What are the responsibilities and job description for the Key Accounts Manager - Northeast position at MIKE'S HARD?
The role is responsible for managing all aspects of MABI brands in the assigned market as well as oversee and implement distributor planning, programming, and account execution. Ultimately responsible for delivering the annual sales plan in the given market and acting as the conduit for all distributor functions relating to the Company business.
Accountabilities :
Develop and maintain a business partnership with buyers & operators for chain account managers / sales leadership within the wholesaler network This includes development of presentations for local programs, new authorizations, shelf optimization, IRI analysis, and regional / national features.
Develop region specific programs and promotions that increase the value of Mike’s partnership with the wholesalers & with the retailer.
Understand pricing architecture and for MABI and effectively communicate to respective retailer
Key Metrics & Financial Targets :
Growth is 40% : ABP volume ex-innovation, ABP volume innovation and deliver investment plan
Execution is 40% : Deliver ABP PODs ex-innovation and Deliver ABP PODs innovation
Share is 20% : Grow WC share of Seltzer, Grow Mike’s share of FMB, Grow Cayman share of FMB, and Grow MABI share of Flavor
Own :
Sales Targets and Channel / Retailer Management
Sales Strategy Execution within account base
Total space and assortment strategy
Influence :
Sales Strategies : They play a key role in developing and implementing sales strategies tailored to their account.
Total engagement and alignment with Field Sales Team related to execution standards within chain accounts
Veto :
Influencing power with local programming and promotions
Empowered to influence set captain during validation process
Critical Relationships :
Growth Strategy and Insights Division
Field Sales
Supply Chain & Logistics
ABP Planning and Incentive Programming
External Suppliers & Distributors
Customizable Programs-Thematic retailer specific Marketing / Media
Skills Needed To Be Successful :
5 years of Sales Experience
3 years key account management experience preferred
Strong analytical and business acumen
Strong influencing / collaboration with Field Sales Team
Knowledge of syndicated data and ability to establish rapport through value-added insights
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