Key Accounts Manager

Job Description

Job Title:

Key Accounts Manager

Department:

Sales & Marketing

Job Classification:

Full Time

Exemption Status:

Exempt

Safety Sensitive Position:

No

Reports To:

Vice President of Marketing & Sales

Salary:

Base Pay: $67,725.00 + Incentive Pay

About Us:

Icicle Brewing Company is an Independent Craft Brewery located in the heart of Washington’s Cascade Mountains. We are passionate about our beer, our people, our customers, and our community. Our family loves bringing people together through great craft beer experiences every day. We are welcoming and inclusive and value relationships, quality, safety, integrity, and sustainability.

Objective:

The Key Account Manager will drive the success of Icicle Brewing Company within a defined geographic territory by maintaining and growing long-term relationships with key accounts. This role is pivotal in maximizing sales opportunities and ensuring the effective placement of Icicle products. The Key Account Manager will spearhead new business pitches, develop and achieve sales through the distribution channel, and align sales strategies with the overall business objectives and revenue targets of Icicle Brewing Company.

The Key Account Manager will be instrumental in planning, establishing, and implementing comprehensive sales strategies, goals, and key performance indicators. They will focus on both growing and developing existing clients and generating new business, acting as the primary interface between customers and Icicle Brewing Company.

This position requires analyzing sales data to identify crucial relationships and transform vendor-buyer dynamics into lasting partnerships. The Key Account Manager will manage key regional accounts, ensuring alignment with Icicle Brewing Company's objectives, and maximizing sales opportunities within these accounts.

Reporting to the VP of Marketing & Sales, the ideal candidate will excel in creating and maintaining strong relationships with strategic customers, identifying their needs, and promoting solutions that sustain and grow the business for long-term success.

Essential Job Duties:

• Total Account Management:
  • Oversee all aspects of account management including sell-in distribution, shelf placement, displays, pricing strategies, promotional features, and point-of-connection marketing within the defined territory.
• Strategy and Budget Management:
  • Evaluate and implement strategies and action plans within allocated budgets.
  • Contribute to the development and management of annual business plans.
• Relationship Development:
  • Develop, cultivate, and maintain strong relationships with distributor partners as well as new and existing accounts.
  • Acquire a thorough understanding of distributor partner and key customer needs and requirements.
• Cross-Departmental Collaboration:
  • Act as a liaison between distributor teams and relevant Icicle departments, sharing key information to facilitate timely and effective decision-making.
  • Ensure the correct products and services are delivered to key customers in a timely manner.
• Customer Communication and Support:
  • Serve as the primary link of communication between key customers and Icicle Brewing Company’s Sales team.
  • Resolve any issues or problems faced by customers and address complaints to maintain trust.
  • Play an integral role in generating new sales that lead to long-lasting relationships.
• Event Coordination:
  • Plan and execute on-premise events to promote Icicle Brewing Company’s products and engage with customers.
  • Coordinate participation in festivals and other industry events to enhance brand visibility and drive sales.
  • Collaborate with the marketing team to develop promotional materials and strategies for events.
  • Monitor and assess the effectiveness of events, providing feedback and recommendations for future activities.
• Reporting and Analysis:
  • Prepare regular progress reports and forecasts for internal and external stakeholders using account metrics.
  • Provide weekly account visit recaps for distributors.
• Market Analysis:
  • Conduct regular market analysis to identify new business opportunities and stay informed about competitors’ activities and industry trends.
  • Provide insights and recommendations based on market trends to drive strategic decision-making.
• Customer Feedback Loop:
  • Establish a feedback loop with key customers to gather insights on product performance and customer satisfaction.
  • Work with the Icicle Innovation Team to incorporate customer feedback into future product offerings and improvements.
• Sales Forecasting:
  • Develop and maintain accurate sales forecasts to ensure proper inventory levels and supply chain planning.
  • Monitor sales performance against forecasts and adjust strategies as necessary to meet targets.
• Additional Responsibilities:
  • Perform all other duties as assigned to support the overall objectives of Icicle Brewing Company.

Required Skills, Education, & Experience:

• Experience:
  • Minimum of 2-5 years of sales experience within the alcoholic beverage industry.
  • Prior experience in calling on and servicing key accounts.
  • Field and retail sales experience in the beverage or other consumer products industries.

• Education:
  • BA/BS or relevant post-secondary education preferred, with an emphasis on business, sales, or marketing strongly desired.
• Skills and Knowledge:
  • Deep understanding of the craft beer industry, including market trends, competitive landscape, and regulatory environment.
  • Basic knowledge of retail initiatives, particularly category management and information-based selling.
  • Strong familiarity with syndicated data, software, and measures preferred.
  • Proven ability to develop and maintain strong customer relationships and manage key accounts effectively.
  • Strong negotiation skills to secure favorable terms and conditions with accounts.
  • Effective communication, presentation, follow-up, administrative, and organizational skills.
  • Ability to analyze market data and sales metrics to identify opportunities and make data-driven decisions.
• Technical Proficiency:
  • Proficient in using sales software and CRM tools.
• Logistics:
  • Must have a valid driver’s license.
  • Willingness to travel frequently, including multi-day trips.
  • Ability to work late nights, early mornings, weekends, and holidays to support sales activities.
  • Must be located near the assigned base territory.
• Additional Qualifications:
  • Experience in planning and executing on-premise events, festivals, and promotional activities.
  • Ability to work collaboratively with cross-functional teams and provide leadership in sales initiatives.
  • Genuine passion for craft beer and a deep appreciation for the brewing process and product quality.

Work Environment:

Work is performed primarily in an office or similar type environment. Travel is expected to support wholesaler partners, account calls and conferences/meetings as needed. Frequent weekend and evening work are expected. May be exposed to temperature changes, wet or humid conditions, noise, vibrations, and other manufacturing/production related hazards when in the production and storage areas.

Materials/Machines/Equipment Used:

• Computer
• Delivery Vehicles
• Hand Truck
• Pallet Jack
• Jockey Boxes
• CO2 Tanks

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Prolonged periods of driving and sitting in a car
• Must be able to lift and / or move objects that are at least 50 lbs or heavier
• Must be able to travel to meet company business needs.

Supervisory Responsibilities:

• No current supervisory responsibilities.

Fiscal Responsibilities:

• Forecast and monitor spending to ensure it is kept within the annual allocated budget
• Implement strategies to optimize revenue and meet sales goals
• Track and report on key financial metrics as related to the position
• Ensure that all fiscal activities comply with company budgets and policies

Signature:

Please note that this job description is intended to describe the general nature and level of work being performed by the employee(s) assigned to this job. The content contained therein is not intended to represent an exhaustive list of all duties, responsibilities, and activities required. Duties, responsibilities, and activities may change at any time, with or without notice, and additional work may be assigned as appropriate.

We consider applicants for all positions without regard to race, color, religion, sex, national origin, age, marital or veteran status, the presence of non-job-related disability, or any other legally protected status.

Icicle Brewing Company is an equal opportunity employer. We prohibit discrimination and unlawful harassment based on age, race, color, national origin, citizenship, creed, sex, sexual orientation, gender identity, disability, genetic information, pregnancy, military status, marital status, use of a trained service animal, or any other protected characteristic as outlined by federal, state, or local laws. We celebrate diversity and are committed to creating an inclusive, equitable and just environment for all employees.

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