Key Account ManagerPosted: October 18, 2009
THE POSITION The primary purpose will be to increase sales and market share by implementing sales and trade marketing plans, and managing Key Performance Indicators (KPI) for the market area. PRINCIPAL ROLES and RESPONSIBILITIES * Position reports to a Vice President of Sales - Business Unit. * Develop superior working relationships with key Customers through regular and effective contact, communication, and customer service. Always be closing sales, and exceed expectations. * Establish and nurture customer partnerships and service standards (Minimize out of stocks and maximize drop size). * Enhance Business Unit performance and frontline capabilities through use of technology (hand-held computers, sales forecasting software programs, spreadsheet analysis, IRI market share information, IBC internal information systems). * Help minimize Returns (control stale) through effective ordering, merchandising, display positioning, and partnering with the bakeries and supply chain to ensure the highest product quality and timely delivery. * Achieve Promotional Display targets to support our sales programs and motivate the MUGMs, DSMs and RSRs to sell for additional perimeter locations. * Manage Key Performance Indicators (net revenue management, etc.). * Grow sales profitably in assigned accounts. HUNT for opportunities, SELL solutions, and MEASURE results! * Drive and sell the implementation of Company and Key Account sales programs, marketing strategies, and merchandising programs. * Develop a strong working relationship with the entire Sales organization (MUGMs, DSMs, RSRs, Merchandisers in the field, and National Account Team Leaders) to ensure that sales programs are understood and communicated properly. * Be a great listener so that you can understand the Key Account sales problems and quickly address key account complaints. Be proactive. Think ahead to avoid potential problems. * Build, lead, drive and communicate Safety initiatives to all employees. * Ensure market knowledge of competitora• TMs programs and consumer habits. * Conduct and analyze market research to ensure understanding of marketing effectiveness. * Expand and complete regular business reports as required to a• oeKeep score, and win." * Ensure that accounts are maintained by following ethical and legal business practices. Requirements * BS degree is required, with an MBA being a significant plus. * Five or more years of Regional Account Sales experience from within a consumer packaged goods/food/beverage DSD company is required. * Must have major Account Sales experience personally managing more then $5 million in annual sales. * Must be very computer proficient, and near expert in utlizing Microsoft Office software (Excel, PowerPoint, Word). * Must have 2 or more years of fact based selling experience that includes utilizing IRI and other Syndicated retail data in PowerPoint presentations. * Must be comfortable with and excel at giving verbal presentations in front of a room full of key account customer executives. * Experience with cake and/or perishable bread products is a significant plus (products with a short shelf life). * Should have a strong understanding of Direct Store Delivery (DSD), and how the product is merchandised into the stores. * Should have a strong understanding of the Retail, Convenience Store, and Grocery Industries, including retail practices, procedures, and mass merchandising. Please refer to job code rJ3I4S275WJ7G0D96WYB when responding to this ad.
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