The role is responsible for managing all aspects of MABI brands in the assigned account base as well as oversee and implement distributor planning, programming, and account execution.
Ultimately responsible for delivering the annual sales plan in the given key accounts and acting as the conduit for all distributor functions relating to the Company business.
Accountabilities :
- Execute all aspects of sales plan with account base. Present brand plans, pricing and promotion, and programming according to parameters of business plan associated with ABP.
- Responsible for on-going and consistent communication with account to include monitoring product, programs, displays, and mitigate any issues with retailer
- Create fact-based presentations to sell programs, secure new items, and optimize shelf space
Key Metrics & Financial Targets :
- Growth is 40% : ABP volume ex-innovation, ABP volume innovation and deliver investment plan
- Execution is 40% : Deliver ABP PODs ex-innovation and Deliver ABP PODs innovation
- Share is 20% : Grow WC share of Seltzer, Grow Mike’s share of FMB, Grow Cayman share of FMB, and Grow MABI share of Flavor
Own :
- Sales Targets and Channel / Retailer Management
- Sales Strategy Execution within account base
Influence :
Chain Account Managers and Sales leadership within customer base
Veto :
Sales Strategies : May have a say in channel specific packaging and pricing strategy
Critical Relationships :
- Growth Strategy and Insights Division
- Regional Pricing & Marketing
- Supply Chain & Logistics
- ABP Planning and Incentive Programming
- External Suppliers & Distributors
- Customizable Programs-Thematic retailer specific Marketing / Media
Skills Needed To Be Successful :
- 5+ years of Sales Experience
- 3-5 years in key account sales with relationships and experience calling on chains
- Strong Analytical and business acumen
- Highly collaborative
- Knowledge of syndicated data and ability to establish rapport through value-added insights
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