United States of America
Job Posting End Date:
The Account Executive III manages the business relationship with assigned convenience retail channel customers for "warehouse/distributor route to market" brands including Simply, Minute Maid, Gold Peak, Honest Kids, Odwalla, Suja, Zico, and fairlife, working with an integrated account team. Develops and implements Annual Business Plans which support company business objectives. Acts as system-wide expert on strategy, business systems, and operating philosophy of assigned customer(s). Ensures flawless execution of business plans and programs.
Function Specific Activities:
National Call Point for MMBU Warehouse Sales for 7-Eleven US.
Develops Annual and Multi-Year Business Plan with customer, broker, and system input that outline key strategies and initiatives for Coca-Cola growth within customer's management. Work with integrated account team to manage relationship crossing multiple divisions. Builds relationships with senior level decision makers (Global Category VP, Division Marketing Directors and Category Manager)
Accountable for the annual business plan results and marketing activities to deliver volume, revenue, profit, and customer satisfaction commitments made to all stakeholders during business acquisition and/or stewardship planning.
Responsible for forecasting and managing to budget. Effectively manage trade spend budget to deliver plan at assigned customers within brand pricing strategies. Responsible/Owner of Rolling Estimate volume, revenue, and gross profit forecast for assigned customers, including monthly routine for changes with finance, commercial leadership, and Acosta.
Grows customer satisfaction, maintains win/win business relationship, and ensures effective communication with all key buying influences.
Manages communication with internal, broker, and customer network to ensure constant application of strategies as outlined in the Annual Business Plan and flawless execution of programs.
Aligns system resources to implement marketing programs according to plan, schedule, and budget.
Acts as a system-wide customer expert to ensure that the Coca-Cola system understands customer(s) objectives, strategies, positioning, and needs and that Company programs are consistent with their needs.
Responsible for problem solving operational or executional issues with customers or broker.
Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an understanding of the customer. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions.
Annual Business Plan: Ability to prepare and implement annual business plan for customer/territory.
Marketing Program Customization: Ability to customize & develop customer specific marketing programs
Customer Knowledge (Business): Knowledge of the customer's business priorities, values and preferences (i.e., business culture, business background, key business objectives and priorities, key business challenges and strengths). Ability to gain customer knowledge by applying Connecting with Customers selling technologies.
Recognition of Business Plan Misalignment: Ability to recognize when current planned initiatives do not represent the best interest of the customer or company.
Forecasting: Ability to identify and understand patterns and interconnectivity of relevant data (i.e., customers, consumer trends, marketplace information, economic information, industry trends, future business trends, soft drink and other industry information) in order to predict business performance and market trends for a customer portfolio or a specific geographic territory.
Contract Procedures: Knowledge of contract procedures, negotiations and Coca-Cola system approval processes. Ability to understand and interpret customer contracts.
Questioning to Support Marketing Resource Engagement: Ability to ask appropriate questions in order to engage marketing resources to capture the customer/marketplace opportunity.
Resource Management to Realign Business Plan: Ability to redirect or reposition resources (i.e., time, money and people) towards mutually beneficial business solutions.
Bachelor's degree in business or related business experience required
Min 7 yrs years sales/marketing/ account management experience in large consumer goods organization with increased responsibility
Complex selling knowledge with proven ability to create and sell-in customer specific programs & initiatives.
Proven ability to manage needs and concerns of multiple stakeholders across various business systems.
Strong collaboration skills internal/external
Business development planning experience.
Strong communication skills to maintain customer and internal relationships
Drive Innovation: Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement to new product and package innovation)
Collaborate with Systems, Customers and Other Stakeholders: Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler)
Act like an Owner: Deliver results, creating value for our brands, our System, our customers and key stakeholders
Inspire Others: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
Develop Self and Others: Develop self and support others' development to achieve full potential
Growth Mindset: Demonstrates Curiosity. Welcomes failure as a learning opportunity.
Smart Risk: Makes bold decisions/recommendations
Externally Focused: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices, or ideas.
Performance Driven & Accountable: Has high performance standards. Outperforms her/his peers.
Fast/Agile: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
Empowered: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.
Travel - Up to 50%
Years of Experience:
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.