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Posted May 27th

Chain Key Account Manager

Phoenix, Arizona


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Employer

Warsteiner USA

Industry

Importer and Supplier

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Posted May 27th

Chain Key Account Manager

Phoenix, Arizona

Function

Sales

Experience

Mid-Level

Type

Full Time

About The Position

Job Location:

The preference for this position is to be located in the Phoenix metropolitan area. Other cities in Arizona or California a possibility. 

Description:

The Chain Market Manager is responsible for driving profitable sales over cross a portfolio of national and regional chains, in addition to the assigned geography of markets by managing chain development and relationships, driving sales, retail execution, operations and key relationships at wholesalers and regional chains in an assigned geographic area. The Chain Market Manager serves as the liaison between the distributor and Warsteiner Importers Agency (“WIA”) Sales and Marketing departments.  He or she must continually search for methods to improve distributor and WIA chain, channel, and retail execution on all brands through regular contact with appointed chains and major distributors as well as key accounts in the retail trade, both on and off premise.  They must evaluate, analyze, and monitor assigned chain portfolio and market area to ensure the distributor is meeting annual and quarterly plan objectives and effectively investing in tactical plans to maximize brand growth and distributor focus at retail.  

Main Tasks:

  •  Chain Development and Customer Relationship Management
    • Manage key chain accounts within the geography to achieve WIA sales, profit and other KPI objectives
    • Manage wholesalers in territory to achieve WIA sales, profit and other KPI objectives
    • Evaluate chain performance through measuring and reporting results, evaluating and correcting performance
    • Organize chain account activities through establishing an annual calendar of programming developing strategies for continued growth and developing relationships throughout each chain organization 
    • Providing leadership in making decisions, developing programs, and communicating with the sales force to execute on chain programs and chain authorizations/mandates 
    • Developing forecasts across the cross-section of chains working with regional managers and for wholesalers within the specified territory to ensure appropriate inventory levels in assigned markets and affected chain markets 
    • Conduct regular customer meetings incl. quarterly business review & annual business plan meetings 
    • Own the annual planning process for the assigned account base
    • Handling of all customer requests 
    • Present and implement brand and marketing strategy plan Coordination and supervision of proper implementation of the corporate/brand guidelines 
    • Work out distribution plan by trade channel and product 
    • Frequent Forecasting Input/Demand Planning 
    • Analyze sales per product, performance of marketing activity and budget compliance based on monthly customer reports and Implement corrective measures with customers in order to achieve individual annual plan results 
    • Discuss and negotiate price increases / adaptations 
    • Continuous Price Monitoring subject to int. brand strategies 
    • Customer visit planning 
  •  Sales Planning & Budget Management 
    • Develop business plans on an annual basis for each wholesaler inclusive of volume and marketing/tactical budget 
    • Analyze competition, market and consumer trends 
    • Identify specific business development opportunities 
    • Monitor budget spending/compliance for both WIA and wholesaler commitments
  • Perform Market Activities 
    • Actively work the retail market (on and off-premise independents) to increase distribution and volume
    • Establish strong relationships with key retail accounts 
    • Perform regular store checks/visits 
    • Perform consumer promotions/samplings
    • Ensure key retail accounts have the proper POS materials to best present our brand

Job Requirements:

  • A Bachelor’s degree or higher is preferred
  • A valid driver’s license is required
  • Knowledge of and adherence to state & Federal liquor laws required
  • Minimum of three (3) years experience calling on chain key accounts (examples may include but are not limited to Safeway, Albertson’s, Whole Foods, Trader Joe’s, Walmart, Kroger, Meijer, Target, Sprouts) 
  • Minimum of five (5) of consumer product sales experience. Beverage alcohol industry preferred 
  • Strong oral, written and interpersonal communication skills
  • Strong analytical skills to mine insights and develop plans
  • Ability to utilize business information and sales reporting tools
  • Demonstrated ability to take initiative and be proactive in identifying customer issues, recommending solutions and executing effectively to ensure resolution
  • Proven track record in building effective relationships with customers and internal associates
  • Ability to achieve performance goals with minimum direction and supervision
  • Advanced skill set in presentation creation and analysis through MS Office suite of products (PowerPoint, Excel, Word) 
  • Willingness and to travel 50% of working time
Location
Phoenix, Arizona
Function Details
  • Reports To President - Sales & Marketing