Key Account Manager

3 weeks ago

Cleveland, United States Inter-Continental Cigar Corporation Full time

The Northeast Regional Key Account Manager is responsible for managing Chain Account sales, distribution, merchandising and promotional KPI goals of the Inter-Continental Cigar Corporation portfolio within the assigned Region. The Regional Key Account Manager is responsible for executing a customized sales strategy for each of their unique set of accounts. This includes selling company initiatives to retail partners which may include, promotions, potential new brands, inventory management and pricing strategies. The Regional Key Account Manager must be independently highly motivated and be able to create commitments and a shared understanding of the direction and sales growth objectives of the business. A leader who takes appropriate action and responsibility for providing direction, cross-functional, open and honest communication and ensures that correct processes, resources and promotions are in place.

Regional Key Account Manager Duties and Responsibilities

  • Plan and conduct sales calls for all assigned Key Accounts. Implement a variety of strategic plans for assigned accounts.
  • Consult, provide advice and engage with retail partners on category management to help improve the performance of their store(s).
  • Assess trends, review data, create custom presentations and provide solutions to key decision makers.
  • Negotiate contracts within the assigned accounts and establish a timeline for performance.
  • Work effectively with the Key Accounts team showing commitment and continually engaging with its members.
  • Build trust and solid relationships with assigned Key Accounts to develop mutually beneficial business opportunities.
  • Collect, analyze and report relevant sales data. Analyze data to plan and sell against opportunities. Create Plan-o-Grams, forecasting models and presentations utilizing fact-based data.
  • Responsible for the strategic execution of all regional plans to meet company objectives.
  • Prioritize & set-up customer meetings. Actively listen to customer goals & issues; develop sales plans designed to achieve those goals.
  • Responsible for financial management reporting, including budget plan and point-of-sale management through reported forecasting. Actively pursues Sales Goals keeping within the financial plans of project.
  • Process Customer orders through the Order Services team or through the respective distributor.
  • Collaborate with other Sales leaders, both internally and externally in their assigned area.
  • Achieve assigned quantitative and qualitative sales goals and brand building measures.
  • Work closely with the Inter-Continental Cigar Corporations Management team in the overall success and strategic direction of the Company.

Key Account Manager Requirements and Qualifications

  • Proven leadership skills, a capacity for innovation and absolute attention to detail and follow up.
  • Strategic selling skills, the ability to create a compelling sales presentation with supportive analytics.
  • Effectively communicate ideas, thoughts and information to a diverse customer base.
  • Innovative thinking. The capability to generate new ideas and communicate them effectively to management in order to implement them.
  • Relationship Management. The ability to build sustainable relationships, which positively represent the Inter-Continental Cigar Corporation.
  • Influencing skills. The ability to make a sale using pitches and presentations that clearly influence customer decision-making.


Key Account Manager Requirements and Qualifications (Cont.)

  • Presentation Skills. The ability to utilize PowerPoint and Excel to convey customized selling presentations for customers.
  • Analytical proficiency. The ability to analyze data within an assigned geography that can be used for meaningful discoveries that drive business growth.
  • Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
  • Strong negotiation skills, with an ability to follow-through on account agreements.
  • Ability to multitask
  • Must be willing to travel and cover large geographic area (Travel is 50% minimum).

Academic Qualifications

  • Minimum of 5 years experience in sales / account related positions.
  • College Degree preferred.
  • Tobacco industry experiences a plus.


Skills Required

  • Candidate must be very proficient with Microsoft PowerPoint, Outlook, Word and Excel.


Equal Opportunity Statement

ICC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.


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