Key Account Manager

Job Description

Job Description

Salary : Purpose / Mission :

To develop each of the company's brands with key accounts, adjusting to an investment and sales budget. You must plan the development of the brands, achieving sales objectives with an assigned budget. Review and propose the pricing strategies to be aligned to the market, the competition and the investment allocated in each of the brands. Work hand in hand with the Territory Manager, operational team and sales team to ensure that what is negotiated by corporate is implemented.

Responsibilities :

Expand company with new sales, clients, and territories (Within the State).

Support in sales for National Account Manager and new clients.

Able to analyze data and sales statistics and translate results into better solutions.Achieving sales objectives with an assigned budget.

Review and propose the pricing strategies to be aligned with market trends, competition and the investment allocated in each of the brands.

Prepare and deliver sales presentations to key account customers as required.

Able to multitask, prioritize, and manage time efficiently.

Goal-oriented, organized team player.

Self-motivated and self-directed.

Excellent interpersonal relationship skills.

In-depth understanding of company key clients and their position in the industry.

Monitor and meet company goals for unsaleable returns, shrink, A.R. and inventories.

Excellent negotiation skills required as typically negotiates in a competitive or adversarial environment.

Provides feedback and recommendations to the leadership team on competitive threats and business opportunities.

Build and maintain strategic partnerships with customers and drive customer satisfaction through superior service and execution.

Developing a solid and trusting relationship between major key clients and company (Distributors and New Chains).

Resolving key client issues and complaints.

Developing a complete understanding of key account needs.

Anticipating key account changes and improvements.

Managing communications between key clients and internal teams.

Negotiating contracts with client and establishing timeline of performance.

Establishing and overseeing internal budgets with the company and external budgets with the client.

Working with logistics, managers, marketing, and team members from other departments dedicated to the same client account to ensure the highest quality of materials are being produced and all client needs met.

Collaborating with sales team to maximize profit by up-selling or cross-selling.

Meeting all client needs and deliverables according to proposed timelines.

Analyzing client data to provide customer relationship management.

Expanding relationships and bringing in new clients.

Work hand in hand with the sales team of the Territory to ensure that what is negotiated at corporate is implemented.

Work with Trade Marketing, Territory Manager and share constant feedback to develop and ensure that the plans aimed at TOP accounts are meet and executed.

Ensure sales reps of Chicago territory schedules are followed via REPSLY.

Lead meetings focused on a plan to achieve sales objectives and goals Conduct one on one meetings and work with Sales Representatives to discuss performance, selling and customer service skills.

Monitor key company goals for each route of

Sales performance by brand

Distribution coverage and effectiveness

Route schedules accomplishment

In Store Active SKUs goals

Communicate deadlines and sales goals to team members of Chicago Territory

Coach Team to successfully sell against baseline and promotion opportunities

Decision Making / Authority Level :

Depending directly on Territory Manager

Interaction networks (Internal and External) :

• Internal : Territory Manager, Trade Marketing, Sales Rep., Portfolio, and Logistics.
• External : Distributors

Education :

Bachelors degree in business or relevant field, or work experience in Administrative, Economic, Business, Marketing or related area.

Must have the ability to read, write and speak English

Fluent in Spanish both written and verbal

Computer Skills - Proficiency in the use of Microsoft Office, Excel, and PowerPoint is required.

Experience :

3+ years of experience in managing key accounts.

Desirable Skills :

Excellent communication and problem solving skills

Ability to work well in a fast-paced environment

Excellent Negotiation Skills

Physical Demands :

Regular travel by airplane and automobile in conducting business is required (70% of the time). Ability to communicate orally with customers, management, and other co-workers, both individually and in front of a group is crucial. Regular use of the telephone and e-mail for communication is essential.

Work Hours and Environment :

Normal working hours for this position are Monday - Friday from 8 : 00 AM to 5 : 00 PM. However, hours outside this schedule may be required due to travel.

Key Performance Indicators :

Sales Performance

Numerical Distribution

Trade marketing Investment

A / R Turnover

Inventory Turnover