Assistant Business Development Manager - Emerging Accounts in Marysville, OH at ScottsMiracle-Gro

Date Posted: 4/6/2021

Job Snapshot

Job Description

Here at Scotts Miracle-Gro there is no such thing as a typical day.  Our culture is constantly energized by new and exciting growth opportunities and at a rapid pace.  Every Associate plays an important role in providing innovative solutions for today’s gardeners and growers and contributing new ideas to improve operations. In our company you need grit, it is what we were founded on over 150 years ago and is what keeps us growing. Regardless of your level in the organization there is a platform for your voice to be heard and the ability to influence change. Family, community and hard working values are weaved into all that we do. Come grow with us, where we develop and nurture the next generation of leaders. ​

The Assistant Business Development Manager, eCommerce (Emerging Accounts) is responsible for leading in the development and growth of key eCommerce retailer accounts with a specific focus on Target, Costco, Ace, Big Lots, Wayfair and others. This role will own the relationships with these key accounts.  This person must be able to foster relationships and communication with key decision-makers.  The ABDM is also responsible for creating actionable revenue-generating and cost-saving opportunities by analyzing the market for SMG products and assists the Sales and Supply Chain teams in developing accurate sales forecasts, identifying promotional and merchandising opportunities, and understanding consumer behavior. This person will need to create solutions by being creative and using analytical data.  This role is a cross-functional role that requires a company-wide focus across all product platforms; SMG, Hawthorne Gardening Company (HGC) and AeroGrow products.  This role reports directly to the Business Development Manager, eCommerce.

This customer facing role leads day-to-day sales management activities.  This position will lead catalog and channel management, identifying sales opportunities, sales reporting & analytics to internal/external teams, eCommerce project management, and ultimately increasing eCommerce sales for all accounts.  This position is responsible for sales planning and reporting/analytics processes for all eCommerce related initiatives.  

This role will incorporate the understanding of key business drivers learned through collaboration with multiple SMG business groups and the customers while accommodating customer-specific variables.  This position will collaborate regularly with multiple internal and external customers, including leadership teams. This role delivers a chance to drive measurable improvements in sales & profitability through the creative application of analytics.

The optimal candidate would be highly motivated to apply high-grade quantitative skills to a wide range of fast paced, evolving business challenges.


Key Work Performed:

Sales Management and Analytics

  • Daily/Weekly execution of sales and marketing related tasks to support overall team goals

    • Utilize tools to develop and maintain financial forecasts and reporting/tracking capabilities

    • Includes leading weekly sales meetings with key accounts and provides actionable insights to improve the business or consumer experience

    • Includes leading internal meetings to provide business updates

  • Insights and Trends: Invoice and POS sales by sku, product/category or product group. 

  • Complete key business analyses including: marketplace/share, competitive assessment, volume builds, capacity assessment, promotion evaluation, SKU rationalization, pricing/sizing analysis, and market research analysis and implications.

  • Communicates regularly with eCommerce Cross-Functional Partners, Retailer Business Development Teams, Brand Marketing, and Merchants

  • Inventory build: Triangulation analysis with POS, retailer inventory, future replenishment, preparing for demand spike

  • Sales opportunity analysis, order recommendations: By item, product category or product group to include on hand and on order inventory, YTD POS and % change vs. prior year, future POS based on last year's results for a specified number of weeks

  • GMROI/Margin Analysis : View of how business is performing including GMROI/Margin by item, by category

Project Management

  • Pre-season analysis:  Lead ready for season tasks.  Catalog, assortment analysis, new products, forecasting, content.

  • Item transition management:  Data mapping and process focused on clean item changes, transitions, or launches.

  • New customer setup and program development

  • Identify improvement opportunities across eCommerce sales/marketing processes

  • Other projects as assigned

Marketing campaign and promo analysis

  • Partner with brand teams in the annual business planning process to identify and build profitable Omni-channel innovation & activation plans driven by customer insights

  • Lead the category in the development and deployment of superior eRetail content marketing and merchandising

  • Provide detailed calendar of events, promotions, marketing activities 

  • How did the promotion perform by various KPI’s

  • Draw trends, conclusions, solutions, and report out

  • Digital marketing analytics, metric reporting

  • Competitive insights and metrics

Adhoc Analysis - Uncover opportunities or issues to be resolved to further drive sales.

  • Market share analysis

  • Metrics analysis leveraging dart data

  • Special Value & Promotion Recap

  • Item or category level POS history and analysis

  • Create solutions with outside-the-box thinking 

  • Opportunity analysis - new items, promotions, etc. help quantify.  Leverage customer systems for data reporting

Content & Catalog

  • Execute standardized processes to manage all online catalogs for assigned category and customer.  

  • Utilize tools to develop and maintain financial forecasts and reporting/tracking capabilities

  • Manage auditing processes in collaboration with content team

  • Develop solutions and ideas around product concepts designed for online channel

  • Partner with content team on customer priorities


Requirements:

  • Bachelor’s degree required. Preferred majors: Digital, eCommerce, Sales, Economics, Statistics, Marketing, Information Systems, Finance

  • 1-2 years experience in eCommerce, Online strategy, Digital Sales or marketing, digital analytics

  • Required: Computer Experience - MS Excel, MS Access, and MS PowerPoint, Google

  • Required: Strong Quantitative, Qualitative analytics experience in either a retail or consumer products environment

  • Experience leading or developing processes and projects to drive improvement, sales, profitability, or other key KPI’s in supporting initiatives

  • Experience with pricing analytics, econometrics, and/or market research

  • Skill set that includes presentation, communication, leadership, and cross functional collaboration in fast paced team environment

What we do for you (just to list a few cool ones):

  • Offer extremely competitive benefits including: Health, Dental and Vision coverage.

  • Onsite wellness center which includes: 24,000 sq. ft. fitness center, Walgreens pharmacy and Doctor’s office.

  • Nutrition reimbursement program (up to $200 per associate and per spouse)

  • Beautiful campus and corporate offices designed like a log cabin offering free coffee, chef run cafe and the best crushed ice!

  • First day of hire, 401K match (up to 7.5%) and discounted stock purchasing program (15% discount).

  • Our commitment to diversity and inclusion includes employee resource groups: Scotts Women’s Network, Scotts Black Employee Network, Scotts Veterans Network, GroPride Network and Scotts Young Professionals.

  • 13 SMG paid holiday days and generous vacation policy.

Not interested in this role? Stay up to date on future opportunities by joining our ScottsMiracle-Gro and Hawthorne Gardening talent networks.

Scotts is an EEO Employer, dedicated to a culturally diverse, drug free workplace.

EEO/AA Employer/Minority/Female/Disability/Veteran/Sexual Orientation/Gender Identity

Notification to Agencies:

Please note that the Scotts Miracle-Gro company does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Master Service Agreement, and specific approval to submit resumes to an approved requisition, the Scotts Miracle-Gro company will not consider or approve payment regarding recruiter fees or referral compensations.