Sr. Manager, Key Accounts & Strategy in Elizabeth, Illinois at Allied Beverage Group
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Job Description
- Alignment: Will act as the primary conduit between Sales and Marketing to ensure that national strategic programs are translated into actionable, local execution.
- Accountability: We will track performance with focusing on price management, shelf standards, distribution gaps along with all other critical winning opportunities for the portfolio;
- The "Perfect Store": We will pursue dominance in A Retail Locations, primary shelf placement, cold box and high-traffic secondary displays.
- Account Planning: Each Strategic Account will have a custom plan focused on depletions and premium brand visibility.
- Opportunity Mapping: Will analyze competitive activity and customer needs to pivot our strategy in real-time, capturing new "White Space" in both On- and Off-Premise accounts.
- Performance Tracking: All promotional activity will be tracked and reported for score carding
- Feedback Loops: Will use field insights to provide "boots on the ground" feedback to the marketing teams, ensuring our next round of initiatives is even more lethal than the last.
- ‘Allied Insights’: Utilize this program that provides a powerful tool to drive smarter decisions and stronger results for ‘real-world’ use cases.
Manage KPI ‘Play to Win’ Scorecard
Manage Merchandiser’s and work with Key Sales Leads to ensure priorities are attained and top of mind.
• Ensure excellence across in-store execution of shelf placement, displays, cold box presence, and POS activation.
• Expand distribution of priority and innovation brands.
• Review and ensure Key Sales Leads are maintaining priority goals for the supplier.
• Promote and maintain consistent execution of merchandising standards across different accounts.
Account / Team Management and Growth
Develop and execute business plans by coordinating with Merchandiser’s presenting pricing and promotional strategies and incorporating competitive insights and customer feedback.
• Deliver volume, revenue, and market share targets across the portfolio.
• Identify growth opportunities by presenting pricing strategies and promotional programs.
• Build strong relationships with sales representatives and buyers (decision makers).
• Achieves targeted display and feature placements across team and their accounts.
• Ensure KPIs are achieved according to supplier priorities for each group of accounts by team.
• Coach and train Merchandiser’s to provide accurate and effective information for pricing and promotional activities.
• Weekly meetings with Merchandiser’s review progress for each account they are responsible for.
Sales Engagement & Stakeholder Alignment
Drive consistent, high-impact engagement across all levels of the sales organization to advance priorities and deliver against the supplier's commercial scorecard. Secure physical and digital advertising placements and tie in sales.
• Build and maintain daily relationships with Sales VPs, Directors, Key Account Managers, and field teams to drive alignment and execution
• Communicate and reinforce pricing, programming, and strategic initiatives to ensure strong in-market adoption
• Influence cross-functional stakeholders to unlock opportunities, remove barriers, and accelerate performance
• Partner with key accounts and internal teams to track results, share insights, and deliver against scorecard objectives
Strategic Planning, Communication, and Development
Direct Merchandiser’s to ensure they are executing strategy, communication, and plans for supplier priorities in each account.
• Implement and execute supplier priorities with the accounts by communicating regularly and with face-to-face interactions.
• Conduct regular field visits with each Merchandiser to ensure execution of standards.
• Set clear KPIs and performance expectations.
• Provide updates on account activities, opportunities, and performance.
• Report accurate and timely updates with risks and opportunities to support decision-making and improve supplier priorities.
Conduct Business Reviews and Track Performance
Analyze account performance and conduct regular business reviews that tie into KPI scorecard.
• Review account performance across display, shelf, and advertising activity with Merchandiser’s and accounts.
• Implement quarterly and annual business reviews.
• Foster a high performance, accountable, and reliable culture.
• Use performance data to identify opportunities and drive account growth.
• Maintain complete and accurate tracking of account activity.
- Bachelor's Degree or equivalent experience
- 4 to 6 years of relevant sales, account management, sales planning and KPI Execution
- Strong understanding of account management, pricing strategy, and promotional planning
- Experience in beverage, alcohol, or related industry preferred
- Proficient in Microsoft Office Suite
- Strong organizational, analytical and problem-solving skills
- Ability to manage multiple accounts and priorities independently
- Strong presentation and communication skills
- Ability to work cross functionally and fluidly engage team to drive completion execution.
- High level of organization, attention to detail, and follow through
- Diver and CRM experience