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Sales Account Manager
2 months ago
The Sales Account Manager IV will be responsible for driving maximum profitable sales for Refresco Beverages. This role will establish and execute a mutually beneficial business plan regarding distribution, pricing, and merchandising programs for appointed accounts, while developing effective customer relationships at all levels within the assigned customers.
Key Responsibilities:- Develop and execute annual account plans to achieve profitable sales volume, excellence in availability, optimal distribution, and competitive pricing within various banners and business units of key accounts.
- Build strong business relationships with key accounts across various functions, levels, and business units to ensure annual account plans and objectives are met.
- Analyze various data sources and insights to identify business opportunities that effectively grow the business and present internally for potential commercialization.
- Collaborate with Supply Chain and Demand Planners to provide insight into upcoming events, promotions, distribution, or POS changes to ensure accurate forecasts.
- Stay up-to-date on the latest trends and capitalize on business opportunities that effectively grow the business.
- Provide accurate sales forecasts for all assigned customers.
- Analyze the business in relation to the customer, market, category, and develop sales plans that achieve growth and profit objectives.
- Evaluate and conduct post-audits on all promotional events to better understand if program objectives were achieved.
- Make recommendations to ensure the achievement of both customer and Refresco Beverages sales and financial objectives.
- Manage all financial budgets while ensuring they are managed within established guidelines developed by Refresco Beverages. Identify deviations and take corrective actions when necessary.
- Complete all administrative tasks, including expense reports, pricing templates, deal sheets, forecasts, new item sheets, MDF worksheets, and weekly reports in a timely and accurate manner.
- Work closely with Demand Planning to develop accurate forecasts.
- Have a working knowledge and understanding of the Supply Chain process.
- Manage complex T30 accounts requiring strategic thinking, analysis, and planning.
- Utilize category management skills to increase account revenue.
- Facilitate annual high-level meetings at accounts and participate in long-term planning.
- Direct reports may be added as part of continuing development.
- University degree or diploma in Business Management or related discipline preferred, or equivalent experience.
- A minimum of four (4) year sales management experience preferably in the CPG industry.
- Essential level of competence in supply chain acumen and manufacturing processes, tools, and models available to support demand planning, forecast accuracy, and procurement of materials.
- Proven ability to cope under pressure, prioritize, and manage multiple tasks simultaneously, daily processes/projects, to meet tight deadlines.
- Solid experience developing business plans for large multi-tiered accounts, managing complex tenders/bids.
- Excellent interpersonal, written, and verbal communication skills, with demonstrated ability to negotiate successfully.
- Strong analytical and problem-solving skills.
- Ability to work closely with multiple cross-functional roles within the Refresco organization.
- A proven self-starter and experience demonstrating a strong initiative to work autonomously.
- Solid background and understanding of the supply chain business, including working knowledge of supply chain acumen, manufacturing processes, tools, and models available to support demand planning, forecast accuracy, and procurement of materials.
- Proven ability to manage complex negotiations.
- Working knowledge of syndicated data.
- Competencies in MS Office suite.
- Preference given to candidates with experience in SAP.
