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National Account Executive
3 months ago
The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Coffee Systems portfolio (brewers/coffee/accessories), Warehouse Direct Cold business and DSD business at select customers. This role is a balance between managing existing, established Department Specialty customers such as Kohl’s and Best Buy while exercising entrepreneurial spirit through securing and cultivating new business. Opportunities for new business exist in Home Improvement, Department and Kitchen Specialty, Value/ Off-Price and Outdoor Recreation channels. While new business development efforts are currently underway across these channels, with initial wins at retailers such as Home Depot and Lowe’s, this NAE will accelerate efforts in addition to identifying new opportunities to drive revenue and bring the full KDP portfolio to all customers. The NAE will serve as a key member of the sales team who contributes to the strategic direction of all customer relationships. This role contributes to volume, profit, and share growth by driving new distribution and programming across KDP brands, and by developing and executing a holistic net sales and margin strategy across the KDP Hot and Cold business units.
The ideal candidate will bring 5 or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers, for a national chain account. They will have experience building a strategic annual operating plan (AOP), managing a customer joint business plan (JBP), as well as demonstrated use of syndicated data in a solution-selling environment. The ideal candidate will also have a proven track record of generating growth through new business development across channels and markets.
This is a remote role with the candidate ideally located in Minneapolis, MN, Burlington, MA or Frisco, TX.
Primary Responsibilities
Responsible for delivery of KDP net sales and profit objectives as defined in our Annual Operating Plan (AOP) for the Target & Department Specialty CFT.Cultivate and maintain effective business relationships with existing buyers, planners, inventory analysts and related support teams at established customers.Drive alignment and execution of multi-year growth plans with existing customers, ensuring KDP is set up to grow and win share.Develop & manage annual joint business plans (JBP) at existing customers, where applicable, by engaging cross-functional support teams including Revenue Growth Management, Finance, Category Management and Supply Chain to plan, align, sell, and execute the plan in accordance with account needs and KDP priorities.Accelerate new business development initiatives in above channels while identifying and unlocking new business opportunities for KDP with responsibility for all aspects of new business development including program negotiation, customer onboarding and ongoing management/ annual sales planning.Exhibit thought leadership across all facets of the business and drive Commercial team cohesiveness.Manage promotional plans within assigned trade budget to optimize net sales and margin.Customize omni-channel marketing big bet and/or retailer specific programs to facilitate brand building and volume growth within the retailer.Lead development and maintenance of sales outlook in coordination with cross-functional partners.Utilize internal, syndicated, and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives.
Core Competencies
Being a Business Advisor- Adds customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers.Builds Trusting Relationships- Uses appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions.Entrepreneurial Spirit- self-starter that will actively pursue new business opportunities and create additional streams of revenue for KDP.Financial Acumen – Exhibits high degree of understanding and management of both internal and customer financial plans.Decision making- Identifies and understands issues, problems, and opportunities; compares data from different sources to draw conclusions; uses effective approaches for choosing a course of action or developing appropriate solutions; takes action that is consistent with available facts, constraints, and probable consequences.High-Impact Communication- Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.Managing Work- Effectively managing one’s time and resources to ensure that work is completed efficiently.Sales Negotiation- Effectively explores alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.Opportunity Analysis- Understands and utilizes economic, financial, industry, and organizational data; accurately diagnoses customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.Work Standards- Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.Driving for Results- Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.