GIBSON

Gibson Brands, Inc. (“Gibson” or the “company”), the world’s most iconic guitar brand, has shaped the sounds of generations of musicians and music lovers across genres for more than 100 years. Orville Gibson founded the company in 1894 in Kalamazoo, Michigan, Gibson has a legacy of world-class craftsmanship, legendary music partnerships and progressive product evolution that is unrivalled among musical instrument companies. Our portfolio of brands includes Gibson as well as many of the most beloved and recognizable music brands, including Epiphone, Kramer, and others; we also own Gibson Pro Audio with brands such as KRK and Cerwin-Vega. Many Gibson instruments are highly collectible since Gibson was at the forefront of innovation for many genres of music including big band, rock-n-roll, and blues. Gibson operates via a central headquarters based in Nashville, TN, supporting five manufacturing facilities as well as four regionally-based support centres that enable the sales, marketing, and distribution activities in each of four different worldwide regions.

LOCATION

Sweetwater HQ, Fort Wayne, IN

REPORTING LINE

The National Key Account Associate directly reports to the National Key Account Director for Sweetwater

KPIs (Key Performance Indicators) (on what do you measure success of that new role?)

Revenue Growth
Sell through Growth
Service Level Improvements (identify service levels)
Customer Satisfaction (Feedback)

Key Relationships

Within Gibson Brands:

National Key Account Director for Sweetwater
RM Responsible for order processing
Dealer Product Specialist (DPS) responsible for Sweetwater
Marketing and Product Teams

Within Sweetwater:

Sales Management
Sales Engineers
Guitar Merchandising team (buyers)
Guitar Gallery Gibson/Epiphone lead
Marketing team

OVERALL JOB PURPOSE

To develop and provide best service solutions in order to achieve outstanding dealer satisfaction, growth for our brands and exceptional experiences for their consumers online and in Sweetwater’s retail store at HQ. Build an outstanding account relationship and drive an efficient and seamless commercial operation.

To manage the day to day operation details for the Gibson Brands at Sweetwater HQ. Maintain effective business operation and follow up with sales, merchandising, marketing, and Guitar Gallery (inspection) functions.

KEY FUNCTIONAL RESPONSIBILITIES

Sales and Training

As the key contact for Gibson with Sweetwater’s Sales Engineers and Sales Leadership, keep Sweetwater updated on any new products and/or changes at sales meetings, regular face-to-face communication, and email.
Train the Sweetwater sales team on new and existing products, as well as how to most effectively sell these products to their customers.
Schedule Morning Meetings, Office Hours to train Sales Engineers on new Gibson Brands products and coordinate resources with internal Gibson teammates. (also schedule experiential training sessions)
Establish Shop Pro (Sweetwater Sales Engineer) and Recommender Marketing Program
Resolve and/or triage any questions or issues that may arise from Sweetwater sales staff or customers.

Merchandising/Planning

Work with Sweetwater Merchandising team and Gibson inside team on new SKU item builds, receipt and processing. Keep Merchandising team updated on new products and changes to existing product lines.
Coordinate sales efforts with the National Key Account Director by regularly working with the Sweetwater Merchandising team to analyze inventory, sell-through rates, and make recommendations for replenishment Gibson orders.
Monitor product delivery/purchase orders for upcoming advertised items as well as special/custom orders.
Work with Gibson RM on maintaining P.O. ETAs in Sweetwater’s B2B system to minimize cancellations.
Manage product samples - tracking, inventory, purchase or return.

Marketing

Ensure all marketing related content and assets are available on time and in the correct format.
Lead product content set-up in Sweetwater’s system; coordinate efforts with Gibson Marketing and Product teams.
Monitor Sweetwater websites for copy/spec/pricing errors and product omissions.
Monitor consumer facing product lead times displayed on the websites.

Guitar Gallery (Inspection team)

Regularly communicate with Gibson/Epiphone lead on the Guitar Gallery team, keep National Key Account Director apprised of any quality trends which need to be addressed.

