Key Accounts Manager - Massachusetts
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)
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