Regional Key Account Manager

Primary responsibilities include leading the company’s efforts to grow volume and profit in the DSD territory assigned. Responsible for achieving sales goals and strategic objectives within his/her customers and territory. Effectively manage the relationship with customers in the area designated, lead negotiations, and influence alignment with the Barcel account strategic plan while working collaboratively with other key positions in the company to influence and orientate distributor partners that provide service to such customers.  Analyzes business environment to develop annual strategic plans for customers as a frequent joint business plan partner.

Responsibilities:

• Establishes productive, professional relationships with key personnel at assigned customers at all levels. Managing Top Accounts such as Market Basket, Price Chopper, Tops, Big Y, and others


• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer expectations.


• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts 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


• Deliver annual volume, manages trade spend and profit plan for all brands/categories in all accounts assigned.


• On-going analysis and review of business trends to identify gaps to plan and execution for all brands/categories.


• Actively participate in the Annual Planning and Forecast process in collaboration with DSD Regional Team


• Develop an annual promotion plan while adhering to the DSD Regional Trade Spending Plan and ensure flawless execution through consistent customer engagement and buy-in for all brands/categories.


• Actively participate in customer payment processing including financial contracts, and collections. 


• Actively coordinates and ensures the efficacy 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 Operation 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 the lead on growth initiatives understanding overall category and competitive trends.


• Maintain accurate performance information of customers.


• Develop the tactics and resources plan for initiatives to ensure effective execution and communication plan of action to all stakeholders.


• Ensure all promotions are accompanied by effective POS and incremental displays.


• Aggressively sell price programs by utilizing best practices and available tools. Customize presentations to better appeal to customer’s needs. Evaluate ROI to ensure all promotions are within company TPR guardrails.


• Executes distribution on new and existing priority SKU’s in-line recommendations aligned to Company standards, Gold Standard Execution


• Establishes a “Wiring Model” that ensures communication with all regional chain decision makers.


• Ensures compliance with the annual Customer Marketing Agreement from Account HQ for all designated areas of responsibility.


• Other duties as assigned by your supervisor. 

• Education Business: Administration, Marketing Bachelors


• Minimum 5-7 years of strategic sales experience: preferably with a consumer-packaged goods organization


• Experience working with 3rd party, Direct Sales Distribution (DSD), and CDC Warehouse GTM (Preferable)


• Proficient in IRI, Retail Link, Nielsen data


• Knowledgeable of Warehouse replenishment programs and supply chain requirements.


• Frequently participated in successful strategic joint business planning sessions with major regional CPG retail accounts


• Can create Playbooks and other mediums to communicate and execute account/customer promotions and other trade events ensuring effective ROI


• Able to influence external and internal customers and work effectively in cross-functional environments.


• Proven track record of effective trade expense management


• 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.


• Travel: 40%-50%

Other Relevant Skills:

• Highly motivated individual with excellent communication, negotiation, influencing, and follow-up skills.


• Seasoned in conflict management.


• Solid understanding of financials including P&L impact of sales decisions


• Proven leadership capability with a track record of leading and influencing large multi-level or cross-functional teams.


• Capability to excel in Sales.


• Commitment and ability to succeed within a complex organization.


• Great Interpersonal Skills


• Detail & Results Oriented


• Superior Oral/Written Communication Capability


• Analytical & Critical Thinking Skills


• Bilingual preferred (Spanish)


• Excellent written and verbal communication skills required.


• Ability to multi-task, prioritize, and organize in a fast-paced environment.

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.