| Key Account Manager |
Job Id: W274298 |
Posted On: 10/15/2009 |
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Location: Richmond, VA;
Job Type: Full Time
Salary: $80000.00 to $110000.00/year
Degree: Bachelor
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DescriptionThe Company
Our client is one of the largest wholesale manufacturer and distributor of fresh delivered foods in the United States. The company has multi-billion dollar revenues and operates manufacturing facilities and delivers its products through delivery routes across the USA.
THE POSITION
The primary purpose will be to increase sales and market share by implementing sales and trade marketing plans, and managing Key Performance Indicators for the market area.
PRINCIPAL ROLES and RESPONSIBILITIES
Position reports to a Vice President of Sales - Business Unit.
Manage Key Performance Indicators (net revenue management, etc.).
Grow sales profitably in assigned accounts.
Develop working relationships with key customers through regular effective contact and communication.
Sell marketing and merchandising programs to accounts.
Ensure that sales programs are communicated to District Sales Managers and sales reps for execution.
Develop a working relationship with sales to assure understanding of Company sales programs, while understanding sales problems and opportunities.
Solve real and potential problems and address key account complaints.
Ensure market knowledge of competitors programs and consumer habits.
Conduct and analyze market research to ensure understanding of marketing effectiveness.
Ensure that accounts are maintained by following ethical and legal business practices.
Complete normal business reports as required.
Use technology to enhance sales performance and goals.
JOB SPECIFICATIONS
Education and on-the-job management experience needed
BS degree is required; an MBA is a plus.
Regional Account Sales experience with consumer packaged goods is required.
Experience with perishable food products is a plus (products with a short shelf life).
Sales forecasting experience required.
Direct Store Delivery - Understands DSD business.
Retail, Convenient Store, Gas Store, and Grocery Industry - Understands retail practices, procedures, and mass merchandising.
Functional/Job-Related knowledge, skills & abilities needed
Experience with perishable food products (products with a short shelf life).
Customer Driven - Understands how to develop, maintain and enhance customer relationships both internal & external.
Analytical Skills - Analytical approach to information gathering and subsequent fact based decision-making.
People and Organization Development Set goals, objectives to enhance organization performance.
Teamwork & Team Building - Adept at leadership, employee motivation and team building; enjoys managing people; adept at providing leadership through example, providing adequate direction, follow through, coaching and mentoring, and encouraging teamwork.
Decision Making - Ability & experience making critical decisions that impact the department, or organization.
Business and Financial Acumen - Understand profit and loss concepts, management controls and accountability.
Operational Efficiency - Read, analyze and use business reports to determine if policies are followed and strategies are effective.
Retail, Convenient Store, Grocery Stores - Understands retail business concepts; competitor knowledge and how they operate.
Sales and Sales Best Practices - Extensive sales experience; Understands the concept of selling, with functional sales skills.
Supply Chain Fundamentals - Understands the overall supply chain to effectively make and enhance business decisions.
Work Planning, Organization, and Follow Through - Effective at planning and organizing workflow for oneself and providing direction to direct reports.
Continuous Process Improvement Effectively analyze processes for quality and improvement.
Project Management Ability to manage and measure progresses for implemented plans and programs within the profit center.
Interpersonal knowledge, skills & abilities needed
Accountability Assumes responsibility for individual and team performance and results
Initiative - Self Starter; Ability to develop the position and identify new opportunities for driving account management.
Change Agent - Adept at dealing with change and responding in resourceful productive manner.
Technical knowledge, skills & abilities needed
Personal Computer Skills Ability to understand and use technology to enable sales performance management.
Personal Computer Skills proficient in using a personal computer with the applications of PowerPoint, Excel, Word, & Outlook (hand-held technology).
Working Conditions
Travel required in assigned market territory approximately 3 to 4 days per week.
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