Manager Corporate Accounts

Chicago, IL, United States

Description

The Corporate Account Manager will be responsible for providing data analysis and interpretation, strategy development, thought leadership, and presentation selling to senior management within Corporate Groups in order to support key initiatives that generate incremental sales on a national level and maximize long-term value within Foodservice.

This person will manage the growth of a strategic Group Account portfolio of innovative Sabert and private label products to both corporate headquarters and distributor member accounts.

The Account Manager must develop and manage annual growth plans with Group Headquarter locations and strategic Distributor members to increase demand for existing Sabert products and awareness and demand of new and upcoming Sabert products. The role supports local Sales efforts of Sabert Foodservice sales and Broker sales through training and participation of their Group and product category focus.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Manage select National Distribution Group partners; develop positive working relationships; oversee and manage a National marketing program, trade spend, rebates, etc.; support brand SKU enhancement and development. Ensure they are structured to achieve the expected outcomes and results consistent with a "Pay for Performance" philosophy and ensure appropriate tracking and communication of results

Develop strategies for introduction of new business at category and/or item level. Strategies must include Supply Chain implementation along with Sales Activation

Develop, implement and/or oversee an annual sales and marketing plan for assigned group account including optimization of current plan including strategic negotiated changes to legacy programs

Conduct meetings including presentations for new product line growth for Sabert and or private label product. Conduct top to top business reviews and create opportunities to interface regularly to enhance relationships.

Ensure new products are effectively introduced to applicable distribution partners to achieve the successful roll-outs at National level and ensure every program is launched with a successful sales activation strategy.

Top-to-Top Score carding - owning all tracking and reporting against joint value creation areas (Key initiative action plan progress, Trade/rebate spending, Promo calendar, Service levels, etc.)

Portfolio Strategy support - Analytics included Gap-analysis and identification of under-penetrated areas both by Group as well as by Metro Geography

Collection (Category) Review Support - Support HQ Accounts and field Category Managers with sales data analysis combined with Market Trend Analysis to identify areas for incremental growth and future opportunities.

Work with Group distribution partners to resolve open issues and concerns; assist sales staff as needed on problem resolution

Support distributor and operator pipeline activity to assist in sales training and activities at the end user customers

Pre and Post Promotional Analysis - Developing and sharing best practices for sales penetration and ROI improvement

Foster a positive work environment through open and ongoing communications and an atmosphere of collaboration, utilizing internal relationships to effect process improvement and obtain needed resources for customers

Provide performance feedback to sales staff; recognize good performance through multiple means; provide coaching, counseling or progressive discipline as needed through local management

Establish an environment which motivates and engages the sales staff to exceed desired business results

Provide accurate forecasts related to case/volume and revenue for the group where applicable while working closely with Supply Chain and Marketing to develop initial forecasts

Maintain and update appropriate databases and sales support systems relative to account activity, pricing, etc.

Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.

Provide written and verbal updates on sales activity and competitive activity regarding the Group to the Sales team and management

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES: Ability to build rapport quickly with customers

Demonstrated negotiation skills including financial acumen needed for successful negotiation and understanding of what financial data points are needed to make sound business decisions

Project management skills; proven organizational and planning skills to handle multiple high-priority initiatives, delegation, and accountability to on time completion

Excellent communication skills, especially listening and probing/questioning skills

Demonstrated ability in using consultative selling skills; persuasive skills

Analytical skills - able to turn raw data into a plan of action that is executable and easily communicable to Sabert Sales and Broker teams

Proven ability to understand the financial impact of options and decisions

Ability to work under pressure in a dynamic environment

Proficient in Word, Excel & PowerPoint; Ability to learn CRM, BW, Blacksmith and any customer platforms needed

Ability to engage in all facets of emerging Foodservice trends as capitalizing on upcoming trends is vital for future success

REQUIRED EDUCATION & EXPERIENCE: Bachelor's degree in an appropriate field - business, marketing, culinary school, foodservice management, packaging, and/or equivalent experience

A minimum of 5+ years of Sales experience, mostly in the Foodservice industry

Demonstrated leadership qualities through project assignments or prior account management

Valid Driver's License