National Account Manager, Hardware & Co-Op Channel - The Toro Company

National Account Manager

Applicants must be legally authorized to work in the United States. We are unable to sponsor or take over sponsorship of a school/employment or any other visa, regardless of expiration date, now or in the future.

The Toro Company is a homegrown, Minnesota-based company that has been in business since 1914. We pride ourselves on providing world-class equipment to help maintain the environment that we love, while putting an emphasis on giving back to the communities that surround us. From residential lawns and gardens, to venues such as St Andrews Links and Target Field, we are a company with a global footprint and a passion for helping people beautify whatever landscape they may be in. With 100 years of operation under our belt and a healthy tenure, come find out what makes The Toro Company the best place in the Twin Cities to build a career.

Responsibilities

As the National Account Manager, you will be responsible for achieving annual shipments, retail sales, and profitability objectives for the hardware & co-op channel segment within Toro's residential mass business. This includes P&L ownership (sales & profitability), strategic account(s) relationship management, development and execution of annual account business plans, and channel marketing. Responsible for developing, maintaining, leveraging and influencing relationships with cross-functional stakeholders at multiple levels across account(s) merchant, marketing, operations, and leadership team(s). Directly manages a Sales Analyst.

In order to grow and build a successful career with The Toro Company, you will be responsible for:

• Develop and execute annual business plans that achieve sales & profitability goals and objectives for all residential product categories within the Hardware & Co-Op channel segment. Account responsibilities include Ace Hardware, Grainger, and Do-It-Best.
• Develop, maintain, and leverage business relationships with key account stakeholders to align on long-term growth strategies and to execute the annual / seasonal programs and promotions. These stakeholders include the product category merchant team, marketing, e-commerce, visual merchandising, operations, inventory planning and replenishment, as well as key retailer store management personnel.
• Lead corporate account management and tactical retail field sales plan execution with our strategic manufacturer representative organization for the hardware & co-op channel segment.
• Manage a Sales Analyst that is responsible for retail & shipment forecasting, order management, sales execution, and business intelligence data analytics reporting for both store and e-commerce retail channels.
• Partner with the residential mass sales senior director, the residential marketing senior director, and the residential marketing team to develop account product line reviews and business plans that include sales & profitability financial goals, product portfolio and pricing, new product launch execution, digital marketing campaigns, seasonal promotional items/events, and e-commerce.
• Establish and manage the key performance indicators of the annual plan, to include shipment & retail goals, order & shipment forecasts, inventory targets, profit margins, programming levels, and promotions.
• Demonstrate residential product category leadership and collaborate with the residential marketing team to develop and execute category annual plans that include pricing, in-store merchandising, programs, and promotions.
• Provide leadership to and collaborate with residential marketing on in-store merchandising, program and promotional opportunities, and to identify portfolio growth opportunities.
• Responsible for all account-specific integrated marketing, including retail media, digital, regional & local advertising, and loyalty programs.
• Manage the sales analyst and guide the IBP (Integrated Business Planning) demand planners to analyze daily / weekly / monthly retail sales trends, retailer forecast alignment, order attainment, & shipment flow to optimize sales performance, inventory management, & working capital productivity.
• Develop & execute the annual retail plan & retail sales forecast by account(s) to optimize retail sales velocity, optimize profitability, and to achieve retail plan.
• Partner with residential product category marketing managers on annual and long-range business planning.

Qualifications

To be considered for this role, an individual should meet the following minimal requirements:

• Bachelor's degree in business or marketing related discipline. M.B.A. preferred.
• Minimum of five to ten+ years of combined sales & marketing management, including ownership of business plans with P&L responsibility and experience with multiple channels of distribution.
• Demonstrated ability to develop and execute annual business and sales account & product category plans.
• Proven ability to develop a high level of subject matter expertise in product features and customer benefits across product lines as well as competitive product categories.
• Experience with leading sales and marketing with large retail accounts, including product line reviews for stores and.com, and proven understanding of retail marketing, operations, and finance.
• Highly effective written and verbal communication skills to enable professional sales business presentations and business negotiations on relatively complex business and technical matters to customer stakeholders that have significant business and retail experience.
• Ability to lead and influence cross-functional teams to accomplish project goals and annual objectives.
• Strong data-based analytical skills with the ability to leverage that knowledge into programs and promotions that drive profitable retail velocity, and that achieve annual retail objectives.
• Collaborative, results-driven team player.
• Proven conflict management skills and the ability to reason and influence at all levels of key decision-makers and stakeholders within the assigned account(s).
• Ability to prioritize and manage multiple demanding projects in a fast paced, dynamic environment.

Additional Responsibilities

• Reports to the Senior Director, Residential Mass Sales.
• Responsible for a Sales Analyst direct report.
• Ownership & leadership of strategic partnership with our manufacture representative organization.
• Develop and maintain strong working relationships with strategic mass retail merchant partners, the residential marketing senior director, the residential marketing managers, the marketing communications team, the compliance & sales operations manager, finance, operations, and customer care.
• Ownership of the indirect & direct marketing annual budgets for the hardware & co-op channel segment.
• Responsible for cross-functional matrixed partnership with the residential marketing team, the integrated business planning team, and the sales analytics team, to ensure program alignment and optimized performance across all product categories.
• Travel as necessary (approximately 25-50%) to drive the sales and business plan execution of Toro's mass residential business in the hardware & co-op channel segment.

Benefits

At The Toro Company, we are always working to make sure our employees know just how valued they are. In addition to a competitive salary, an affordable and top tier medical/dental/vision plan, 401k, and many other great benefits - The Toro company offers employees at our Bloomington, MN HQ location a variety of perks, including:

• Dress for your day - We know you're more productive when you're comfortable, which is why TTC employees are encouraged to take advantage of our casual, corporate environment.
• Location Conveniently located near both St. Paul and Minneapolis, we are centrally located for most commuters!
• Food - Take advantage of our onsite caf, which serves both breakfast and lunch. With a Caribou Coffee attached, you can grab a snack and a coffee at any time during your day.
• Wellness - The Toro Company's HQ offers complimentary use of our onsite fitness facility to employees. In addition to physical wellbeing, TTC offers a variety of mental health and financial health resources to all employees.
• Volunteerism - The Toro Company is proud to provide employees 20 hours of paid time to volunteer in the community.
• Summer Hours Enjoy a flexible schedule during the summer! By working a little more during the first few days of the week, TTC employees at our Bloomington HQ are able to start their weekends early and leave by noon on Friday.
• Flexible Work Arrangements This team is currently implementing a hybrid work schedule. The opportunity to collaborate in the office and work from home part-time, has promoted team-building and flexibility. #LI-Hybrid
• Competitive Salary The pay range takes into account skills, experience, education, and location. It is not common to be hired at or near the top of the range; compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the annual pay range is between $140,000 - $160,000. Cash compensation is one piece of our competitive total rewards package. You may be eligible to participate in an incentive program, which rewards employees based on individual and organizational performance. Eligibility and award amounts are determined by company policy and performance metrics. If you need to, you can access your pay early with the dailypay