Key Account Manager

Summary

The Stadium and Venue Key Account Manager position is critical to the success of Columbia's On-Premises business. This individual needs to be a self-starter, highly motivated, and a creative problem solver as it relates to improving Columbia's business in these high visibility key accounts. The Key Account Manager is the primary contact for the assigned concessionaires at each Venue or Stadium. As such, building relationships, using fact-based selling, and collaborating across departments and teams are all foundational skills needed to exceed in this role.

Primary Responsibilities

• Accountable for attainment of annual volume, gross profit, share and safety goals for assigned regional chain accounts
• Develop and execute distributor, supplier and retailer business plan annually and on a trimester basis
• Leverage go to market strategies to achieve sales and revenue plans through distribution, promotion and project driven initiatives
• Develop superior retailer relations through fact-based selling, product and market insight, pre and post sales analyses, marketing promotions, and accurate and timely pricing submissions
• Assess retail execution and results through market and account surveys measuring results acting on opportunities that are discovered
• Ensure timely and accurate chain and product communication to all stakeholders
• Accurately plan and forecast distribution, volume and revenue by assigned accounts on a monthly, trimester and yearly schedule
• Routinely survey the marketplace with Management and Suppliers
• Identify and communicate opportunities seen within the market to Senior Management and proactively suggest recommendations to remedy
• Establish vertical call coverage goals for assigned accounts and lead the company's relationship with top-volume chain accounts, their buyers and their senior managements
• Participate in company-sponsored training and education program that build's individual competencies in sales skills, channel insights, syndicated data, and category management
• Actively participate in the company's involvement with various business and community functions, including industry organizations and charities which partner with key chain customers
• Manage individual position expense and sales line to budget
• Enforce all liquor laws according to state law and regulations regarding product sales
• Complete all other tasks or projects as assigned
• Demonstrate behaviors consistent with those of the Company's Core Values at all times

Key Competencies

• Detailed knowledge of industry, products and categories
• Proficiency with Microsoft Office suite
• Excellent oral and written communication skills
• Ability to develop strong relationships with internal and external customers
• Ability to build presentations and develop business reviews utilizing standard computer software programs
• Demonstrate flexibility in overcoming problems and personalities
• Demonstrate leadership
• Ability to focus and work cross functionally across many levels of organization
• Strong project management skills with the ability to meet tight deadlines
• Knowledge of budgetary processes and influence on business objectives

People Management

This position will manage a diverse group of employees from individual contributors to middle management people leaders.

Work Environment

Work indoors with occasional outdoor work.

Physical Demands

• Lift/Carry and Push/Pull up to 50lbs
• Bend/stoop/crouch/squat/use arms/wrists/hands/grasp
• Use of industry tools: hand truck, six-wheeler, manual pallet jack, box cutter
• Work indoors and outdoors
• Must be able to drive and operate a vehicle

Expected Hours of Work

This is a full-time position, days/hours of work vary, and may include weekends.

Travel

Ability to travel throughout the day for visits to customer accounts.

Required Education and Experience

• High School diploma or GED required
• Valid driver's license and auto insurance required
• Minimum of three (3) years previous beverage industry sales experience

Preferred Education and Experience

• Bachelor's or advanced degree
• Experience with an AS400 system