Customer Development Manager

This position is part of the NAOU Sales Organization and is responsible for driving volume, revenue and advancing the customer relationship through proactive account management and sales of complex volume driving initiatives established by the Regional Sales and/or Key Account Teams.  

The Customer Development Manager will support and/or sell against a portfolio of accounts that requires complex phone sales interactions and strong collaboration with the assigned account teams.  This role is an individual contributor and is directly responsible for achieving individual performance metrics and account team metrics as assigned.

This role will need an individual who is flexible to changing work environments and has an ability to identify and quickly assess opportunities.  This individual must have the ability to demonstrate the value of Coca-Cola through words, actions and by example fosters an environment that reflects the values of the company. This individual must have the ability to handle complex customer interactions via telephone sharing and adopting best practices. Developing self and others to improve performance in current roles and to prepare for future roles.

Responsibilities

• Complete proactive customer contacts via the telephone to key decision makers to build relationships and gain their support and commitment to execute initiatives and sales programs.
• Conduct regular business reviews with customers to monitor relationship, re-affirm strategies, steward the business, create operational and personal value for the customer.
• Identify opportunities consistent with the objectives, priorities, and strategies of assigned customers through discovery (e.g., Account Diagnostic, observation, analysis of customer data, marketplace sales data, conversations with customer) to prioritize potential focus area(s).
• Coordinate implementation of agreed upon activities (e.g., mechanical service, installation, business building initiatives, distribution activities) within geographical responsibility in order to execute plan.
• Participate in contract negotiations/re-negotiations with customer and Coca-Cola System to formalize the agreement.
• Manage customer marketing reimbursements and local store funding programs to drive business results.
• Accurately capture customer interactions through current CRM systems.
• Manage individual performance to ensure effective and efficient customer contacts to successfully sell sales initiatives.  
• Provide feedback to Customer Development Leadership Team on potential opportunities to improve individual and team performance.
• Develop and ensure execution against an Individual Development Plan to ensure personal development and career growth within NAOU.
  
  

Requirements

• Bachelor’s Degree required.
• 1 years frontline sales experience preferred.
• Experience in effectively communicating with and influencing customers.
• Proven ability to problem solve and provide viable solutions based on customer and company needs.
• Proven ability to provide quality Customer Service.
• Strong verbal and written communication skills.
• Effective collaborating skills.
• Ability to actively listen and engage in conversation with customers to uncover opportunities and solutions.
• Strong time management and organizational skills. Able to manage time, establish priorities and accomplish objectives.
• Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an understanding of the customer. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions.
• Customer Relationship Transition: Ability to develop and maintain business to business relationships and transfer personal equity.
• Consumer Focus: Demonstrating understanding of how one's actions and/or work impacts the Company's relationship with consumers.
• Computer Capability: Ability to use information tools (i.e., Salesforce, Design Machine, CokeSolutions.com, National Sales Tool Kit, Matrix/MFE, Microsoft Outlook Applications, KO Tickets, PowerBI) to obtain the needed information to evaluate performance and access relevant data.
  
  

Additional Activities/Responsibilities Can Include

• Contract negotiations - Work with CAT team, Finance, and other cross functional teams to execute new and renegotiated contracts.
• Selling, processing, and coordinating the installing of Coca-Cola Equipment
• Resolving service issues
• Approving reimbursements and resolving customer’s issues
• Authorizing account transfer requests
• Steward work in Regional and Account Team meetings
• Need to flex the work week to accomplish tasks at hand like inputting FET docs, taking customer calls and/or participating on account team calls after normal hours. 
• Build customer presentations.
• Potential travel to customer events, training, and sales conferences.
  
  

Skills

Cross-Functional Teamwork; Prioritization; Customer Relationships; Sales; Customer Interactions; Relationship Building; Influencing; Customer Contacts; organization; Communication

Pay Range:$85,000 - $100,900

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Annual Incentive Reference Value Percentage:7.5

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.