Senior Associate - Sales Account Management at SC Johnson

Role Overview

• The Senior Associate will be responsible for driving commercial execution within the Wholesale Channel, reporting into the Wholesale Channel Manager. The role will focus on Buying Groups and Independent Wholesale, supporting strategic initiatives including trade shows, product launches, and in-store activations. Key deliverables include volume growth, margin improvement, and expanding distribution.

Key Responsibilities

• Deliver Volume and Distribution Targets
• Manage Relationship with Buying Groups and Independent Wholesale
• Coordinate with Field Ops to mobilize sales reps and ensure ground-level support.
• Collaborate with Customer Marketing to secure investment and deploy POSM/FSUs.
• Develop and implement execution plans for top 80–100 stores, including gondola ends.
• Support product launches through targeted wholesale strategies.
• Track and report on execution performance, including volume, margin, and distribution KPIs.
• Engage with cross-functional teams to manage activity grids and support.
• Work with Sales OPS to build and manage joint business plans and customer strategy.
• Manage P&L/financial objectives based on budgets.
• Oversee sales in/sales out, profitability, and gross-to-net (trade spend).

Key Deliverables

• Volume Growth: Drive incremental case volume through targeted execution and promotional activity.
• Margin Objectives: Ensure profitability through effective investment management and customer mix.
• Distribution Expansion: Build numeric and weighted distribution across priority wholesale outlets.

Wholesale Experience Required

• Experience working with Buying Groups’, UMS IBC (Independent Buying Consortium), ATM (Associated Trade Merchants).
• Exposure to Independent Wholesale: E.g. Conti, Africa Cash & Carry, Arrow, Kit Kat Group

Required Qualifications

• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Experience: Minimum 5 years in FMCG sales or wholesale channel management, with proven experience in executing trade marketing initiatives and managing wholesale accounts.

Skills & Competencies

• Strong commercial acumen and negotiation skills.
• Ability to manage cross-functional teams and field operations.
• Proficiency in sales reporting and performance tracking.
• Excellent communication and stakeholder engagement skills.
• Experience in managing POSM and in-store execution strategies.