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Key Accounts Manager

4 months ago

Spokane, Washington, United States Hojeij Branded Foods, Inc. Full time
Core Duties and Responsibilities:

Strategic Planning
  • Develop and maintain a business partnership with buyers & operators for Chain Account managers/Sales leadership within the wholesaler network. This includes development of presentations for selling local programs, new authorizations, shelf optimization, and managing execution of MODs planograms as well as national & regional features. Meet quarterly monthly with segment buyers to review past performance, highlight opportunities & gain support for regional promotions, increased distribution & operations support.
  • Penetrate & influence at the Store Manager & Market Manager levels
  • Develop region specific programs and promotions that increase the value of Mike's partnership with the wholesalers & with the retailer.
  • Conduct customer analysis and assess sales information and data using variety of sources (IRI, Retail Link etc.) to analyze sales volume, opportunities, goals, etc.
  • Work cross functionally with the Field Sales team, Marketing & Wholesaler network to align chain specific program goals and strategy
  • Negotiate with excellence to accomplish mutual business objectives
Technical Functions
  • Create fact-based presentations to sell programs, secure new item authorizations, optimize shelf space and manage execution of national programming.
  • Achieve relevant business objectives by influencing in-market execution with regular communication and collaboration with field sales team and wholesaler network
  • Problem solve and maintain a solution-oriented attitude when account level issues or objections arise.
  • Conduct data analysis using variety of sources to assess sales results, quantify missed opportunities and monitor progress to goal (VIP Depletions, IRI, Unify, etc.)
Logistical Functions
  • Work cross functionally with the Field Sales team, Shopper Marketing, Category Insights & Distributor Network to align chain specific program goals and go-to-market strategy
Qualifications, Education, & Experience

Bachelor's degree

• 5+ years in sales, preferably in beverage sales

• 3+ years in key account management

• Experience calling on retailer buyers and monitoring in market execution

Skills & Abilities

• Ability to travel 30% Southern CA

• Exceptional relationship building skills at all levels

• Great tel-sell skills for distributor influence piece of the position

• Strong written & verbal communication

• Excellent presentation and negotiation skills

• Self-motivated, creative, and entrepreneurial

• Ability to analyze data and construct fact-based sell stories

• Strong business acumen, sense of urgency, and attention to detail

• Consistently demonstrates a strong work ethic and commitment to MABI

• Microsoft Office skills (PowerPoint, Excel, Word, & Teams)