom-line growth goals & increase access to Nutricia products for all indirect & key end-user business customers. Strategies include, but are not limited to, contract negotiation, execution, monitoring and tracking demand and inventory, supply chain shifts, Gross to Net & P&L management, analytics & reporting, chargeback resolution, co-marketing relationships, education, and other partnership arrangements. The Sr., National Account Manager, Trade will work closely with the Market Access & Channels Team to include National Access Manager, National Account Managers, GPO/ Hospitals, National Account Manager, Home Health Care,, as well as the Sales Directors, Category Marketing Directors, Operations (Customer Collaboration & Centricity, Demand Planning Team) & Topline Finance to implement strategies and tactics to maximize top-line and bottom-line growth goals across all categories. The Senior National Account Manager, Trade should have a strong knowledge related to access and fulfillment, patient flow in relation to trade and distribution, including regional/local wholesale distribution.

Key Responsibilities:

1. Develop, Deploy and Deliver the National Account Plan for the Trade Channel.
   1. Develop customer intelligence.
      1. Understand the customer (core activities, competitive environment, business model, organization structure and decision-making unit).
      2. Identify key levers to improve our customer's experience.
      3. Deliver business proposals as it relates to Trade strategy as well as local/regional access and pull-through tactics to key internal stakeholders to include Sr., Director, Market Access & Channels, , National Sales Directors, Category Marketing Directors, Planning Directory, and Topline Finance Director.
   2. Work with cross functional teams to develop NNA's Trade channel strategy and pro-actively identify (competitive) opportunities and threats in the marketplace.
      1. Create an Annual Business Plan for targeted channel: Trade/Distribution.
      2. Develop selected customers to build a collaborative partnership of mutual value.
      3. Involve internal stakeholders/contributors to create customer solutions.
      4. Drive a customer-centric mindset throughout the organization.
   3. Manage national account planning, RFP cycle and contract management, ensuring customer investments are transparent and targeted to drive profitable growth.
      1. Lead strategic negotiations.
      2. Implement trade terms and conditions in compliance with NNA commercial policy.

3. Trade Partner Development and Management

1. Negotiate and manage partner agreements and relationships aligned with business objectives.

1. 1. 1. Emphasis on partnership development & relationship management of top 5 wholesalers, to include McKesson Medical Surgical, Cardinal Health, Amerisource Bergen, McKesson Drug, & RGH Enterprises.

2. Interface with supply chain re: inventory levels, forecasts & represent sales in Demand Alignment & GPS prep meetings each month for each category.
3. EDI data - work with sales tracings to provide end user information to inform marketing and sales business decisions during monthly Category meetings, identifying key market shifts, trends, risks, and opportunities within the Trade Channel and at indirect customer level
4. Continue to improve systems/processes and ways of working to maximize opportunities with Trade partners and efficiencies with the organization.
5. Communicate channel insights, strategy, plans, performance, and tools effectively throughout the organization.
6. Track and monitor contract compliance, chargeback validations, deductions, working with Finance, Customer Service and Supply Chain to resolve or improve supply and distribution issues, chargeback resolution, and inventory management.
7. Develop wholesale and distribution performance scorecards or dashboards, ensure contract compliance,
8. Manage details related to product launches: communications, stocking, incentives, terms for wholesaler and distribution segment
9. Actively support operations and manage trade partners with inventory, supply availability
10. Interface with supply chain regarding demand, forecasts

4. Additional responsibilities:

1. Utilization of Power BI, Sales Tracings reports, DOH reports to conduct analysis of performance, customer forecasts, and demand patterns
2. Manage price changes, sales pull-through, advertising, and special promotions at the key account level for customer segments.
3. Provide analytic insight to national data, market trends, issues, and opportunities.
4. Coordinate communication between customers and Sales, Marketing and Finance.
5. Other duties and responsibilities as assigned.

Knowledge, skills, and abilities:

• Thorough knowledge of the targeted customer segments (Trade/Distribution and fulfillment) and market and business conditions related to national accounts.
• Strong negotiation, sales, large account management, and business planning and communication skills.
• Effective time management skills.
• Strong communication skills, both oral and in writing.
• Excellent listening skills.
• Strong analytical skills.
• Advanced selling skills, including strategic selling, key account management, etc.
• Ability to interpret market research, sales, volume and consumption data and make sound judgment and recommendations.
• Ability to think strategically to identify the business impact of national account scenarios and opportunities.
• Ability to develop strategic business plans.
• Ability to convey concepts and strategies, orally and in writing.
• Ability to effectively conduct meetings and make persuasive presentations.
• Ability to effectively work with customers, internal and external, to implement programs and partnering opportunities that add value to both parties.

Supervisory responsibilities:

The Senior National Account Manager, Trade currently has no direct reports.

Working conditions:

The job will be performed remotely from a home-based office and will involve regular domestic travel (up to 60% overnight depending on customer requirements). The position has computer and telephone responsibilities as well as travel to interface with customers. There is no excessive lifting or physical requirement for the position.

• Bachelor's Degree required; MBA preferred.
• 5+ years of relevant work experience in a similar role.
• Minimum of 2 years prior people management or leadership experience.
• Experience in full contracting and account management with national and regional Trade organizations.
• Experience developing and implementing impactful customer strategies and strong analytical skills to interpret data and market conditions.
• Experience in contracting and developing field sales pull through initiatives. Proficient in Microsoft Word, Excel, and PowerPoint software applications.

At Danone, we believe that every time we eat or drink, we vote for the world we want. As a leading food and beverage company, we make healthy, sustainably-produced foods and beverages that nourish people's lives. Some of our brands include Dannon, Activia, International Delight, Silk, Oikos, So Delicious Dairy Free, Stok, Two Good, Vega, and Wallaby Organic. And as one of the largest Certified B Corporation in the world, we are committed to redefining success in business to ensure that through our brands we create real benefits for people, our communities, and the planet. With headquarters in Broomfield, CO and White Plains, NY, Danone North America has more than 6,000 employees across the U.S. and Canada, and more than a dozen manufacturing facilities across North America. Our employees enjoy competitive pay and industry-leading benefits including flexible time off (no yearly cap) and up to 26 weeks gender-neutral paid parental leave, and share a common mission and culture committed to both business results and social purpose. When you join Danone North America, you become part of a global team that is inspiring a healthier world through food. Please join us in nourishing lives & inspiring a healthier world through food! Learn more @

Danone North America doesn't just welcome what makes you unique, we value it. We're proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect.

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

The base compensation range for this position is $150,000-170,000 . Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.

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