SR KEY ACCOUNT EXECUTIVE- MIDWEST
Company: Utz Quality Foods
Location: Chicago
Posted on: October 2, 2024
Job Description:
Utz Quality Foods is seeking a Sr Key Account Executive to join
our sales team supporting our Target, Hy-Vee, and Fareway
customers. Reporting to the VP, Sales Western Grocery, this
position will build and develop strategic customer relations in
assigned National and Regional Retailers across multiple states
with the primary purpose of accelerating sales opportunities in the
medium/major retail environment. Operating within an assigned
territory, the Senior Key Account Executive will utilize an
entrepreneurial spirit and sales intellect to reach key decision
makers at large, multi-store retailers. Provide customer
on-boarding expectations and tools to drive sales and profits. This
person must lead execution and support the Field Operations Teams
to deliver expected results. Candidates must have at least 5 years
of related experience in a related position within the consumer
products goods industry with direct account responsibility.
Candidates should also have experience with DSD, Master
Distribution, and DTW delivery system and 3+ years of experience
utilizing syndicated data. Strong analytical skills necessary to
present sound cost strategies based on estimation of risk,
operating cost and customer sales volume. Exceptional customer
service, negotiation, and communication skills are essential in
this role. Sr Key Account Executive:
- Account management portfolio will include Target, Hy-Vee,
Fareway DSD and DTW business. Must successfully identify, plan, and
communicate proactively with strategic customers in the retail
environment to drive sales and open new customers opportunities.
Build brand equity and profitably increase the sales volume on all
assigned brands.
- Build brand equity and profitably increase the sales volume on
all assigned brands.
- Achieve assigned sales quota through the maintenance and
expansion of distribution, merchandising and space improvements for
each assigned brand.
- Build strategic partnerships with customers by integrating
intercompany and the customer's strategic initiatives. Build fiscal
AOP, JBP and set annual OGSMs (Objectives, Goals, Strategies,
Measures).
- Balance, promote and leverage Utz solutions to meet our
customers' needs via DTW and DSD.
- Fully leverage Trade System (Blue Planner) to plan investments,
forecast volume and build optimized trade programming, investment
and forecasts. Deliver trade budget.
- Identify opportunities to maintain and expand distribution on
existing business and find unique opportunities for incremental
sales and profit utilizing internal systems and Circana/IRI.
- Own sales forecast by account to drive accurate financial and
production planning working with the Revenue management team.
- Partner with Campbell's Snacks and other distribution partners
to drive mutual success thru communication, involvement and
ownership.
- Prepare weekly sales reports and expense reports as
required.
Requirements:
- Bachelor's Degree from an accredited college with a focus in
business, preferred.
- 3+ years proven sales experience in a related position within
the consumer products goods industry with direct account
responsibility.
- Previous experience selling to and managing multiple channels
is preferred.
- 3+ years' experience utilizing syndicated data; excellent
written and oral communication skills, ability to analyze and
evaluate several sources of data to develop actionable
insights.
- Experience developing and managing sales plans.
- Experience with DSD, Master Distributors, and DTW delivery
systems.
- This position requires extensive use of computer equipment.
Must have a demonstrated proficiency in Microsoft business software
to include Excel, PowerPoint, Word, and Outlook.
- This position requires the ability to travel and have overnight
stays.
- Demonstrated skills in analytics, problem-solving,
verbal/written communication, influencing/negotiation,
relationship-building, strategic selling experience and
collaboration.
- Skilled capabilities on IRI/Nielsen data/systems, shopper
insights, trade promotion planning, presentation creation and
delivery, and customer business planning.
- Integrates the findings and observations from quantitative and
qualitative data and other forms of information received from Route
Sales Professionals, sales analytics team and other sources into
account strategies.
- Strategic customer planning, forecasting and operations
communications.
- Responsible to manage Strategic Customer P&L reporting and
analysis.
- Interfaces with Strategic Customer Co-op/COGs budgets.
- Reports on trends, competitive or industry, to the key leaders
of the business.
- Uses knowledge of the usage of syndicated data/Shopper card
data.
- Communicates in a professional manner to account contacts and
Utz sales teams spearheaded by Route Sales Professionals as well as
Utz support teams. Has complete knowledge of all levels of
Strategic Customer structure, wired to key decision makers at an
account and interaction of Route Sales Professionals with store
managers.
- Works with the marketing department to develop account specific
programs for Strategic Customers.
- Establishes and maintains a working rapport with non-store
Strategic Customer personnel.
- Provides customer on-boarding expectations and tools for
success to Route Sales Professionals to drive and grow sales in
each customer location.
- Incorporates ethical standards of practice as the basis of all
interactions with organizations, communities and individuals.
- Promotes individual, team and organizational learning
opportunities.
- Advocates for individual, team and organizational learning
opportunities.
- Ensures the measuring, reporting and improvement of account
performance.
- Proven experience using large volume of data, product knowledge
and customer familiarity and successfully applying it to
negotiation strategies.
- Able to work closely and successfully interact with internal
and external customers.
- Strong analytical skills necessary to present sound cost
strategies based on estimation of risk, operating cost and customer
sales volume.
- Willingness and ability to remain flexible and perform at
levels that will meet peak demands in periods of high sales volume
and activity.
- Position based in Chicago or Minneapolis; U.S. 40% travel
required.
Our Recruitment Process
- Easy Application (5 mins): Introduce yourself and answer a few
key questions to get started.
- Engaging Chat Interview (20-25 mins): Share your experiences in
an online chat, highlighting how your values align with ours.
- Live Interview: Selected candidates will meet with the hiring
manager to explore their alignment with the team and overall Utz
company culture.
Continuously Pursuing Excellence! Here at Utz, we have a passion
for exciting and delighting consumers with delicious snack foods
made from high quality ingredients. After over a century with a
strong family heritage, our diverse portfolio of brands includes
Utz, Zapp's, Boulder Canyon, and On the Border. Our associates are
the reason for the success of this company, so it is important we
provide a supportive, caring and inclusive environment that offers
opportunities for career growth and advancement. We also help take
care of our associates by providing benefits, resources, and
programs that ensure they live their healthiest lives. Our benefit
package includes medical, dental, and vision plans, an employer
match 401k, profit sharing plan, employee stock purchase plan and
much more. Join our world class team and help us become the fastest
growing pure-play U.S. snacking company of scale! Equal Opportunity
Employer. All qualified applicants will receive consideration for
employment without regard to race, color, religion, sex, sexual
orientation, gender identity, national origin, or protected veteran
status and will not be discriminated against on the basis of
disability. *
Keywords: Utz Quality Foods, Downers Grove , SR KEY ACCOUNT EXECUTIVE- MIDWEST, Hospitality & Tourism , Chicago, Illinois
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