Key Accounts and Commercialization Manager (47461)

Key Partnerships

District Sales Managers, Sales Team, Purchasing Coordinators, Leadership Team, NAOU Franchise Lead, NAOU Commercial Lead, Monster Franchise Lead, Dr Pepper Franchise Lead, Mainstream Partner

Overview 

In this role, you'll support strategy and commercialization efforts for the Company's key retail and brand partners. Successful Key Account management means becoming the customer's preferred beverage expert through data driven assortment recommendations, strategic space allocation, and pricing/promotion optimization that drives customer sales faster than the rest of market. You will also support commercialization efforts by developing and implementing go to market plans for new product introductions and marketing initiatives, optimizing revenue through strategic commercial initiatives, and executing trade marketing and promotional commercialization programs. This role works cross functionally to provide analysis and recommendations on pricing and retail strategy, creates tracking reports focusing on Co operative Marketing Agreement spend and execution, and ensures company compliance with national display standards through excellent communication with our frontline sales team. You will support the full commercial lifecycle from launch planning through in market execution, driving shelf presence, space strategy, and brand performance while contributing to the Company’s annual planning and budget process.

Teamwork

• Durango Coca Cola Bottling Company thrives in a dynamic, ever changing environment that requires flexibility and a team based attitude
• Communicate clearly and professionally, demonstrating a proactive, process oriented and solution focused mindset
• Use interpersonal skills including but not limited to empathy, emotional regulation, cultural sensitivity, and collaboration
• Support and encourage teamwork across all departments, fostering a positive and inclusive work environment
• Provide excellent customer service by supporting retail partners, distributors, and internal teams in a positive and professional manner

Key Accounts and Commercialization Manager Key Competencies

• Relationship Building Cultivate trust and good rapport with internal team as well as retail customer decision makers by actively listening and delivering tailored solutions
• Negotiation Skills Lead structured, fact based negotiations that balance customer needs with company objectives, driving win win outcomes on pricing, programs, space, and execution
• Analytical & Data Driven Decision Making Leverages sales data, pricing analytics, forecasts, and performance metrics to identify opportunities, inform strategy, and guide commercialization decisions
• Conflict Resolution Navigate disputes within the company and external customers using utmost professionalism and emotional regulation
• Adaptability Thrive in dynamic environments by adjusting to varied customer personalities and changing conditions
• Self Awareness & Integrity Represent the Coca Cola brand and our local company with professional authenticity and accountability
• Effective Communication Use clear, respectful, and persuasive communication to create solutions and influence outcomes
• Resilience & Stress Management Stay calm and focused when facing high pressure situations and handle physically demanding tasks with steady control

Major Responsibilities

Key Accounts Management

Collaborate with Sales Leaders to monitor program elements and display program compliance to ensure we meet our fair share of all visual inventory including shelf space, displays, and cooler space

• Engage with customer managers and/or buying office leaders to develop and review execution performance, pricing and promotional strategies, and joint business plans
• Maintain routine customer call points for assigned chains and/or accounts 
• Develop, evaluate, and report on pricing and promotional strategies, in store execution, and profitability for Company and customers
• Utilize company tools, data, and technology (iPhone/iPad, MS Office Suite, Outlook, FORM, and Margin Minder) to support sales, service, and store compliance
• Develop and implement customer contracts with pricing strategies and commercial terms
• Develop and conduct business reviews with key partners to support our objectives and position as preferred beverage expert
• Track Key Account trade spend to ensure it creates value for customers and our company

Commercialization and Strategic Planning

• Effectively communicate commercial plans to front line sales team to ensure execution
• Responsible for implementing and evaluating the annual budget and strategic initiatives for Home Market Sales 
• Provide and present insights into sales and margin performance, commercial execution, and market share analysis
• Develop forecasts for new items and secure space where needed.  Clearly communicate and evaluate product standards with the entire sales team
• Collaborate with strategic partners to oversee the creation of warm sections, cold equipment or sections, and display standards for the company including Club Coke accounts. Each schematic will be based on Company standards and sales objectives
• Leverage total product portfolio and brand partner support to deliver sales and margin growth
• Lead sales team with consistent engagement by utilizing metrics and evaluating company budget goals and customer relations

Safety

This position is considered safety sensitive

• Ensure compliance with all company safety policies and procedures
• Actively participate in the company’s safety training program
• When supporting the field team
  • Must be able to lift and carry 65 lbs. repetitively, including above shoulders and below waist
  • Push/pull manual pallet jacks with loads up to 2,600 lbs. and beverage carts up to 1,000 lbs. on level and sloped surfaces
  • Perform frequent twisting, grasping, reaching, bending, kneeling, sitting, crouching, and crawling

Experience & Qualifications

• College degree or minimum of 4 years of leadership experience in the beverage industry or a related field
• Knowledge of budgeting, negotiating, and implementing contractual programs
• Valid driver’s license (no major traffic violations and no more than 2 minor violations in the last 3 years)
• Experience with sales data analytics such as Margin Minder and Power BI preferred
• Successful track record of building strong business relationships  and exceptional customer relations required
• Excellent verbal and written communication skills are a must for this position. You will also be responsible for presenting to medium to large groups in this role as a leader of the sales department
• Excellent organization and prioritization skills
• Must be highly skilled in Microsoft Office (Outlook, Excel, Word, PowerPoint, Power BI, Teams) with proven ability to use these tools in a fast paced, professional environment. Training will be provided on space planning software

Additional

• Extensive regional day travel required within our territory; overnight stays will occur when visiting our Gallup, NM territory, calling on certain customers, attending system meetings, or other customer driven activities
• Average 45 hour work week Monday through Friday, however additional or alternative days/times including holidays may be needed. Start time is typically 8:00am. October through January represent the busiest period of the year for this role. During these months, additional time and flexibility may be required to support annual planning, budget development, and customer/brand partner strategic partnership meetings

Note: No posting can contain a fully comprehensive listing of activities, duties, or responsibilities that are required in this role.  Durango Coca Cola Bottling Company offers a dynamic, ever changing environment requiring flexibility and a willing, team based attitude.  Some duties, responsibilities, and activities may change at any time, with or without notice.

To ensure the safety of our employees, our customers, and our products, Durango Coca Cola Bottling Company offers a drug free workplace.  Employees are subject to pre employment/post offer, post accident, and random drug testing.

AA/EOE

Salary : $80,000 - $90,000