Regional Key Account Manager

Job Details

Level

Management

Job Location

DFW - Dallas, TX

Position Type

Full Time

Education Level

Bachelors Degree

Travel Percentage

Up to 50%

Job Category

Sales

Description

Primary responsibilities include leading the company’s efforts to grow volume and profit in the DSD territory assigned. Responsible for achieving sales goals and strategic objectives within his/her customers and territory. Effectively manage the relationship with customers in the area assigned, lead negotiations and influence alignment with Barcel account strategic plan while working collaborative with other key positions in the company to influence and orientate distributor partners that provide service to such customers. Analyzes business environment to develop annual strategic plans for customers as a frequent joint business plan partner.

What Will I Be Doing

• Actively participate in Annual Planning and Forecast process in collaboration with DSD Regional Team.
• Drives execution of account programming by collaborating with national and regional head quarter contacts and appropriate Operation Sales teams for all brands/categories
• Deliver annual volume, manages trade spend and profit plan for all brands/categories in all accounts assigned
• Actively participate in customer payment processing including financial contracts, and collections.
• Aggressively sell price programs by utilizing best practices and available tools. Customize presentations to better appeal to customer’s needs. Evaluate ROI to ensure all promotions are within company TPR guardrails.
• Take lead on growth initiatives understanding overall category and competitive trends.
• Coordinates the involvement of company personnel, including support, service, management resources, in order to meet account performance objectives and customer’s expectations.
• Maintain accurate performance information of customers.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Proactively assesses, clarifies and validates customer needs on an ongoing basis.
• Ensures compliance with annual Customer Marketing Agreement from Account HQ for all designated areas of responsibility.
• Establishes productive, professional relationships with key personnel at assigned customers at all levels.
• Establishes “Wiring Model” that ensures communication with all regional chain decision makers
• Ensure all promotions are accompanied by effective POS and incremental displays.
• Develop the tactics and resources plan for initiatives to ensure effective execution and communication plan of action to all stakeholders.
• Actively coordinates and ensures efficacy of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories
• Executes distribution on new and existing priority SKU’s in-line recommendations aligned to Company standards, Gold Standard Execution
• On-going analysis and review of business trends to identify gaps to plan and execution for all brands/categories
• Develop annual promotion plan while adhering to DSD Regional Trade Spending Plan, and ensure flawless execution through consistent customer engagement and buy-in for all brands/categories
• Other duties as assigned by your supervisor
• Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives and efficient trade spending.

Qualifications

What Is Expected Of Me

Mandatory Skills

• Education Business: Administration, Marketing Bachelors
• Able to influence external and internal costumer and work effectively in cross-functional environment.
• Knowledgeable of Warehouse replenishment programs and supply chain requirements.
• Minimum 5-7 years of strategic sales experience: preferably with a consumer-packaged goods organization
• Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel.
• Travel: Domestic 40%-50%
• Proficient in IRI, Retail Link, Nielsen data
• Demonstrated skillful negotiation capability with Buyers and Senior Buyers in the Grocery Retail CPG industry
• Proven track record of effective trade expense management
• Frequently participated in successful strategic joint business planning sessions with major regional CPG retail accounts
• Experience working with 3rd party, Direct Sales Distribution (DSD), and CDC Warehouse GTM (Preferable)
• Can create Playbooks and other medium to communicate and execute account/customer promotions and other trade events ensuring effective ROI

Other Relevant Skills

• Capability to excel in Sales
• Proven leadership capability with a track record of leading and influencing large multi-level and or cross functional teams.
• Detail & Results Oriented
• Commitment and ability to succeed within a complex organization
• Bilingual preferred (Spanish)
• Superior Oral/Written Communication Capability
• Ability to multi-task, prioritize and organize in a fast-paced environment.
• Highly motivated individual with excellent communication, negotiation, influencing and follow up skills
• Analytical & Critical Thinking Skills
• Great Interpersonal Skills
• Seasoned in conflict management
• Excellent written and verbal communication skills required.
• Solid understanding of financials including P&L impact of sales decisions

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.