Sr. Merchandise Manager

POSITION SUMMARY:

Manages the interface between the Marketing Department and Field Sales for assigned product categories.  Develops and coordinates all communication to the Field Sales Force on the implementation of Marketing strategies and tactics in order to achieve Professional Division revenue objectives.  Has full responsibility for the management of the promotional planning, implementation and ROI process, working in close conjunction with Marketing, Field Sales and National Accounts.  Has one direct report.

ESSENTIAL DUTIES:

• Manages and coordinates communications between the Marketing Department and Field Sales for assigned product categories:
  
  
  
  • Is the advocate for the Business Unit within the Sales organization.
  
  
  • Is the advocate for the Sales organization within the Business Unit.
  
  
  • Is the advocate for the customer within both the Business Unit and Sales organization.
  
  
  • Communicates information to the field such as selling ideas and strategies, product positioning and knowledge, competitor information, as well as all pricing and promotional programs.
  
  
  
  


• Works closely with the assigned Business Unit to develop and implement promotional plans in line with Professional Division and Business Unit goals and strategies:
  
  
  
  • Acts as the primary interface with Field Sales and National Accounts to develop and implement Business Unit promotional plans.
  
  
  • Assists Business Unit, Field Sales and National Accounts in implementing all aspects of the promotional plan in order to achieve Business Unit goals and exceed customer expectations.  This includes quarterly and convention promotions, dealer-specific promotions and programs, web-based programs and dealer-based direct-to-customer (retail) initiatives.
  
  
  • Manages the promotional plan budget for assigned Business Unit.
  
  
  • Manages implementation of all promotional programs for the assigned Business Unit, including collateral development and the management of promotional materials, in order to achieve the on-time delivery of programs. 
  
  
  • Manages the promotional performance and ROI tracking process, and makes recommendations to the Business Unit on promotional effectiveness in order to maximize revenue opportunities.
  
  
  • Works with the Business Unit and National Accounts to manage the promotional planning calendar, including dealer meetings and liaison.
  
  
  
  


• Works with the assigned Business unit to develop and implement product line pricing strategies based on evaluation of economic conditions, competition, and state and federal legislation that affects the marketability of Business Unit products.
  
  
  
  • Manages the communication of pricing to the Field, including collateral development such as bulletins and price lists.
  
  
  
  


• Provides additional support to the Business Unit and Field Sales by assisting in the development of convention and other programs, sales bulletins, selling outlines for new and existing collateral materials, as well as National Sales Meeting planning and execution.
  
  
  
  • Works with Sales Training Manager to ensure Field training programs are in line with Business Unit goals and strategies, and are kept up to date with all current creative and collateral materials.
  
  
  
  


• Participates in new product development teams for assigned Business Unit:
  
  
  
  • Manages implementation of new product launches as they pertain to Field Sales communication and promotional programs, including launch binder development, customer targeting programs and dealer rollout strategies.
  
  
  
  


• Participates in the collection and analysis of data pertinent to the Division’s business:
  
  
  
  • Maintain easily accessible promotional, customer and competitive files.
  
  
  • Serves as a member of sales and marketing committees, the Field Force Advisory Board, attends dental trade shows and conventions, and maintains key customer relationships.
  
  
  • Co-travels with Regional and/or Territory Managers at least once each quarter to better understand internal and external customer needs.
  
  
  
  


• Keeps up to date in new developments in the field, analyzes and reports data patterns which affect the marketing of Business Unit products, and makes recommendations to enhance product functionality and profitability.

RELATED DUTIES:

• Provides monthly reports by describing details of activity within assigned Business Unit. Other reports to be submitted as required.


• Manages approved promotion expense budget and works with assigned Business Unit to maximize promotional ROI and sales growth.


• Collaborates with R&D, Quality, Operations and Supply Chain on reducing cost of goods sold and improving gross margins.


• Performs special tasks and assignments as required.

MINIMUM QUALIFICATIONS:

Training and Experience

• Bachelor’s degree required.  MBA or Master’s degree preferred.


• At least 6 years of combined business experience in Customer or Field Marketing, Brand Management and/or Field Sales.
  
  
  
  • Minimum of 2 years direct experience in Customer, Trade or Field Marketing, or National Accounts.
  
  
  
  


• Strong preference will be given to candidates with CPG or OTC healthcare experience.


• Demonstrated experience in product and project management, especially new product launch.


• Knowledge of financial statements and budget management.

Knowledge, Abilities and Skills

• Demonstrated leadership ability in a dynamic, fast-paced environment.


• Able to work independently, as well as within a cross-functional team environment.


• Strong analytical skills - able to solve practical problems, make logical decisions and communicate ideas.


• Strong project management skills - able to manage multiple tasks and set priorities.


• Attention to detail, appreciation for deadlines and strong desire to exceed expectations.


• Excellent communication skills, both verbal and written, at all levels of the organization.


• Strong interpersonal skills - able to interface with the Field Sales organization, divisional management, key customers, doctors, hygienists, key opinion leaders and allied health professionals.


• Strong desire for advancement and career development.


• High level of proficiency with MS Office, including Excel and PowerPoint.

PHYSICAL REQUIREMENTS:

• Frequency of travel approximately 25%, with some weekend travel.

ONLY QUALIFIED APPLICANTS WILL BE CONTACTED.