Key Account Manager, Off Premise Chains

1 month ago

Miami Florida, United States HEINEKEN Full time

 

OFF PREMISE CHAINS & KEY ACCOUNTS MANAGER:

POSITION SUMMARY

The Off Premise Chains & Key Accounts Manager works to support the growth of the La Tropical brands Off Premise Chains and Key Accounts.  The position is responsible for developing vertical account relationships, achieving business objectives (increase sales, expanded distribution & authorizations, brand priorities, market share growth, ad / display activity, etc.) as well as managing the communication and administration function pertaining to pricing, new items authorizations and promotions for assigned accounts.

ESSENTIAL DUTIES & FUNCTIONS

  • Develop Account Relationships within Assigned Accounts:
    • Call on buyers at assigned Accounts with the appropriate frequency to build the La Tropical business in each account. Includes phone calls, e-mail, personal visits, etc.
    • Develop and cultivate new and maintain existing vertical account relationships with assigned account personnel.
    • Utilizing all relevant and available data (IRI & VIP), development and conduct presentations on a regular basis to improve the position of La Tropical beers within assigned accounts.
    • Execute plans in assigned accounts, in conjunction with the La Tropical Distributor Sales Manager and distributors.

 

  • Account Annual Business Planning
    • Delivering business objectives in Off Premise Chains and Key Accounts
    • Increase La Tropical sales and marketing share in assigned accounts by expanding distribution and sampling activity, authorizations and ad activity, securing brand promotions, improving product location and other measures to meet or exceed plan.
    • Assist in Development Annual Business Plans with all assigned accounts including, but not limited to volume, distribution, market share, promotion, pricing, product position, POS placement, spending, ad activity, etc.
    • Manage and operate within assigned expense budget.

 

  • Communication
    • Communicate all pricing, product, and promotion information to accounts on monthly basis.
    • Ensure marketing and distributors are informed of client activities, needs, etc. with adequate lead-time to generate the execution required to be successful on assigned accounts.
    • Communicate changes to sales, new packages authorizations, etc. to brewery operations for use in production forecasting.

 

  • Account Analysis and Administration
    • Manage all relevant price, product, or other pertinent information to designated accounts, ensuring prompt notification of all information related to La Tropical, trade promotions, and post off calendars, etc.
    • Maintain, update, and circulate updated client contact list as needed.
    • Analyze internal and syndicated data on accounts to identify opportunities to improve La Tropical business.
    • Make recommendations for new products/programs/etc. based on analysis of account needs and market trends.
    • Provide buyers with performance recaps on a regular basis.

 

  • Retail Execution
    • Work & lead distributor teams to achieve retail execution objectives. Including expanded distribution, display execution, account education, training meeting, etc.
    • Conduct account audits and monthly reporting on pricing, distribution, and sampling activities.
    • Provide regular input and feedback on all competitive programs to ensure that La Tropical can maintain a competitive position in the marketplace.
    • Manage and operate within assigned expense budget. 

 

DESIRED CAPABILITIES & CHARACTERISTICS

  • Personal Characteristics
    • Good reasoning, analytical and problem-solving skills.
    • Professionalism essential for influencing buyers, customers, and articulating presentations.
    • Outstanding communication and interpersonal skills, with the ability to “read” people and adjust.
    • Proficiency with personal computers / laptops and associated programs
    • Time management and planning skills.
    • Demonstrated ability to coach, motivate, and lead a team.
  • Capabilities
    • Previous chain management experience
    • Strong people management skills
    • In depth industry knowledge
    • Knowledge of State Liquor Board Rules & Regulations
    • Understanding of the industry, products, competitors, and pricing strategies
    • Knowledge and use of IRI/Nielsen syndicated data and VIP sales reporting systems a plus.
    • In depth knowledge of the three-tier distribution system
    • Microsoft Office

 

  • Qualification
    • At least 3-5 years industry experience and selling products to national & regional chains, distributor management, etc.
    • 4-year college degree or equivalent combination education and experience.
    • Additional classes in sales skills, personnel management, negotiating, and marketing preferred.
    • Strong Analytical Skills.
    • Advanced sales skills.
    • Advanced verbal communication and negotiation skills.
    • Strong written communication skills.
    • Strong decision-making skills.
    • Strong presentation and public speaking skills.
    • Product knowledge/industry knowledge.
    • Ability to handle multiple tasks.

 

PHYSICAL REQUIREMENTS

    • Extensive travel: 75% of time “on the road” (driving)
    • Unusual / extensive hours: May be required to work long or unpredictable hours. Work revolves around objectives, projects, and priorities, not hours. Must be available nights and weekends.
    • Physical: Required to lift 35 lb. Cases, and 165 lb. kegs and various point-of-sales boxes on a periodic basis. May drive long distances (up to 8 hours)
    • Other: Driver’s license (in appropriate state with acceptable insurance record)
    • Required to have reliable transportation.

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