Strategic Account Manager - Greater Tennessee

Job Summary

The Strategic Account Manager (SAM) position within STG Lane is responsible for developing business across an assigned group of key accounts that will contribute important growth and profit to the company. Primary responsibility is to leverage deep sales and industry expertise to develop sales strategies for other tobacco products (OTP) and accessories, including: cigars, Roll-Your-Own, filtered cigars, traditional and value pipe as well as rolling papers. The position is responsible for developing and fostering strong account relationships with retailer(s) and suppliers, both existing and new clients. Internally, the role will foster day-to-day contact with multiple functions across STG Lane support functions. Must be able to demonstrate, teach & share knowledge with both management and cross-functionals all while working under the scope of a customer-oriented attitude.

Principal Accountabilities

• Responsible for sales and administration activities within an assigned listing of retail chain headquarters. Assigned accounts are key market influencers within the assigned region(s), and afford significant opportunity to improve sales and financial contributions for STG brands
• Utilize “Challenger / Persuasive” presentation techniques. To include pre-meeting planning, asking the right questions, maintaining control of the presentation, listening to customer, overcoming any objections, and closing the sale
• Clearly understand and achieve product distribution objectives on identified products (new and existing)
• Be a ‘self-starter’ and exhibit a sense of urgency in delivering results per company directives
• Ability to understand and use data presented from Home Office (MSAi, Salesforce, etc.)
• Develop account specific sales plans and create consistent route coverage to visit assigned accounts on a quarterly basis
• Collaborate with National Sales Manager to ensure appropriate marketing and account penetration plans are in place to identify and monitor opportunities
• Ability to gain appointments with Key Decision Makers in targeted key accounts
• Facilitate the product ordering/receiving process with strong ability to influence and manage distributor inventory levels
• Drive adult consumer portfolio awareness, consideration and trial through chain approved
  
  

display presence and impact signage at retail

• Complete both HQ and internal administration duties in an accurate and timely manner
• Support/attend identified customer trade shows and/or events
• Other duties and responsibilities as assigned
  
  

Knowledge, Skills & Experience

• Bachelor’s degree required
• MS Office (Outlook, Excel, Work & PPT) required
• Previous experience preferred, specifically working in FMCPG manufacturer sales
• Previous experience preferred with SalesForce.com (CRM)
  
  

Requirements

• Excellent communication skills, including presentations in group settings
• Solid numerical aptitude with ability to collect, organize and analyze data and draw valid conclusions
• Strategic thinker with strong business acumen
• Effective negotiation and closing ability
• Excellent problem solving skills
• Able to work independently with responsibility, and be organized
• Proficient with Microsoft applications; Outlook, Word, PowerPoint, Excel
• Strong attention to detail
• High energy level and enthusiastic
• Strong attention to detail
• Extensive travel ≤ 50% including overnights
  
  

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