Key Account Manager- North - CPG Industry (Salty Snacks)
Location is Albany, NY.
Increase sales of the Wise Portfolio of products to specific accounts by negotiating floor space, sales conditions and customer service in order to improve company sales and profitability.
You'll perform sales initiatives to increase market share and household penetration for Wise branded and affiliated products.
Communicate sales initiatives to account holders such as promotions, new launches and sales incentives.
Analyze, evaluate and improve the effectiveness of sales, methods, costs and results.
Establish sales routines with key people in the sales/purchase process with each account, in order to create new sales opportunities.
Apply marketing information to execute sales strategies to specific accounts.
Create and adjust the existing sales model to convenience stores and the specific needs to that channel to increase sales.
You'll execute sales routines to maximize sales potential with clients and ultimately final consumer.
Execute "Best in Class" merchandising standards to maximize the sales potential through increased revenue and gross profit for Wise Food Inc.
Maximize the use of space to increase sales by negotiating with the account holders and using marketing information for better placement.
Ensure display activity at store level to support promotional price/package plans with local, regional and national customers.
Ensure service to accounts by visiting the market and checking that displays and promotions are properly executed.
You'll develop sales growth by checking sales standards by routes.
Analyze if each route is sustainable and meeting potential to determine the feasibility or rebalance.
Execute route management set up such as RTM.
Recommend and administer policies and procedures to enhance sales operations and market execution
Monitor billing to ensure each account is being profitable.
You'll oversee sales operations such as time management, route balances, and sales routines.
Calculate the route efficiency and make changes if needed.
Check if the sales cycle is being carried out, if not adjust accordingly.
Train the salesforce whether Independent Operators or Wise employees to the sales cycle and sales execution to promote better product displays and sales execution.
Train the salesforce in correct product placement.
You'll develop productive and professional business relationships with account and store owners to improve profitability.
Educate store owners on inventory management, product cost, margins, and general expenses to make sure they are profitable and sales are profitable for both.
Influence them to follow the company models for sales in order to achieve better sales and create a trusting relationship.
Negotiate with storeowners to get better floor space and sales conditions for the Wise portfolio.
You'll nurture new customers to increase sales according to the market circumstances in order to improve company sales.
Find accounts that are willing to carry our products and negotiate new sales contracts with them.
Negotiate sales price and floor space to better showcase our portfolio.
Communicate sales promotions and leverage that to increased sales.
Build business case to determine if new routes are profitable.
May supervise 2+ people who are local in the marketplace. Total revenue goal $5M.
MINIMALLY QUALIFIED CANDIDATES have the following:
Bachelor's Degree in Business, Sales, Marketing or related field required.
At least 5 years of Consumer Packaged Goods (CPG) experience especially supermarket or convenience store sales experience.
At least 2 years of management experience of sales, merchandisers, or route drivers.
At least 2 years of sales and contract negotiation experience as a key account manager.
Experience increasing display and shelf space, improved market share, sales and profitability.
Prior experience administering the proper accounting of trade spend, distributor and customer pricing, customer credit applications and distributor costs.
Proficient skills in Microsoft Office (PowerPoint/Word/Excel/Outlook)
Willing to travel 40% travel.
IDEAL CANDIDATES also have the following:
Master in Business Administration (MBA) Degree in Bus Admin or Sales/Marketing
Prior food or salty snack industry experience
Strong knowledge of DSD Operations, Warehousing, Customer Management, P&L Mgmt, & Talent Development practices
Supermarket sales experience with Price Shopper, Big Y, Top's Hannaford, or the like.
Proficiency with syndicated data (IRI/Nielsen)
Wise Foods Inc. ("Wise" or "the Company") is a leading producer of salty snacks with a long heritage. Founded in 1921, Wise is a brand of tradition and authenticity that consumers have come to know and trust over the last 90 years. Since our inception, our iconic brand has symbolized great tasting snacks for many generations of consumers including potato chips; cheese flavored baked and fried corn snacks, tortilla chips, pretzels, popcorn, corn chips, onion rings and other assorted snacks. We market our products under some of the most recognizable brand names in the salty snack industry, including Wise, Cheez Doodles, New York Deli and Bravos. We also produce private label products for a number of retailers. Products are distributed using a direct-store-door ("DSD") delivery and merchandising system and sold in major grocery retailers, neighborhood markets and urban bodegas, as well as established retailers in the mass, convenience store, drug, food service and club channels. Wise Foods is fully owned by Arca Continental, the second largest Coca-Cola bottler in Latin America and one of the largest in the world. We invite you to explore growing your career with Wise!