Sr. Regional Key Account Manager - Southeast Market

Description

The Senior Regional Key Account Manager’s responsibilities include maintaining a thorough knowledge of our business and offerings, developing and implementing strategic plans to grow accounts, achieving sales and profitability objectives by effectively managing new and existing accounts, managing and strengthening client relationships, identifying new business opportunities, and coordinating with internal teams to deliver on client/company expectations. As a Senior Regional Account Manager, you should also be results-driven and help us achieve our business goals.

Ultimately, an outstanding Senior Regional Key Account Manager should have strong communication skills, customer service, and account management skills and be highly organized and accomplished at solving problems and closing deals. Also, data governance or experience in IRI/Data analysis as well as the ability to develop within the team.

Qualifications

What Will I Be Doing

• Coach and develop a cohesive customer team in planning and developing business strategies, while ensuring internal and external deadline objectives are met. In addition to managing and overseeing a team, the Sr. RAM will be managing Publix customer 
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories 
• Set and monitor sales targets for each regional account within the territory
• Identify potential customers and set approach strategies
• Develop strong and long-term client relationships with goal to be highly relevant and or the preferred supplier
• Resolve issues and handle complaints quickly and effectively
• Negotiate contracts and close agreements
• Support sales team and clients with new features and product launches authorizations on time
• Develop Emerging Brand direct business to Southeast Regional customers
• Coordinate JBP meeting with key customers - Establish productive, professional relationships with key personnel at assigned customers at all levels
• Coordinates the involvement of company personnel, including support, service, management resources, in order to meet account performance objectives and customer’s expectations
• Deliver annual volume, manage trade spending and profit plans for all brands/categories 
• Proactively assesses, clarifies and validates customer needs on an ongoing basis
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• On-going analysis and review of business trends to identify gaps in planning and execution for all brands/categories 
• Actively participate in Annual Planning and Forecast process in collaboration with National Offices and DSD Team
• Develop annual promotion trade plan while adhering to & maximizing Barcel USA’s guardrails and guidelines while ensuring superior execution through consistent customer engagement and buy-in for all brands/categories
• Actively coordinates and ensures efficiency of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling 
• Drives execution of account programming by collaborating with national and regional head quarter contacts and appropriate Operation Sales teams for all brands/categories
• Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives and efficient trade spending
• Take lead on growth initiatives understanding overall category and competitive trends
• Identifying opportunities for improvement and proposing new tools and processes
• Other duties as assigned by your supervisor

Responsibilities

• This position will be responsible for collaborating and facilitating the team with tools to help Standardize our process across all 3 Business Units (East / Central / West)
• Understanding overall category and competitive trends through data card resources, IRI platform, and MM application
• Working and supporting emerging brands/products (Sanissimo/Popcornopolis)
• Creating and tracking key KPIs for Regional Accounts Team/Selected Customers
• Insight and collaborating Cross functioning responsibilities that will align operation
• Reporting, communicating and supporting Teams on financial budget (Pull and Non-TPR Spend) 
• Growth Incentive, CMA, and Rebate adherence
• Working with RGM and BLU Sales Analyst in effective communication of Pre & Post promotional analysis – Gain insight on profitability and market share impact – ROI
• Strong analytical, administrative, presentation, and communication skills required
• 100% follow up needed – Accountability and Ownership is key for this position to be successful

Qualifications

• Education Business: Administration, Marketing Bachelors
• Minimum 7 years of strategic sales experience: preferably with a consumer-packaged goods organization
• Experience working with 3rd party Direct Sales Distribution (DSD) preferred
• Language: Bilingual English and Spanish desirable 
• Travel: Domestic 50%
• Proficiency in Microsoft Office and CRM software
• 5+ year of proven work experience as a Senior Account Executive
• Superior communication and interpersonal skills
• Strong Team management skills with the ability to influence and persuade
• Strong analytical and negotiation skills
• Experience in sales and business-building in a customer environment
• Demonstrated career achievements and problem-solving skills
• Demonstrated skillful negotiation capability with Buyers and Senior Buyers in the Grocery Retail CPG industry
• Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel
• Highly motivated individual and seasoned in conflict management
• Ability to multi-task in a fast-paced environment and with effective follow-up skills
• Solid understanding of financials including P&L impact of sales decisions
• Commitment and ability to succeed within a complex organization
• Great Interpersonal Skills
• Detail & Results Oriented
• Superior Oral/Written Communication Capability

Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training and all other working conditions.