Account Executive

3 weeks ago

Bellevue, United States Swire Coca-Cola, USA Full time

What does an Account Executive do at Swire Coca-Cola?


Our Account Executives are responsible for creating, increasing, and managing our client relationships across a portfolio of accounts. This includes negotiating winning BMA’s and Price Package Plans that deliver Company Pillars and overall Performance Profit for Swire Coca-Cola USA. The Account Executives are the heart of the company’s strategy to expand our presence in these critical accounts, they are an essential part of growing the business and developing new opportunities.


The ideal candidate would build relationships with C suite level personnel to negotiate, sale and introduce new items to their locations in the Eating & Drinking Channel. The right candidate for this role can manager their time, communicate pricing accurately and become the SME for their assigned accounts. Qualified presentation skills, negotiating and collaboration work best in this role. Client interaction to promote Coca-Cola products is key to the success of the Account Executives. Because of its strategic nature this role will have opportunities for broad organizational exposure and influence.


Responsibilities include:

  • Seek opportunities for increased product placement within market
  • Develop relationships with designated Key Account customers as well as internal and external associates to ensure incremental activity to generate revenue
  • Respond to major Requests for Proposal (RFP) for existing and competitive customers in the Key Accounts
  • Collaborate with NAOU Teams to develop winning brands, marketing, and execution plans that deliver Company Pillars and overall Performance Profit with National Accounts
  • Communicate monthly activity via LOS in Regional Key Accounts and negotiate winning BMA’s and price package plans that deliver Company Pillars and overall performance profit.
  • Manage an assigned portfolio of customers, conduct business reviews, discuss performance, annual pricing, contracted payments, and execution of all areas of their beverage agreement to maximize investment
  • Sell-in innovation items as well as incremental SKUs, packages, equipment, and displays. Work jointly with commercialization to own the overall execution in the assigned portfolio of accounts. Utilize tool kits and franchise managers resources to build continuity with prestige customers
  • Utilize subject matter expertise, with customers, to drive achievement of mutual performance objectives, financial targets and critical milestones associated with healthy customer relationships.
  • Collaborate with Commercialization and Home Market AEs to develop incentives and point of sale tied to Customer Programs and Local Accounts.
  • Alignment with brand teams on key initiatives and product availability in Key Accounts
  • Work with Director of FSOP Key Accounts, Division FSOP Managers, Finance Managers, DVP, and PRGM to manage revenue, GP and Customer Funding using MM, DOMO
  • Achieve volume and performance profit targets for their Portfolio of accounts
  • Other duties as assigned


Requirements:

  • Bachelor’s degree or equivalent experience required
  • 5+ years of sales experience in related industries or CPG selling experience
  • 2+ years of sales experience negotiating with national / chain accounts
  • Successful track record of building strong business relationships within the marketplace
  • Advanced understanding of Food Service On-Premise sales and operations
  • Experience working across departments and organizational lines of a major organization
  • Good understanding of marketing and commercial activation preferred
  • Great customer relationship and negotiation experience
  • Understanding of promotional activities, product lines and competitive positioning
  • Has some leadership and coaching skills
  • Extensive major customer relationship and negotiation experience
  • Project and time management expertise
  • Has some experience calling on and working with C suite level personnel externally and internally
  • Microsoft Excel, PowerPoint, Word, and Outlook skills
  • Strong presentation and negotiation skills
  • Experience in creating and implementing strategy and sales tools
  • Ability to quickly create customer financials and PowerPoint presentation.
  • Excellent time management skills to schedule long term, short term, and unexpected priorities
  • Experience in forecasting volume, revenue, and gross profit
  • Ability to travel a minimum of 5% of the time throughout United States calling on customers, attending industry conferences and training employees.


Base pay range is $65,630 to $82,037 plus bonus structure, with most candidates starting between $65,630 to $72,000. Pay offered will depend on candidate’s geographic location, prior relevant experience, knowledge, skills, & abilities.


At Swire Coca-Cola, USA, we offer a comprehensive benefits package for full-time associates and their families. Benefit options include: Medical, Dental, Vision, Pharmacy, Medical FSA, Dependent Care FSA, Health Savings Account, Life Insurance, Supplemental Life Insurance, Accidental Death & Dismemberment Insurance, Short-Term Disability Insurance, Long-Term Disability Insurance, Accident Insurance, Critical Illness Insurance, Employee Assistance Program, Telehealth, Virtual Mental Health Counseling, 401(k) with Company Match, and Tuition Reimbursement. We also offer the following paid time off benefits on a calendar year or anniversary year basis: 80 hours of Paid Vacation, 1 hour of Paid Sick Leave for every 40 hours worked (unless otherwise subject to a more generous local requirement), 7 Paid Holidays, 3 Paid Floating Holidays, 8 hours of Paid Volunteer Leave, up to 8 weeks of Maternity Disability Paid Leave (based on eligibility), and up to 2 weeks of Parental Paid Leave (based on eligibility).


Swire Coca-Cola, USA is an equal employment opportunity and affirmative action employer that participates in the E-Verify program as required by law. All qualified applicants will receive consideration for employment without regard race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status or other legally protected characteristics.

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