Major Account Manager-B&I- Airline- Duty Free

General information
All posting locations Remote, Illinois, United States of America
Job Function 01 - Sales
Date Published 14-Feb-2023
Ref # R-66281
Base Salary Range $83,400.00 - $104,200.00
Target Total Cash Range $104,250.00 - $130,250.00
Target Total Cash Target total cash represents this role's annualized cash earning potential at target (base salary + target bonus). Target total cash is contingent on targeted company performance achievement and individual attainment of performance goals. Therefore, target total cash is not guaranteed earnings.
Compensation Disclaimer The compensation offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.
Description & Requirements
The Major Account Manager will be responsible for a specified market and is uniquely positioned for an ambitious leader who is craving full ownership and accountability for our products and customers within the assigned Accounts. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a proven ability to win new business. We are seeking a candidate who is eager to be a leader- influencer and activator with internal and external key stakeholders from the first day on the job. This role reports to the Associate Director of Chain Restaurants Sales.
Primary Responsibilities

• Develop and lead channel specific priorities (Lodging- K-12- C&U- B&I- Healthcare- Duty Free- Airlines- Stadiums) within our GPO/CMC partnerships and help to deliver quarterly and annual growth goals; increase market penetration and grow market share within the Non-Commercial segment
• Support of S&OP through Forecast process and waste mitigation
• Deliver profitable sales pipeline
• Responsible for growing sales with assigned customer
• Joint Business Planning with small to mid-tier accounts
• Build pipeline development and conversion
• Guide non-comm trade spend strategy by channel- oversee trade spend return on investment- and recommend/negotiate adjustments to trade as needed
• Collaborate cross-functionally to develop channel specific programs with customers- aid in the development of new skus and non-comm sales collateral
• Develop and track against non-comm KPI’s and sales metrics - report on progress (including wins- gaps- and non-performance) in critical sales meetings
• Strong analytical skills demonstrated by previous experience using systems for tracking sales- determining ROI- and developing data-driven strategies
• Drive conversion of opportunities
• Outstanding oral and written communication skills negotiation- deal creation and presentation skills
• SME within the Non-Commercial segment working to drive strong performance through channel initiatives and gap planning analysis with data tools.
• Contract Negotiation
• Development of selling stories based on insights and analytic data
• Challenge both Kraft Heinz teams as well as external teams to drive creative ideas that capitalize on business opportunities
• Liaise between Kraft Heinz and GPO/CMC channel manager’s (including but not limited to Foodbuy/Compass- Entegra/Sodexo- Aramark/Avendra- Premier- Vizient)- develop influential relationships with our key non-comm partners- establish new non-commercial partnerships
• Sell incremental branded opportunities

Qualifications

• 3-4 years of sales experience required with a demonstration of territory management resulting in profitable volume- customer penetration- attainment of new customers and growth.
• Think creatively and critically- can learn new concepts and seeks to resolve complex problems.
• Ability to travel ~25% of the time.
• Effective communication skills- both verbal and written- demonstrated by effective presentation- influence- and negotiation with internal and external stakeholders.
• Command of business acumen and strong business intuition demonstrated by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
• Overnight Travel is required- and the amount varies by territory.
• Bachelor's Degree preferred
• A bias toward action. Entrepreneurial mentality- can make and own decisions. Embrace our “culture” of grit- action and perseverance.
• Strong financial acumen to impact P&L management.
• Be a structured and organized problem solver who can drive projects to completion with minimal direction.
• Experience in restaurant- culinary- and/or distributor industry preferred.
• Strong analytical skills demonstrated by previous experience utilizing systems for tracking and recording sales- effective business planning and data-driven strategy for maintaining current and securing new customers.

About Us
The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. Our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.
No matter the brand, we’re united under one vision To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do join our table and let’s make life delicious!
Our Culture of Ownership, Meritocracy and Collaboration
We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day.
As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone. You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.
Vaccination & Office Collaboration Expectations
Our highest priority is always the health, wellbeing, and safety of our Kraft Heinz family. We require our office-based, home-based, R&D, and sales team members to be fully vaccinated against COVID-19, unless approved for a medical or religious accommodation.
We believe our office environment fuels our collaboration, connection & community as an organization and allows our employees to grow toward greatness. We also believe providing a more flexible and agile model is essential in today’s workplace. A majority of our office-based employees will be able to work remotely for up to two days each week. Additionally, employees who are subject to this hybrid model will be eligible to work from anywhere for up to six weeks in a rolling 12-month period (in maximum two-week increments and according to benefits and tax guidelines). Some jobs may be required to be performed fully in office depending on the role’s responsibilities and requirements.