Key Account Manager - Off Premise

POSITION TITLE 

Key Account Manager – Off Premise

JOB SUMMARY:

This position’s primary duties will be to develop and improve our sales strategies with our national off premise and regional off premise chain partners.

DUTIES/RESPONSIBILITIES:

·     Build the annual chain customer planning process, identify resources needed, and manage it to completion.

·     Calling on and developing programs with regional chains throughout the HABC footprint, including C-Stores, Liquor chains, and Grocery chains.

·     Develop short and long-term chain business priorities and identify issues/opportunities across trade channels

·     Prepare for and present new item meeting for our national chain partners

·     Create a structure for, execute and assess promotions

·     Deliver depletion, market share and distribution objectives

·     Manage and develop customer relationships, ensuring focus and execution against company objectives and provide appropriate feedback and direction based on performance.

·     Work with marketing to create and execute sales programming ensuring consistency with company objectives within chain customer set.

·     Develop effective working relationships with distributor chain management teams driving strategic and tactical initiatives.

·     Analyze performance to address variances and ensure that corrective actions are implemented in a timely manner.

·     Provide management with market intelligence including sales trends, product developments and competitor activity, and recommend strategies to address these trends

·     Observe all state and federal laws pertaining to the sale, merchandising and promotion of malt beverages

·     Expand distribution by both number of accounts as well as number of SKU’s within accounts

·     Expand shelf and display activity within off-premise accounts

·     Work closely with the HABC Sales Team Director and Managers to maximize success in these regional chains and with the Marketing Team to ensure creative programs

·     Work the market to audit sets, programs and sell to individual buyers/assist our team/distributors as needed.

·     Create and maintain a chain tracker for placements, sets, and programs. Update and distribute to sales reps on a monthly basis, to implement accountability at the street level.

·     Report monthly updates and progress to Sales Director.

REQUIRED SKILLS/ABILITIES:

·     Must be 21+ years old

·     Must have prior experience calling on, and servicing Grocery, C-Store, Drug and Club Channels

·     Has demonstrated the ability to evaluate information and prioritize actions in response to evaluation; possess superior analytical skills

·     Proven track record of meeting and exceeding sales objectives in the beverage industry

·     Ability to integrate within a team while also working alone for a large percentage of the time

·     Ability to develop and interpret spend, performance and financial reports

·     Efficiently manage off premise chain budget

·     Efficiently manage monthly travel & entertainment budget

·     Skilled at identifying opportunities and developing solutions

·     Results-oriented

·     Self-Starter and self-motivator

·     Excellent verbal and written communication skills with internal and external customers.

·     Superior sales presentation skills

·     Must have a valid driver’s license

·     Must have a willingness to travel and frequently travel for multiple days

·     Ability to work late nights, early mornings, weekends and holidays to support sales activities

·     Strong alignment to company culture and values

BENEFICIAL EXPERIENCE:

·     BA/BS or relevant post-secondary education are preferred

·     Excellent Computer skills and is very knowledgeable/experienced with PowerPoint, Excel and Word.

·     Minimum 5 years adult beverage / consumer good industry experience

·     Must know how to analyze data from IRI, Neilsen and VIP System

·     Pre-existing relationships with chain buyers locally, regionally and nationally.

PHYSICAL REQUIREMENTS:

·     Prolonged periods sitting/driving in a car and working on a computer

·     Able to lift and transport loads up to 65 pounds