CHAIN ACCOUNT MANAGER
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City: CALGARYIndustry: CONSUMER GOODS
Recruiter: Jeff Abram
Responsibilities:
Chain Account Manager
Alberta Canada
PURPOSE OF ROLE (In one sentence - why does the role exist?)
Responsible for achieving distribution and growth objectives for brands in Alberta for chain accounts (independent and grocery) through effective key account management.
DIRECT REPORTS N/A
KEY RESPONSIBILITIES & ACCOUNTABILITIES include the following. Other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Key Chain Account Management
To ensure continued sales growth and to generate incremental sales and distribution at top 5-6 Chain Accounts (Grocery and Independent) within Alberta
Create and coordinate execution of programming in partnership with Prairies chain Sales Manager and Alberta Sales Supervisor
Establish and develop productive relationships at all head offices (all necessary levels of decision makers) to ensure focus and execution of programs.
Establish and develop strong relationships with key store personnel in top accounts (outlet stores)
Provide detailed quarterly and full year business accounts reviews to all chain that demonstrate our success as well as opportunities.
Provide regular and accurate forecasting information to Alberta Sales Supervisor on all chain business
Coordinate merchandising, POS, and promotion execution for assigned chain accounts. Manage merchandising standards
Provide value add training and education to staff within key accounts to support their business objectives
Attend all sales team meetings to ensure focus and execution in line with company standards
Develop effective relationships and motivate sales teams on key account business
Monitor and ensure sales representative execution of display / merchandising / POS programs through chain channel
Improve distribution levels, shelf space, feature/display activity and
Develop local sales collateral as needed to support programs
Provide prompt response and action to key account grievances, complaints and requests
Business Tracking data (national and regional). Determine short and long objectives, local priorities and develop sales materials
Work closely with trade marketing to relevant program development ensure
Work closely with Sales Coordinator to ensure proper distribution of all related sales tools and POS materials
Responsible for budget forecasting, planning and effective spending to achieve results within company guidelines
Provide management with market intelligence including sales trends, product developments and competitor activity
Responsible for providing accurate and timely filing of reports including weekly sales reports, retail pricing surveys, meeting minutes, market management, expense reports, etc.
Responsible for managing activities in compliance with federal and provincial and laws and regulations.
Other Responsibilities:
Undertake various promotional activities, tasting, presentations to members such as of the trade and consumers, and attendance at special promotions, such as wine tasting dinners, etc.
QUALIFICATIONS & EXPERIENCE: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, experience and/or abilities required.
Qualifications/ Memberships:
Business or related required Bachelor’s degree
Excellent verbal and written communication skills required. Strong persuasive presentation skills, including the ability to speak before large audiences both internally or externally, required.
Must possess strong negotiation and mediation skills with the ability to influence and motivate others to meet objectives under sometimes-restrictive timelines.
Ability to manage tasks and to exercise independent judgment without supervision.
Strong analytical skills required. Ability to develop customer strategies, programs, and promotions based on competitive data to meet overall company objectives while meeting customer needs essential.
Excellent organization skills, multi-tasking, and project management skills required, including the ability to manage multiple competing priorities essential.
Knowledge of wine, wine terms, and growing helpful. Techniques not required but Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.
Compute Excel, PowerPoint), desktop proficiency in Microsoft Office (Word, publishing programs.
Ability to maintain positive work atmosphere by communicating effectively with clients, management, peers, and subordinates.
Must be a person of high integrity and commitment and possess a strong work ethic.
Some travel within assigned territory required.
Valid driver’s license required.
Must be able to lift a case of wine (45 pounds) up to 10 times per day.
Experience:
Minimum three to five yearsindustry field sales experience at the distributor or supplier rep level preferred.
Wine / alcohol beverage industry experience preferred.
WORK ENVIRONMENT: The physical demands described below are representative to successfully perform the essential job functions. The following percentages are given in terms of an eight-hour workday. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment
• Occasional delivery of samples weighing approx. 40lbs.
• 20% travel – combination of vehicle and air.
• 30% of time in field – will require walking, standing, bending and lifting.
• 70% of time divided between meetings, presentations and desk work – will require long periods of sitting.
KEY RELATIONSHIPS (Who does the role interact with?)
Internal
• Sales Team
• Trade Marketing Manager
• Sales Supervisor
• Sales Manager
• Zone Vice President
• Sales Coordinator
External
• 8 Alberta Chain Customers
• Sales Data Company
• Alberta Liquor and Gaming Commission
KEY DECISION MAKING IN THIS ROLE: (What are the key decisions made in this role?)
• Build annual customer plans
• Identify new opportunities
• Volume targets
• Exclusive programming
• Implementation of programs through Sales Team
KEY CHALLENGES IN ACHIEVING GOAL(S): (What are the key challenges faced by this role in meeting it’s goals/objectives)
• Private market
• Number of direct competitors
• Stores separated geographically
• Size of category
Compensation:
85k
Apply directly to jeff@searchwest.ca