Sr. Sales Manager, Key Accounts

The Senior Sales Manager, Key Account is responsible for overseeing the strategic development and execution of sales plans within key accounts in the Food & Beverage sector. This position involves managing and expanding relationships with major retail chains, distributors, and large-scale clients to achieve revenue growth, market penetration, and overall business objectives. The ideal candidate will have a strong background in key account management, business development, and sales strategy within the food and beverage industry.  Responsible for supporting Market Basket. 

Essential Duties and Responsibilities:

Account Management:

• Develop and maintain long-term relationships with key customers, including large retail chains, foodservice clients, wholesalers, and distributors.
• Manage a portfolio of strategic accounts, ensuring strong customer loyalty and retention.
• Act as the primary point of contact for key accounts, addressing client inquiries, needs, and concerns in a timely and professional manner.

Sales Strategy & Execution

• Formulate and implement sales strategies for key accounts to maximize revenue, increase market share, and strengthen brand positioning.
• Collaborate with marketing, product development, and operations teams to ensure that promotional activities align with customer needs and business goals.
• Analyze sales data, market trends, and customer feedback to identify new opportunities for growth.

Market Analysis & Insights

• Continuously monitor the competitive landscape and industry trends to identify new opportunities and threats.
• Gather insights on customer behavior, competitor activity, and market dynamics to inform strategic decisions.
• Provide feedback to the product development and marketing teams on emerging customer preferences and market needs.

Sales Forecasting & Budget Management

• Prepare accurate sales forecasts and business plans for key accounts, ensuring alignment with overall business objectives.
• Track account performance metrics, including sales volume, profitability, and customer satisfaction.
• Provide regular updates and detailed reports to senior management on key account activities, challenges, and opportunities.
• Manage sales budgets for assigned accounts, ensuring that all activities are conducted within budget and deliver ROI.
• Optimize sales activities to improve cost-efficiency and profitability

Cross Functional Collaboration & Team Leadership (if applicable)

• Work closely with cross-functional teams, including marketing, operations, and supply chain, to ensure that customer requirements are met and sales targets are achieved.
• Mentor and support junior account managers and sales team members, providing guidance on best practices, customer relationship management, and sales tactics.

Negotiation & Contract Management:

• Lead negotiations on pricing, terms, and conditions for key accounts, ensuring mutually beneficial agreements are reached.
• Prepare and manage contracts, ensuring compliance with company policies and legal requirements.
• Monitor account performance against targets and adjust sales strategies as needed to meet goals.

Customer Activation & Promotional Campaigns:

• Collaborate with marketing to plan and execute promotional campaigns, events, and in-store activations that drive sales and customer engagement.
• Ensure that customers are equipped with relevant sales tools and materials to drive product visibility and sales.

Education and Experience

• Bachelor’s degree in Business, Marketing, or related field, preferred. MBA a plus.
• 7+ years of experience in key account management, sales, or business development within the Food & Beverage or Consumer Products industry.
• Proven track record of successfully managing large, strategic accounts and driving revenue growth.
• Experience in managing national or regional retail accounts.
• Experience in developing and executing promotional strategies.
• Experience with CRM systems and sales management software (e.g., Salesforce, Microsoft Dynamics).
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
• Experience in negotiating complex deals.

Skills and Competencies:

• Applies foundational knowledge in sales strategy, category management, project execution, and P&L principles to support planning, manage deals, and drive business outcomes.
• Builds strong customer relationships through tailored presentations, strategic negotiation, and personalized CRM approaches to maximize value and engagement.
• Leverages CRM tools, analytics, and digital systems to track performance, optimize sales processes, and support data-driven decisions.
• Leverages deep understanding of the Hood business model, market trends, and industry dynamics—including dairy and commodities—to identify growth opportunities and align solutions with customer needs.
• Applies strong business acumen, product knowledge, and structured decision-making to position offerings competitively, communicate value in financial terms, and drive long-term success.
• Applies a strong understanding of the Hood business model to align customer needs with business offerings and uncover growth opportunities.
• Identifies revenue opportunities and clearly communicates solution value using financial and business frameworks.
• Demonstrates deep product knowledge and effectively differentiates offerings from competitors to strengthen market position.
• Conducts thorough research to track trends and adjust strategies, supported by foundational knowledge of the dairy and commodity landscape.
• Uses structured frameworks to make informed, strategic decisions with a focus on long-term impact and business alignment.

Other:

• Regular travel to key accounts and industry events.
• Ability to work from home office when not traveling
• Must have valid driver’s license and reliable vehicle

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