Description:
Responsible for the development of direct sales strategies aimed at achieving and/or exceeding the predetermined sales objectives to support the growth of the company's business; sells products and services to a select group of large national accounts. Individual contributor with comprehensive knowledge of the foodservice industry, customer management (national & regional in scope), revenue growth, P&L/financial acumen, contract negotiations and customer marketing; ability to execute highly complex or specialized projects.
Work with integrated account team to manage key aspects of the business relationship with multiple customers. Develop and implement Annual Business Plans which support business objectives. Act as a system-wide expert on strategy, business systems, and operating philosophy of assigned customer(s). Ensure flawless execution of programs throughout the system.
Responsibilities
- Develops Annual Business Plan with customer, Company, Bottler and system input that outline key strategies and initiatives for Coca-Cola growth within customer's management and Bottler system
- Ensures business plan and marketing activities are developed to deliver volume, revenue, profit, and customer satisfaction commitments made to all stakeholders during business acquisition and/or stewardship planning
- Grows level of customer satisfaction, maintains win/win business relationship, and ensures effective communication with all key buying influences
- Manages communication with Company, Bottler system and customer field network to ensure constant application of strategies as outlined in the Annual Business Plan and flawless execution of programs
- Aligns system resources to implement marketing and operational programs according to plan, schedule, and budget
- Acts as a system-wide customer expert to ensure that the Coca-Cola system understands customer(s) objectives, strategies, positioning, and needs and that Company programs are consistent with their needs
- Responsible for problem solving operational or exceptional issues with customers or bottlers
- Responsible for forecasting and managing to individual budgets
- Responsible for identifying opportunities within large chain customers or channels. Territories typically are expanded beyond a local base to include more than one Coca-Cola Refreshment (CCR) Business Units, as well as other Coca-Cola bottling ownership groups;
- Maximize profitable sales opportunities by thoroughly understanding the complexities of the channel or customer's business and building enduring relationships based on trust and integrity with that customer's senior management team;
- Develop and successfully sell customer plans that include annual CMA's, strategic and tactical pricing plans and promotional plans that align with and support the customer's and the Coca-Cola systems business objectives and strategies; Develops a customized business plan
- addressing the critical needs of the customer or channel while delivering Coke system budgeted profit and volume;
- Collaboratively develop with customer a strategic plan (price/package) that generates desired results for both the customer and Coke system;
- Conduct post promotional analysis measuring the success levels of promotions making any necessary changes;
- Communicate weekly with sales management discussing promotional plans, display commitments and establishing volume goals;
- Sell-in and implement promotional strategies for the introduction of new brands and packages;
- Attend trade shows and host customer events that help align ourselves better with the customer;
- Work with other bottler ownership groups as required based on territory and customer; and
- Work with Category Management to gain key market and customer insights.
Qualifications
- Bachelor's degree or equivalent experience with a major in Business or Finance would be considered an asset;
- Prior experience in a Cost-Per-Good organization required
- Minimum of 2 years in sales/marketing and major account management;
- 3-5 years in consumer goods industry;
- Minimum of 2 years in sales/marketing and major account management;
- Experience in developing successful annual business plans and price/package for retail customers; and
- Strong analytical, verbal and written communications skills are a must.
- Previous progressive responsibility with account management at a consumer goods organization
- Complex selling knowledge with proven ability to create and sell-in customer specifid promotional programs and key initiatives
- Proven ability to manage needs and concerns of multiple stakeholders across various business systems.
- Proficient experience with computer application such as SAP, Excel, Powerpoint etc.