Account Manager - KEN'S
General Information
Company: ACO-US
Location: BENTONVILLE, Arkansas, 72712
Ref #: 72217
Function: Merchandising
Employment Duration: Full-time
Description and Requirements
Summary Description of this Position:
Responsible for the management of the assigned Principals' business within designated accounts. Primary responsibility includes increasing sales and market share of the brands represented, while earning a profit for our manufacturers and Acosta.
Some Essential Functions of this Position:
1.Maintain and build principals' volume and share cost effectively for their brands through headquarter and retail selling to Market Managers and Store Personnel.
2.Achieve results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, bonuses, contest earnings, retail value, ROI, etc.); oversee all manufacturers expenditures at the customer.
3.Achieve competitively superior in-store presence in the stores assigned to them (if applicable). Personally, call on headquarter, supervisors, and other customer operations personnel for both direct and indirect customers. Manage manufacturers' trade marketing funds, process direct shipments and leverage data to sell concepts to the customer, as required via MM Penetration to achieve Goals.
4.Report directly to the General Manager, Director, or Team Leader. Some Account Managers may have responsibility for the effectiveness and personal development of direct reports.
5.Deliver principals' objectives to include On Shelf Availability volume and sales 4P's fundamentals (Promotion-Merchandising, Product Assortment, Pricing and Placement-Shelving) goals at the assigned customers at the lowest possible cost.
6.Manage both direct and indirect customers as appropriate. Develop and maintain an excellent understanding of client's business, objectives, category, marketplace, and competitors.
7.Develop effective systems to manage trade-marketing funds at the assigned customers in accordance with Company guidelines and policies, as well as those of the principal. Work to minimize Sales Related Deductions.
8.Operate within the Corporate Budget assisting in delivering optimal Value of Retail and ROI
9.Pro-actively communicate and engage with key principals. Data capture & insight reporting weekly, creating business case studies for share and reapply across all Account Managers. Document successful activities, highlighting joint value creation between account & Principal.
10.Collaborate with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives, contests, etc.)
11.Solicit principals' support for customer sponsored events, drives (i.e. Charity benefits, sponsorships, etc.) and major meetings.
12.Personally, call on all decision-makers at the customer to sell business plans, programs, and concepts that improve long-term business results.
13.Effectively use knowledge of customer, market, product knowledge and data and principal to successfully sell principals' specific programs and initiatives as well as Company objectives and initiatives - involve Marketing, Technology, and Administrative resources as needed to accomplish the objectives: Driving OSA % growth and Recaptured Sales.
14.Utilize General Manager, and Business Managers to understand and leverage customer strategies, and to develop conceptual Sales presentations that can deliver principals' objectives.
15.Provide feedback on the effectiveness of principals' strategies, selling programs, and initiatives to the Principal and the General Manager.
16.Provide timely information, principals' expertise and selling priorities to the Sales Manager, supervisor, and shared resources (Marketing, Technology, and Administration).
17.Ensure current account distribution and Total Distribution Points using Must Stock Lists.
18.Review all market pricing reports on a regular basis for accuracy and competitive activity.
19.Pro-actively share information and customer/principal information with other team members to help build organization capacity.
20.Develop a Strategic Customer Business Plan that aligns with and will delivers the principals' business priorities.
21.Utilize computer systems and technology to retrieve, synthesize and interpret data to create compelling business plans to achieve the objectives of the Customer Business Plan. Develop and maintain personal skill levels to support the use of retail communication systems (RW3).
22.Assist in the development of the Retail Selling Organization (Sales Manager, Supervisors, and Territory Managers).
23.Provide feedback to the General Manager on how to build organizational capacity and improve our business.
24.Lead major market visits and supervise, monitor and evaluate the personal development of any direct reports and conduct Performance Reviews.
25.Pro-actively manage personal skill development plan.
26.Responsible for special projects as requested.
27.Miscellaneous duties as assigned.
Experience Requirement:
Must have a proven track record in a sales capacity with a food broker or major national company. Prior experience must demonstrate sales skills along with the ability to successfully manage and direct others.
Knowledge, Skill and Ability Requirements:
1.Must be able to effectively communicate with others. Must be able to speak, hear and sit for long periods of time. Must have good vision, dexterous use of both hands and be able to operate a calculator, computer, overhead projector, slide projector, printer, fax machine, telephone and copier.
2.Must be willing to travel.
3.Must be proficient in a variety of software packages used to support the sales function.
4.Must possess strong interpersonal, organizational, presentation, negotiation and sales skills.
5.Must have the ability to analyze sales and marketing information needed to make effective sales presentations.
Premium is an Equal Opportunity Employer and we will accommodate your needs under the Human Rights Code. Upon individual request, hiring processes will be modified to remove barriers to accommodate those with disabilities. Should any applicant require accommodation through the application, interview or selection processes, please contact the Human Resources Department for assistance. Due to the high volume of applicants, only those moving forward in the next step of the selection process will be contacted.
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