The Key Account Manager is expected to establish and maintain relationships with key retailers and distributors within given territory. This individual is responsible for the sales volume, distribution, programing and planning efforts within assigned key accounts, consistently aligning to Mahou USA Principles and Strategies. Individual must identify business opportunities within set of key accounts and lead the development, communication, and execution of necessary strategies to drive sales volume, distribution, revenue, and profitability. The Key Account Manager must work in close alignment with field sales and distributor partners.

 

Include the following. Other duties may be assigned.

 

• Aligns with VP National Accounts and CSO on near- and long-term strategic priorities for Mahou USA portfolio in assigned key accounts

• Develops Mahou USA brand and SKU priorities by key retailer to deliver long term strategic growth

 

• Owns relationships with key retail buyers with the goal of driving Mahou USA’s distribution and volume objectives in assigned accounts

• Work with Category Management team to develop strategic sales propositions that help drive smart strategic distribution growth for Mahou USA brands/sku’s.

• Act as a “business consultant” with a solution-based mindset to drive sales and revenue

• Develop retailer-specific plans that outline Mahou USA’s short/mid/long-term growth and then executes programs that deliver against those objectives

• Conduct regular meetings with key account retailers to analyze plan performance to identify opportunities or overcome any hurdles to maximum performance

• Scorecard against critical KPI metrics monthly 

• Participate in sales forecasting and item pre-orders regularly 

• Be prepared to pivot as needed to reach key account region sales, volume, and revenue goals

• Work closely with field sales and distributor partners to create solutions to challenges

• Provide feedback to leadership regarding marketplace trends and necessary change 

 

• Communicate all key account activity to ensure flawless execution from the general sales team and distributors against mandated programming

• Work with Category Management team and Commercial Execution to evaluate program execution and then communicate program gaps, execution updates, and after-action reviews as needed 

• Use CRM and CCM platforms as tools to drive action-oriented execution

• Coordinate time in market with field sales and distributors to check execution

• Collaborate with field sales to identify and execute against chain opportunities to maximize Mahou USA Sales and increase brand equity 

 

• Build annual budget plans by retailer and track monthly to ensure proper ROI

• Evaluate investment and programming opportunities to ensure all spending is within company guidelines and follow necessary protocol

 

• Responsible for executing Mahou USA price strategies by brand/sku to ensure that shelf pricing is on brand strategy while maximizing Company’s margin/profit.

• Participate in the developing market-specific pricing and programs that drive activity at retail during key price promotion windows while maintaining brand strategy

• Responsible for understanding current brewery margins by brand pack and build annual objectives to improve margin profitability and mix

• Maintain accurate records of current pricing for Mahou USA sku’s versus competition across all retailers in assigned territory.

• Regularly conduct retail price surveys by specified chain and/or channel of trade to ensure Mahou USA package is priced properly versus defined competitive set.  

• Work with management & Pricing and Revenue Manager to initiate corrective action to improve Mahou USA pricing in all assigned accounts.

• Coordinate with GM’s and MM’s to ensure all chain pricing and promotional activity are executed properly and align with retailer strategy within given territory

• Discuss all pricing strategies, price increases, and promotional costs with MM’s and distributors

 

• Connect monthly for one-on-one meeting with supervisor

• Participate in key account region meetings 

• Participate in regional GM meetings to present upcoming key account activity

• Coordinate time in market with fellow KAM’s, field sales, and distributor partners

• Build and foster positive working relationships with retailer partners

• Complete performance review bi-annually, to include goal setting and Individual Development Plan

• Seek out necessary tools for continued improvement

• Connect and communicate cross-departmentally for continued growth and understanding 

 

 

To perform this job successfully, an individual must be able to perform each essential duty with excellence in mind. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

• Bachelor's Degree (B. A.) from four-year College or University; or three years related experience and/or training; or equivalent combination of education and experience.

• Three years’ minimum experience working in the three-tier distribution system either with a beer wholesaler or beer supplier.

• Passionate sales leader with combination of entrepreneurial spirit yet proven professionalism

• Strategic thinker with proven track record of driving high levels of execution 

• Strong oral and written communication skills. Must be able to speak clearly and persuasively in positive or negative situations; good listening skills; and strong group presentation skills.

• Understanding of, and ability to perform, basic trade math as a part of doing business in a “fact-based” selling culture.

• Ability to prioritize and plan work; attention to details; effective time management; set goals and objectives.

• Follow instructions; respond appropriately to management direction; self-starter.

• Take independent actions and calculated risks.

• Display creativity and original thinking.

• Team player that is passionate about selling beer.

• Highly self-motivated and ability to work both traditional business hours as well as non-traditional business hours including, at times, nights, weekends, and holidays as required.

• Must be available for overnight travel for crew drives, meetings, training and occasional weekend events or Distributor and Retailer entertainment.

• Experience with syndicated national account sales data and CRM software (VIP, IRI)

• Must have solid computer knowledge and skills in Microsoft Word, Excel, Power Point, as well as specific applications such as VIP, Armadillo, and Apple apps designed for DGY business purposes.

• Must be able to lift, carry, push and/or pull up to 35 pounds.

• May be asked to perform additional duties and responsibilities as requested, directed, or assigned by General Manager or VP.

• Valid driver’s license required with excellent driving record.