Account Manager Job Details | Great Lakes Cheese

Great Lakes Cheese • Hiram, OH • 3h ago

Job Overview

The Account Manager, Sales acts as client consultant that works with internal departments to ensure that client needs are understood and satisfied. This role will lead with making sales, handling client complaints, collecting and analyzing data, and improving the overall customer experience.

Job Responsibilities

Account Management

Manage relationship with set list of customer accounts that do not include Key Accounts and most often have long-established and stable relationships with Great Lakes Cheese

Lead and maintain regular customer meetings and communication and at minimum meet virtually face to face with each customer monthly.

Coordinate with AR on payment, customer sponsorship and tradeshow requests

Responsible for annual completion and regular updating of Account overview documentation.

Responsible for ensuring that aging inventory is managed appropriately by facilitating with the customer to move product.

Bid Management

Execute on strategy set by senior leader to manage customer negotiations in bids, RFPs and price changes. Project-manage internal cross-functional coordination in support of bid including Pricing, Procurement, Engineering, Supply Chain, etc. as well as customer-facing presentation of bid proposal.

Broker Management

Support senior leader in broker scorecard management, review, feedback and audit of expectations with prospective new business.

Business Review Leadership

Responsible for holding quarterly business reviews with key customers, with a goal of increasing product velocity and distribution.

Distribution Change Management

Lead tactical execution for any major distribution changes as needed for support on National Accounts.

Collaborate with senior leader to set execution strategy and manage any major distribution changes (bid award, planogram results, etc.) for set accounts to result in smooth onboarding or off boarding for the customer.

Forecast Management

Conduct formal quarterly forecast reviews by meeting with customers to review and align customer forecast against internal forecast to identify gaps. Responsible for communicating any adjustments needed to forecast for supply chain planning.

Responsible for reviewing forecast compared to actual sales at the beginning of each month for the month prior to identify any major discrepancies and identify root cause to determine if any future forecast adjustments recommendations need to be made to supply chain planning

Price Management

Responsible for all Customer communication of overage adjustments.

Own CPQ price quoting process including communication of customer quotes and acceptance.

Responsible for coordinating that pricing is accurately set up with Pricing Ops. team in GLC system in parallel to new item setup workflow.

Responsible for maintaining and communicating all customer pricing sheets (customer portal, customer pricelists, customer spreadsheets, etc.) for set accounts and in support of Key Accounts where needed.

Responsible for leading and managing customer Deduction investigation, resolution and payment coordination.

Promotion Management

Manage customer promotions by vetting customer promotional requests for capacity and ability to fill using established process. Responsible for owning communication between customer and various internal departments who support the activity (Procurement, Supply Chain, etc.)

Team Selling

Responsible for executing on the selling strategy for new product innovation and presenting opportunities to customers

Responsible for leading the development of customer facing presentations and meeting preparation.

Collaborate with account team on the planning and preparation to host in person customer meetings at GLC facilities

Responsible for managing Sales pipeline process including the submission of all opportunities for vetting and approval and keeping the pipeline status up to date as opportunity develops.

Required Education and Experience

Bachelor's degree in business administration, sales or related field.

4 years of direct working experience in a sales or customer facing position.

Excellent written and verbal communication skills with ability to present data in an organized manner.

Strong interpersonal skills with aptitude in building relationships with professionals of all organizational levels.

Strong presentation skills and ability to build a sales story using Microsoft PowerPoint presentations.

Demonstrated ability in problem-solving and exceptional attention to detail in administrative functions.

Time management and multitasking skills in order to handle multiple tasks and customer requests simultaneously.

Ability to operate independently to make sound decisions and recommend solutions based on functional expertise and experience.

Demonstrated ability to coordinate and plan all activities necessary for strategic customer visits that include senior level leadership.

Proficient in Microsoft Office Suite.

Up to 25-50% travel.

Must be legally authorized to work for a company in the United States without sponsorship.

Preferred Education and Experience

4 years or more of sales experience or account management experience.

Food industry or CPG experience.

Experience negotiating complex business deals that provide value to all parties.

Thorough understanding of sales performance metrics.

Strong project planning, tracking & organizing skills.

Exceptional analytical skills and High proficiency in Excel data reporting.

Working Conditions

Work is performed in an office setting.

Occasional exposure to industrial operations including: temperature extremes from approximately 35ºF to 100ºF; noise levels in excess of 85 dB; moisture and moving machinery.

EEOC & Disclaimer

Great Lakes Cheese is an Equal Opportunity Employer - Protected Veterans/Individuals with Disabilities.

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