Job Description
Core Duties and Responsibilities:
Strategic Planning
- 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 selling local programs, new authorizations, shelf optimization, and managing execution of MODs planograms as well as national & regional features. Meet quarterly monthly with segment buyers to review past performance, highlight opportunities & gain support for regional promotions, increased distribution & operations support.
- Penetrate & influence at the Store Manager & Market Manager levels
- Develop region specific programs and promotions that increase the value of Mike’s partnership with the wholesalers & with the retailer.
- Conduct customer analysis and assess sales information and data using variety of sources (IRI, Retail Link etc.) to analyze sales volume, opportunities, goals, etc.
- Work cross functionally with the Field Sales team, Marketing & Wholesaler network to align chain specific program goals and strategy
- Negotiate with excellence to accomplish mutual business objectives
Technical Functions
- Create fact-based presentations to sell programs, secure new item authorizations, optimize shelf space and manage execution of national programming.
- Achieve relevant business objectives by influencing in-market execution with regular communication and collaboration with field sales team and wholesaler network
- Problem solve and maintain a solution-oriented attitude when account level issues or objections arise.
- Conduct data analysis using variety of sources to assess sales results, quantify missed opportunities and monitor progress to goal (VIP Depletions, IRI, Unify, etc.)
Logistical Functions
- Work cross functionally with the Field Sales team, Shopper Marketing, Category Insights & Distributor Network to align chain specific program goals and go-to-market strategy
Qualifications, Education, & Experience
Bachelor’s degree
- 5+ years in sales, preferably in beverage sales
- 3+ years in key account management
- Experience calling on retailer buyers and monitoring in market execution
Skills & Abilities
- Ability to travel 30% Southern CA
- Exceptional relationship building skills at all levels
- Great tel-sell skills for distributor influence piece of the position
- Strong written & verbal communication
- Excellent presentation and negotiation skills
- Self-motivated, creative, and entrepreneurial
- Ability to analyze data and construct fact-based sell stories
- Strong business acumen, sense of urgency, and attention to detail
- Consistently demonstrates a strong work ethic and commitment to MABI
- Microsoft Office skills (PowerPoint, Excel, Word, & Teams)
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