Pinnacle Foods

  • National Account Manager - Dollar/Small Format

    Location US-NJ-Cherry Hill | US-NC-Charlotte | US-TN-Nashville
    Job ID
  • Overview

    At Pinnacle Foods we are at the top of our game and the key to our success is clear. Everything we do is driven by our purpose: unleashing brand potential, dynamically evolving and improving our already beloved products to bring more convenience, taste, nutrition, and joy to today's consumers.


    The results? Our well-recognized products are found in 85% of American households and are leaders in their respective categories, holding the #1 or #2 market share position in 10 of the 14 categories in which we compete — and we're just getting started. We are committed to adding value through strategic growth that synergizes our portfolio of "Leadership" and "Foundation" brands and plays to our strengths in R&D, consumer insights, and senior management experience.



    The Account Manager is responsible for supporting the functional management and leadership of sales related activities for assigned Pinnacle brands/categories within the Dollar/Small Format Channel.  Position requires strategic leadership, exceptional business management and negotiation skills, trade management, budget tracking, and delivering positive return on investments.  Leads the analysis of customer sales and inventory data, design and implementation of effective marketing and promotional programs, develops business building relationships and interactions throughout all levels of the customer hierarchy.


    cludes the following; other duties may be assigned.

    • Defines specific strategic business objectives to maximize sales, share growth and enhanced profitability within the Dollar/Small Format Channel for assigned brand portfolio. Leads the development of Customer/ Market/Category/Brand strategies, objectives and tactics.
    • Responsible for the execution and delivery of monthly, quarterly and annual Objectives, Goals, Strategies, Metrics as stated in the company's business plan.
    • Develop Pinnacle Foods brand portfolios in line with distribution, pricing, merchandising and shelving objectives established for each brand.
    • Participates strategically and tactically with the Director in the development and management of the Dollar/Small Format Channel.
    • Delivery of fiscal responsibilities:
      • Delivery of Net Sales, Net Realized Pricing and Mix objectives.
      • Management of trade spending to the budget Latest Estimate.
      • Manage deductions within assigned target range
    • Grow Total Points of Distribution versus Year Ago.
    • Deliver share growth for each brand within assigned target range.
    • Manage the financial system to ensure deal entry and reconciliation is timely and accurate.
    • Maximize shopper marketing funds to develop customer specific merchandising options in conjunction with brand strategies and objectives.
    • Track and evaluate sales performance against volume, share, distribution and spending objectives
    • Lead the effort on pre and post promotional evaluations that provide the foundation for the improved future development of promotional programs and maximize ROI.
    • Manage enterprise wide communications and meetings to deliver against customer initiatives and ensure high quality customer service.
    • Utilize syndicated data (IRI reports, Spectra Demographics), customer sales data and category management studies to provide fact based analysis and deliver business building initiatives.
    • Conduct retail audits and report correction of errors to appropriate functional area.



    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


    • Headquarters and/or field sales experience.
    • Experience as an account sales representative in the consumer package goods industry.
    • Developed and executed account sales plans including quotas and account objectives.
    • Highly organized and has very effective time management skills; thrives at multi-tasking
    • Demonstrated leader amongst fellow employees.
    • Solid computer skills and experience using sales database tracking programs.
    • Strong negotiating skills and capacity.
    • Strong written and verbal communication skills; strong listening skills.
    • Ability to manage projects independently from start to finish.
    • Strong interpersonal, influencing and analytical skills.
    • Comfortable interacting with all levels of management, including senior leadership.
    • Ability to thrive in an entrepreneurial, fast paced and dynamic environment.
    • Knowledgeable of market and industry trends, competitors, and customer strategies.
    • 20% travel
    • Location: Parsippany, NJ/Charlotte, NC/Nashville, TN


    • Professional experience within consumer products industry preferred.
    • Minimum 5-7 years account management experience with a Consumer Packaged Goods company; experience with Dollar/Small Format Channel customers a plus.


    • Proficient in MS Word, Power Point and Excel and professional written and verbal skills
    • Proficient in managing a trade fund budget
    • Strong interpersonal leadership qualities both with customers and employees.
    • Experience negotiating and dealing with change management.
    • Ability to work independently, multi-task and prioritize under pressure.


    • Bachelor’s Degree required


    • None

    Pinnacle Foods is an Affirmative Action/EEO Employer –
    qualified applicants will be considered for employment without regard to
    protected veteran or disability status, race/color, religion, gender, national
    origin, age, sexual orientation, gender expression, gender identity or any
    other legally protected basis.




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