10115 Sr. Regional Key Account Manager- Midwest Market

Description

Barcel USA takes pride in our people-centric culture - We Value the Person is our Core Belief. In addition to competitive pay and comprehensive benefits, we are committed to providing a safe and inclusive work environment that appreciates all dimensions of diversity, promotes personal and professional development opportunities and allows our associates to be their authentic selves.

The Senior Regional Key Account Manager’s responsibilities include maintaining a thorough knowledge of our business and offerings, developing and implementing strategic plans to grow accounts, achieve sales and profitability objectives by effectively managing new and existing accounts, managing and strengthening client relationships, identifying new business opportunities, and coordinating with internal teams to deliver on client/company expectations. As a Senior Regional Account Manager, you should also be results-driven and help us achieve our business goals.

Ultimately, an outstanding Senior Regional Key Account Manager should have strong communication skills, customer service, and account management skills, and be highly organized and accomplished at solving problems and closing deals. Also, data governance or experience in IRI/Data analysis as well as the ability to develop within the team.

What Will I Be Doing

• Coach and develop a cohesive team in sharing ideas and strategies, and ensure deadlines are met. In addition to managing a team, the Sr. RAM will be managing Meijer’s customer 
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories 
• Set and monitor sales targets for each regional account within the territory
• Identify potential customers and set approach strategies
• Develop strong and long-term client relationships to be highly relevant and preferred supplier
• Resolve issues and handle complaints quickly and effectively
• Negotiate contracts and close agreements
• Support sales team and clients with new features and product launches authorizations on time
• Get feedback and suggest ways to increase customer engagement 
• Establishes productive, professional relationships with key personnel at assigned customers at all levels
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations
• Deliver annual volume, manage trade spend, and profit plan for all brands/categories 
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• On-going analysis and review of business trends to identify gaps to plan and execution for all brands/categories 
• Actively participate in Annual Planning and Forecast process in collaboration with National Offices and DSD Team
• Develop annual promotion trade plan while adhering to & maximizing Barcel USA’s guardrails and guidelines, while ensuring superior execution through consistent customer engagement and buy-in for all brands/categories
• Actively coordinates and ensures efficiency of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling 
• Drives execution of account programming by collaborating with national and regional headquarters contacts and appropriate Operations Sales teams for all brands/categories
• Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives, and efficient trade spending
• Take lead on growth initiatives, understanding overall category and competitive trends
• Identifying opportunities for improvement and proposing new tools and processes
• Other duties as assigned by your supervisor

Responsibilities

• This position will be responsible for collaborating and facilitating the team with tools to help standardize our process across all 3 Business Units (East / Central / West)
• Understanding overall category and competitive trends through data card resources, IRI platform, and MM application
• Working to gain activation on all emerging brands within your Midwest Region for all Regional customers
• Creating and tracking key KPIs for Regional Accounts Team/Selected Customers
• Insight and collaborating on cross-functional responsibilities that support and align with operation
• Reporting, communicating, and supporting Teams on financial budget (Pull and Non-TPR Spend) 
• Growth Incentive, CMA, and Rebate adherence
• Working with RGM and BLU Sales Analyst in effective communication of Pre & Post promotional analysis – Gain insight on profitability and market share impact – ROI
• Strong analytical, administrative, presentation, and communication skills required
• 100% follow-up needed – Accountability and Ownership is key for this position to be successful

Qualifications

• Education Business: Administration, Marketing Bachelors
• Minimum 7 years of strategic sales experience: preferably with a consumer-packaged goods organization
• Experience working with 3rd party Direct Sales Distribution (DSD) preferred
• Language: Bilingual in English and Spanish is desirable 
• Travel: Domestic 50%
• Proficiency in Microsoft Office and CRM software
• 5 years of proven work experience as a Senior Account Executive
• Superior communication and interpersonal skills
• Strong Team management skills with the ability to influence and persuade
• Strong analytical and negotiation skills

• Experience in sales and business-building in a customer environment
• Demonstrated career achievements and problem-solving skills
• Demonstrated skillful negotiation capability with Buyers and Senior Buyers in the Grocery Retail CPG industry
• Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel
• Highly motivated individual and seasoned in conflict management
• Ability to multi-task in a fast-paced environment and with effective follow-up skills
• Solid understanding of financials including P&L impact of sales decisions
• Commitment and ability to succeed within a complex organization
• Great Interpersonal Skills
• Detail & Results Oriented
• Superior Oral/Written Communication Capability

Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training, and all other working conditions.