Must reside in WI, MO, MI, OH, IL, IA, IN, or MN with close proximity to an airport. Principles only, no recruiters please.
Midwest Account Manager Summary
This position is primarily responsible for effectively managing a top level base of retail accounts which requires frequent travel away from the account manager's home office. This position's primary responsibility is generating sales through prospecting efforts in order to meet company objectives in the areas of sales volume, market penetration, profitability and selling costs.
Primary Role and Responsibilities-duties in this section require independent judgment and discretion in the achievement of stated objectives or outcomes.
Promote, sell, and secure orders from existing and potential customers. Primary responsibility will be the Midwestern retail accounts.
Employ solution-selling techniques to identify business needs and develop customized solutions to help customers solve business-related problems; determining which solutions are best suited for each retail customer.
Build strong partnerships, helping to position the Company as a Strategic Business Partner for retail accounts in the region. Determining appropriate stakeholders and strategy for supporting and achieving objectives.
Proactively engage in all pre-sales activities including initiating contact with prospects, presenting new concepts, and researching new trends to develop additional business. Establish relationships with buyers up through senior management at the account.
Where appropriate, coordinate and help manage use of retailer's proprietary software, reporting, and all other retailer and vendor resources to achieve sales objectives through support for the customers.
Develop clear and measurable volume, promotion and distribution plans to achieve overall sales objectives, taking into account Company goals and objectives as well as those of the retail account.
Make required number of substantive calls on customers. Plan and execute presentations to effectively communicate product and service benefits to Key customers both internally and externally.
Developing effective customer relationships at all levels within the customer base focusing on building business, fostering partnerships and expanding the reach of company product lines.
Monitor daily, weekly and monthly sales performance to ensure achievement of the customer's and the Company's strategic business plans. Develop and propose adjustments as needed to meet plan or take advantage of opportunities to grow the partnership. Share results with appropriate stakeholders and coordinate support team accordingly to achieve stated goals and objectives.
Develop and implement specific programs to achieve optimal business objectives. Monitor and measure results through daily, weekly and monthly sales reports. Share with necessary stakeholders and evaluate ways to make data and reporting more supportive to sales activities and decisions.
Ensure efficient and timely communication with existing and potential customers relative to promotions, new products and services, and other marketing and sales activities.
Analyze customers and competition and generate specific plans to achieve objectives.
Model the organizational values of thinking innovatively; optimizing solutions with a customer focus; operating with integrity and a sense of urgency; delivering unmatched quality and setting a standard for food safety; leading change; and being accountable.
All other duties as assigned
Additional Duties and Responsibilities- duties in this section are regularly occurring but may increase or decrease based on the projects, changing objectives, or shifting priorities.
Manage a variety of shifting deadlines through multi-tasking and turning projects/initiatives to on-time completions.
Continually work to improve sales techniques and sales knowledge.
Prepare sales account plans and other documentation as required.
Coordinate with merchandising staff including training employees; planning, assigning and directing work; addressing complaints and resolving problems.
Keep well-informed on industry changes; participate, where possible, in organizations directly involved with the Company's prime markets.
Keep Sales Director advised of economic, competitive and other factors affecting region and make recommendations.
Contribute and drive initiatives that improve company profitability and drive volume.
Qualifications and Education Requirements
The qualified applicant should have five or more years of sales experience, preferably with 2+ calling on retail grocery chains. Prior experience in food brokerage or food distribution, especially in Perishables, is a plus. Bachelor's degree in business or a related field; or equivalent experience. Cheese and/or Deli experience is a plus.
Knowledge and background in the retail gourmet food industry working with and calling on grocery retail accounts, preferably with regional and national grocery retail chains.
Demonstrated success in calling on top level accounts with a strategic sales and collaborative sales approach.
Passionate about food.
Experience working out of a home office. Must have access to home office.
Proficient at using PC applications; including Microsoft Office. Intermediate to skilled level in Power Point and Excel is strongly preferred.
Ability to penetrate and form relationships with many levels of decision makers throughout accounts.
Strong understanding of product merchandising with a demonstrated ability to set product and displays for successful utilization and sales.
Strategic thinker with ability to assess short and long term needs.
Ability to effectively present information and respond to questions from executive-level prospects and customers.
Strong sales, service and business skills.
Excellent communication skills both oral and written.
Ability to effectively manage a sales territory.
Strong understanding of product metrics such as packaging, shelf life, and customized marketing.
Extremely organized and highly motivated.
Ability to travel up to 50% and occasionally work nights or weekends as necessary.
Model and translate a strong understanding of customer service, team work, and company values.