Manager Chain Accounts

About the Role:
The Chain Account Manager leads the sales and execution efforts for chain customer
programs and promotions within an assigned geography and/or channel type. This role will
build relationships and influence within customer organizations, distributors and internal
Regions/Zones to drive attainment of HUSA objectives while supporting our chain
customer’s strategic goals. The Chain Account Manager must be skilled in uncovering
insights/opportunity and relating our brand solutions and value. Communication and
collaboration with internal and external stakeholders are critical to driving business success
for this role.
Key Responsibilities:
Administration

• Pricing management, submission and communication across multiple zones and

multiple stakeholders.

• Financial acumen in building and balancing of budgets, checkbooks, POs.
• Manage inventory proactively through constant communication and follow through

with operations, retailer, and distributors. The ability to collaboratively build
solutions for key packs and innovation with stakeholders is critical to success.

• Preparation and development of insight-based sales tools for planning, programming,

and execution.
Communication

• Conduct Joint business planning and business reviews with retailers and distributors

to effectively align and sell HUSA key priorities to drive overall business.

• Deliver “1-Sheet” insight and selling overview documents for the Active Campaign

communication tool, distributor meetings and distributor sales rep alignment.

• Leverage category management insights and opportunities to build sales tools that

will drive incremental programming and distribution for HUSA, distributors, and
retailers

Execution Management

• Develop and adjust chain call frequency to align with sales opportunities.
• Deliver business objectives within assigned customer base by building strong

relationships and having a solid understanding of the customers goals and strategies.

• Utilize space planning and validation of sets to ensure new item placement and

sustainability of SKUs.

• Establish scorecard, tracking and post promotion analysis to drive in market

collaboration with HUSA sales team, distributors, and retailers to ensure effective
execution on all initiatives.
Leadership

• Learning Agility. This person must transcend their role by striving for continuous

improvement in skills and results.

• Coaching and developing internal and external salespeople to achieve HUSA

business plan objectives.

• Lead communication and collaboration throughout multiple levels of all

organizations involved to deliver business results. This requires a demonstrated
ability to collaborate effectively across internal partners, distributor partners and
retail hierarchy.

Basic Qualifications/Requirements:

• Bachelor’s degree
• Experience working with Distributor Sales representatives
• Direct customer management experience in CPG
• Previous knowledge of 3-tier distribution system
• 5 years of CPG category management experience required
• Analytical and technical skills required
• Experience with syndicated data sources (Nielsen, IRI, Spectra, Household Panel),

Retail Link, and consumer/shopper insights required

• Exposure to retail account management and beverage distribution models preferred
• JDA software experience in validation
• Strong communication skills

Preferred Qualifications:

• Previous success building business results through customer management
• Ability to create plans for HUSA brands aligned with customers strategies
• Experience building and executing business plans
• Budget and resource management
• Ability to use Category Management and other syndicated data to influence