MAIN PURPOSE OF ROLE

The Key Account Manager is responsible for the management and continued growth of specific targeted accounts. This position will work closely with these designated accounts and the Director-Key Accounts, Sales Strategy, Marketing, SCM, and the Executive Team to drive profitable sales growth while following best practices and the “PMO Way”. Primary focus would be on Trader Joe’s, Whole Foods Market, Kroger, Target, and Publix.  



ESSENTIAL JOB FUNCTIONS

Key Outputs Measurements / Performance Indicators

- Maintain all corporate policies related to Key Account Management

- Oversee total business at assigned key accounts, managing both internal and customer deliverables 

- Develop and execute account/business plans to achieve monthly, quarterly, and annual sales and profit plans

- Provide accurate and timely weekly, monthly, and annual forecast for all assigned accounts/items

- Developing a complete understanding of key accounts needs

- Anticipate key account changes and make improvements based on changes

- Lead/direct business review meetings at assigned retail account sites

- Expand and strengthen key account relationships by analyzing customer/market data to provide and support customer relationship management

- Acting as the main point of contact between key clients and internal teams

- Project Management - Assist in New Item development as needed by collecting and providing specific customer specs and demand to R&D team and managing progress from ideation to completion

- New Item execution – work with the Territory Team Coordinator to assure flawless execution new item introduction 

- Manage trade expense efficiencies/ROI

- Work with marketing to create internal and external presentation materials & customized decks to support key account and internal meetings/discussions

- Develop a thorough understanding of key accounts needs and requirements and prepare customized solutions to maximize sales and ROI

- Coordinate the involvement of cross functional company personnel to support the customer’s performance objectives

- Establish yourself as a trusted advisor with key customer stakeholders

- Stay abreast of competitive activities in the marketplace/key accounts  



ADDITIONAL RESPONSIBILITIES

- Domestic travel up to 35%+

- Other duties as assigned



KEY INTERNAL RELATIONSHIPS 

This position will work closely and collaborate with cross functional roles on a regular basis to include Director of Key Accounts, Territory Team Coordinators, SCM, Sales Strategy, Customer Service, Marketing, and R&D.



KEY EXTERNAL RELATIONSHIPS 

Assigned retail customers



KNOWLEDGE & SKILLS

- Strong knowledge and understanding of Customer Management, Selling Process, and Customer Business Cycles

- Robust knowledge of Syndicated Data (SPINS, Nielsen/IRI, Panel Data, etc.)

- Solid business and financial acumen

- Superior and creative negotiation skills with challenging/demanding customers

- Experience with brokers preferred

- In depth knowledge of key accounts

- Ability to plan, assess and implement change

- A “self-starter” who is self-motivated and self-directed

- Project management skills/knowledge

- Exceptional oral, written, and presentation skills

- Computer proficient (Microsoft Office, Nielsen/IRI, Salesforce)

- Good interpersonal, organizational, and time management skills

- Problem solving skills

- Ability to multi-task

- Strong analytical skills



EDUCATION & EXPERIENCE

- Minimum of 8 years of experience in sales within CPG industry, preferable food, with at least 5 years servicing major/national retail accounts.

- Minimum of 3 years of experience with Trader Joe’s.  

- Bachelor’s degree in Business or a related field.