OTHER RESPONSIBILITIES

Delivering results and meeting customer expectations

Focuses on account needs and satisfaction
Is motivated to deliver high service levels and sets high standards for quality and quantity
Drives execution under own direction and is self sufficient
Works productively in an omnichannel dynamic matrix organization
Accepts and tackles demanding goals with enthusiasm
Represents our brands and projects credibility
Is result oriented and achieves goals and objectives
Maintains a positive outlook at work

Business Development and Analytics

Identifies business opportunities and maximises growth and business development
Develop and maintain annual account specific “Commercial Calendar” (Office hours and/or Morning Meetings, GearFest, etc.)
Demonstrates financial awareness, controls costs and thinks in term of profit, loss and added value
Support National Key Account Director in preparing impactful and inspiring presentations (Power Point); support the development of compelling strategic business plans , annual business plans and commercial growth plans
Prepare account specific weekly and monthly reports that are sales, marketing, and training related
Owns the Sales Development Analytics. Excellent skills in processing, analysing and reporting sell-through data and inventory levels and recommends actions. Breaks information into component parts and produces workable solutions. Gathers information and account insights to support decision making (tactics and strategy) (this also includes Pricing, Distribution, Competitor Benchmarking, Consumer Trends, etc)
Follows up on clearly defined objectives. Develops dashboard to track and report progress against objectives (KPIs). Monitors performance against deadlines and milestones.
Responsible for supporting the National Key Account Director’s administrative needs

Interacting

Gibson Brands values teamwork. In support of that goal, the National Key Account Associate will:

Communicate on a regular basis with the Gibson National Key Account Director and Relationship Manager (RM) for Sweetwater, as well as other internal contacts as needed.
Establish good relationships with customers and staff, build wide and effective networks of contacts inside and outside of the organization and relate well to people at all levels.
Listens, consults and communicates proactively
Makes strong personal impression on others and gains clear agreement and commitment from others by persuading, convincing and negotiating.
Builds trust, teamwork, practices and encourages an open, honest and direct communication and promotes constructive feedback
Upholds our company values, demonstrates integrity and commitment to the organisation

Communication

Writes clearly, succinctly and correctly in an engaging and expressive manner. Is concise, well-structured and logical. Structures information to meet the needs and understanding of the intended audience
Prepares and makes presentations with skill and confidence
Expresses information and key points of a topic clearly and concisely

Planning, Organizing and Execution

Plans activities and projects well in advance and considers possible changing circumstances
Manages time effectively and identifies and organizes resources needed to accomplish the task
Meets agreed timelines within cost parameters
Works in a systematic, methodical and orderly way

Special Projects

The National Account Associate may be requested to prepare, participate in, and/or lead projects, (example of projects/initiatives: process improvement initiatives)

PERSON SPECIFICATION

Required Experience

5+ years’ relevant experience in Key Account Management, Retail, Online Business, Marketing or Customer Service in branded end consumer driven industry
Deep understanding of OmniChannel requirements and a track record in delivering growth in online and brick & mortar businesses
Experience in working in a dynamic international premium brand company in preferred
Demonstrates an understanding of different organizational departments and functions
Bachelor’s degree in business, marketing or related field

Essential Skills & Competencies

Experienced/Proficient in Microsoft Word, Power Point, Excel, and Outlook
Skilled in CRM systems as a user
Excellent skills in processing, analysing and reporting sell-through data, inventory levels, purchase orders and online metrics; recommending actions
Online savvy; experienced in Product Item Set-ups and website analytics
Merchandise Planning and Buying
Commercial acumen
Solid interpersonal skills with proven ability to develop and maintain effective relationships at all levels of the organization
Self-sufficient, without the need of permanent supervision

Personal Qualities

Able to proactively question and challenge to prioritize and identify solutions in timely manner
Curious in nature and always looking to question, learn, and look for better ways to do things
Personable, fun, team oriented and ignites a positive work atmosphere
Passion for music is a plus

Travel

Periodic travel to Gibson Brands locations, Gibson Brands commercial meetings, Gibson Brands tradeshows or events may be required (approximately 5-10%).

Nota Bene:

The company’s job descriptions are not intended to be a complete detailed account of all expected/anticipated activities. We operate in a fast-moving and competitive global environment and therefore need employees to be flexible.

Careers

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