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Manager of Strategic Accounts

2 months ago

Denver, United States NuCO2 Full time

NuCO2 is the nation's leading provider of certified beverage grade carbon dioxide and draught beer grade nitrogen, providing continuous service to more than 150,000 customer locations and carbonating millions of beverages every day. With nearly 1,200 employees in over 150 locations across the United States, we believe using the finest ingredients is essential to serving the best beverages. Safety is our top priority and NuCO2 is defined by it. We provide a best-in-class safety program, and our safety equipment complies with national and international safety standards.

RESPONSIBILITIES:

  • Provide leadership and daily management to Regional Account Team, Customer Agreement Managers, and National Sales Managers.
  • Manage the overall strategy for the Customer Agreement Managers and drive bookings, activations, and renewals to achieve results over plan.
  • Manage the overall strategy for the National Sales Managers and drive bookings and activations above plan.
  • Ensure that all customer agreements for regional account customers are kept current and that renewal agreements are negotiated according to NuCO2's legal and commercial standards.
  • Carry out business plan growth objectives through securing new service agreements, organic sales, and driving product penetration within existing customer portfolios.
  • Oversee the development and execution of both renewal and stewardship plans for each regional account.
  • Develop processes to identify and resolve any issues that could compromise customer loyalty - involving data set up, invoicing, delivery management, and equipment installation /service.
  • Develop processes to provide customers with periodic reporting of service levels and trends to build relationships and to drive long term customer loyalty.
  • Provide accurate and timely retention, revenue, renewal, booking, and activation forecasts on a monthly and quarterly basis.
  • Assist in the development and implementation of the company's price strategy relative to assigned customer(s), which includes the development of a forecast model that will enable management to make informed decisions about pricing to maximize company operational and financial performance.
  • Directly manage a portfolio of accounts as required.
  • Act as the escalation point for customer issues and facilitate appropriate response in a timely manner.
  • Lead complex negotiations across a broad spectrum of issues and covering multiple call points within the company and customer organizations.
  • Approve all changes to shared documents including customer renewal agreements and pricing documents to ensure accuracy.
  • Exceed minimum requirements for customer retention, revenue and operating profit growth, and case resolution.
  • Provide performance reporting for assigned departments on monthly, quarterly, and annual basis.
  • Identify large whitespace opportunities for the National Sales Managers and execute new Master Service Agreements.
  • Coach and teach all sales groups on sales processes.
  • Review and approve all Customer Agreement Manager renewal agreements.
QUALIFICATIONS:
  • Bachelor's degree in Business Administration, Marketing, or related field; or equivalent experience
  • A minimum of 5 years of experience in Sales/Account Management preferably in the Food Service or Hospitality industry.
  • A minimum of 3 years of experience managing operational or inside sales teams and achieving results above plan.
  • Ability to read, write, analyze and interpret customer contracts.
  • Clear understanding of sales process and ability to train and guide sales professionals through the sales process with customer opportunities.
  • Results oriented sales leader with a proven record of exceeding sales targets, who possesses strong work ethic, and excellent selling, negotiation, communication and problem-solving skills.
  • Well-developed financial acumen to effectively guide/influence investment and expenditure decisions between company and customers.
  • Strong problem solving, analytical, planning and organizational skills.
  • Excellent verbal, written and presentation skills to effectively present information and respond to questions from customers, managers and groups of employees.
  • Ability to travel up to 10% of the time.


Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)