The Account Executive position is responsible for managing Brokers in the C-store/Drug channel and direct customer contact with National retail accounts. The A.E. is accountable for maintaining and growing existing business as well as generating new accounts within their assigned channel. The position manages and controls all elements of the sales process within the assigned channel responsibility from prospecting, sales presentations, forecasting, customer business reviews to evaluations
·Manages and develops assigned customer business as well as new customer opportunities.
·Manages and develops brokers with assigned channel.
·Develops account sales plans and sets strategy for assigned accounts.
·Actively engages with assigned customers to drive incremental sales.
·Collaborate with customers and perform business reviews as needed.
·Responsible for forecasting the sales volume within assigned accounts.
·Fiscal accountability to work within assigned trade budget.
·Leads the coordination of multiple resources to successfully on board new customers within channel.
·Work collaboratively with customer supply chain on an ongoing basis.
·CRM reporting of sales activity and opportunity tracking.
Education: BA/BS from an accredited college/university
Minimum 5+ years’ selling experience in multi-channel CPG experience (C-Store, Drug, Mass, Grocery) including:
Minimum 5 years of experience in the CPG industry (Account/Broker/Category Management)
Minimum 2 years’ experience Broker Management
Minimum 3 years experienced selling to retailers/wholesalers and distributors
Strong external (Customer) network (Working history with DOT/McLane/Walgreens and NACS involvement a plus)
Strategic and pro-active with interpersonal skills and ability to influence at Senior stakeholders with Broker and Customer
Demonstrated sales planning, forecasting and sales execution experience
Commercially astute with a strong business sense and excellent problem solving/analytical skills
KNOWLEDGE, SKILLS AND ABILITIES
History of high performance ratings in current and recent positions.
Outstanding organization, communication, presentation, and management skills.
Excellent verbal and written communication, presentation, decision-making and negotiation skills.
Strong CPG discipline process oriented to customer centricity.
Proficient in Excel, Power Point, Syndicated data and Trade Promotion Management
Proven leadership in sales management role.
Critical thinking skills and a “bias for action.”
Ability to work through complex, unstructured problems.
Position requires individual to have a thorough understanding of business financials and experience presenting to executive level personnel with in their own company and at top Retailers.
50% - 60%