Key Account Manager (Regional Sales) - East Coast
Fully Remote Remote Worker - N/A
Job Type
Full-time
Description

  

Position Summary: (KAM)

The Reginal/Key Account Manager has 5-7 years of consumer products experience or other relevant sales/marketing experience. A Regional/Key Account Manager is responsible for growing top-line sales and net revenues within key accounts or regions. This person effectively develops and executes pricing, promotional, and merchandising strategies that meet or exceed profitability objectives. A Regional Account Manager often manages broker partners or merchandisers for key retail partners. They also assist in developing and executing overall company strategies that align with retailer needs while building strong relationships. This individual assists the broker, or other merchandising partners, with sales plans and trade promotion analysis, while communicating opportunities and challenges with assigned retailers.


Duties of Position (Noted Essential Functions*)

Responsibilities – Department-specific (50% of annual business contribution/evaluation weight)

  • Responsible for delivering the agreed sales objectives for the assigned region while managing sales budgets and expenses collaboratively developed with the Director of Sales and reviewed by the VP of Sales.
  • Develop and drive Joint Business Plan (JBP) with key customers.
  • Demonstrate responsiveness, ownership, accuracy, and integrity in all transactions ensuring one-contact resolution and "customized" service.
  • Collaborates with Director of Sales, VP-Sales, and/or Executive team in the monitoring and analysis of the sales performance for the assigned region. 
  • Work in tandem with Director of Sales in the development of various in trade sales strategies.
  • Ensure all sales directives are being implemented, track and monitor effectiveness.
  • Work in tandem with Sales Director, VP of Sales in establishing annual sales forecasts, budget, and key objectives for the assigned region. 
  • Closely monitor and evaluate sales performance for the assigned region to ensure profitability and provide contingency plans and guidance when sales goals are not being met.
  • Manage all major and critical developing client accounts and assist in the management within the assigned region.
  • Deliver training seminars to customers and educate them on our products.
  • Monitors trends, competitive activity, and products in the market and assigned region. 
  • Represents the company at various business partner related meetings and promotions (as well as in trade shows) in efforts to continually promote the company.
  • Conducts oversee and help develop customer presentations as needed.
  • Maintains positive relations with all customers, partners, vendors, and distributors and address any concerns brought about in a timely manner.

Responsibilities – Organization building (50% of annual business contribution/evaluation weight)

  • Develop reporting subordinates, if any, by leveraging the pre-aligned development plan.
  • Initiate and follow through on organization improvement/strengthening projects.
  • Work closely with all departments to build productive, effective, and collaborative relationships to maximize the entire group's value (not focusing on its own function/entity).
  • Assess and propose the growth and improvement opportunities to the management team, that may create breakthrough additional value to the entire organization.
  • Communicate and leverage consumer insights, industry, category, and other brand information into effective customer selling presentations.
  • Develop customer programs and business plans that deliver superior results, are consistent with customer's business initiatives, and align with Customer and Corporate business strategies.
  • Manage customer requests for proposals (RFP's), forecasting, trade budgets, and contract management to include: contract administration, compliance, terms, and pricing.
Requirements

 KSAs

Knowledge of:· 

  • Joint Business Planning (JBP) & Consumer/customer value creation.
  • Strategic planning and execution.· Sale/customer related contracts.
  • Change Management.
  • Marketing strategies used in advertising campaigns.


Skills

  • Proactively, innovatively, and strategically creates consumer/customer value via JBP.
  • Management level of professional English communication skills, both verbal and written.
  • Communicates (verbally and written) in both external (customer/buyer) and internal (strategic) languages. 
  • Negotiation.
  • Identify and resolve conflicts in a timely manner, through an excellent customer understanding and relationship.
  • Ability to drive and executing multiple ongoing projects. 
  • Highly organized, detail-oriented, fast-paced.
  • Ability to influence peer set where direct authority does not exist.

Abilities

  • Strong commitment to meet/exceed the goal figures within the approved expense budget.
  • Recommends new approaches, policies, and procedures which are beneficial to the Sales function.
  • Able to work both independently and within a team environment.
  • Work within established organizational policies and regulations.
  • Work safely without endangering yourself or others.
  • Travel periodically to meet with clients and attend trade shows.

Supervisory Responsibilities

Supervises and completes performance reviews for the following employees:

  • Assistant Sales Manager
  • Sales Assistant
  • History of working collaboratively with cross-functionally teams: Sales, Marketing, Operations.


Working Conditions & Physical Requirements

Must be able to remain in a stationary position 50% of the time. The person in this position needs to occasionally move about inside the office to access file cabinets, etc. as well as travel by car or plane to customer locations, constantly operate a computer and other office equipment, frequently communicates with a phone, email, texting. Also, the person must be able to see, read and write. Must be able to lift a minimum of 20 lbs.


Education/Training & Experience· 

  • Bachelor’s degree in Business Administration, Marketing, or a related field.
  • 5-7 years+ of proven relevant work experience with at least 5+ years key account role, preferably in a food manufacturing setting.
  • Proficient with MS Office


Certifications/Licenses

Industry certifications are a plus, but not required.