C-Store Retail Account Executive

McKee Foods•Collegedale, TN

15h•$79,500 - $98,000•Remote

About The Position

McKee Foods is seeking a C-Store Retail Account Executive to join our Retail Account team. A C-Store Retail Account Executive identifies and develops strategies that create opportunities for distributors to grow sales of McKee products to retailers. Develop and maintain strong business relationships with C-store retail headquarters and key decision-makers. Manage and grow existing C-store retail accounts while initiating contact and acquiring new business within the channel. Increase distribution, ACV, and overall brand presence for the Little Debbie brand in C-stores. Develop and implement strategic business plans for major C-store retailers to drive category and product growth. Partner with the Field Sales Organization (FSO) to support retail execution, alternative distribution methods, and overall channel growth. Assist the FSO with preparation for retail meetings and participate in joint calls with major accounts as needed. Serve as a liaison between C-store accounts and the FSO by communicating service requests and account needs. Analyze market, sales, and category data to identify trends, uncover insights, and maximize product and category performance. Provide C-store–specific market and category performance analysis to both external retailers and internal McKee field sales teams. Develop, maintain, and enhance tools, reports, and data applications that support the C-store business. Conduct research to identify growth opportunities and new applications for existing data at key C-store retailers. Prepare and deliver professional sales presentations, formal analyses, and sales aids for internal and external audiences such as McKee, FSO and retailers. Collaborate with retailers and internal teams to develop strategic, data-driven growth plans by retailer and category.

Requirements

One to two years of college (>31 hours).
2 years of experience preferably in marketing or sales, or equivalent combination of education and experience (1 year of education = 2 years of experience).
Experience calling on retail headquarters and / or retail field management for the c-store industry.
Proven leadership ability.
Demonstrated ability to develop sales by identifying and following up on opportunities for new sales and additional sales by Wholesale Distributors into c-store accounts.
Demonstrated ability to maintain account specific information including pricing, new item authorizations, promotion authorizations, authorization lists, and other essential information.
Demonstrated ability in the preparing and maintaining of sales reports.
Demonstrated ability in the development and making of sales presentations.
Proven ability to develop good business relationships at retail headquarters.
Excellent sales skills and a high level of initiative and self- motivation.
Ability to handle challenging selling situations using persuasion skills.
Ability to gather, analyze, and interpret data into actionable insights.
Ability to handle multiple tasks, stay organized, and follow-through to completion.
Good people skills.
Ability to work effectively both independently and as part of a team.
Excellent communication skills, both written and verbal.
Skilled at using the computer including Excel, Word, PowerPoint, and Gmail.
Thorough understanding of the retail environment.
Demonstrated understanding of McKee's Direct Store Delivery Distribution Channel.
Understanding of different distribution methods in the c-store channel.
Ability to follow McKee’s Corporate guidelines and objectives.
Supportive of McKee Foods’ policies, procedures and philosophy.

Nice To Haves

A four-year college degree in Marketing, Business, Statistics, Merchandising, or related field.
Experience in the Convenience store (C-store) industry as a category manager, buyer, or analyst or related field.
Experience with different methods of c-store distribution.
Understanding of McKee Foods current DSD model.
Experience making sales calls to the c-store channel.
Demonstrated understanding of quantitative and qualitative research methodologies as well as an understanding of the industry resources relevant to selling, shopper marketing, and category management.
Working knowledge of the retail and/or CPG industries and the processes, practices, trends, and technology that impact them.
Familiar with consumer panel data and shopper data (I.e. Nielsen Homescan, Dunnhumby, Spectra, etc.)
Working knowledge of shopper insights research including consumer survey research methodologies, data tabulation, and crosstab multivariate analysis.

Responsibilities

Identifies and develops strategies that create opportunities for distributors to grow sales of McKee products to retailers.
Develop and maintain strong business relationships with C-store retail headquarters and key decision-makers.
Manage and grow existing C-store retail accounts while initiating contact and acquiring new business within the channel.
Increase distribution, ACV, and overall brand presence for the Little Debbie brand in C-stores.
Develop and implement strategic business plans for major C-store retailers to drive category and product growth.
Partner with the Field Sales Organization (FSO) to support retail execution, alternative distribution methods, and overall channel growth.
Assist the FSO with preparation for retail meetings and participate in joint calls with major accounts as needed.
Serve as a liaison between C-store accounts and the FSO by communicating service requests and account needs.
Analyze market, sales, and category data to identify trends, uncover insights, and maximize product and category performance.
Provide C-store–specific market and category performance analysis to both external retailers and internal McKee field sales teams.
Develop, maintain, and enhance tools, reports, and data applications that support the C-store business.
Conduct research to identify growth opportunities and new applications for existing data at key C-store retailers.
Prepare and deliver professional sales presentations, formal analyses, and sales aids for internal and external audiences such as McKee, FSO and retailers.
Collaborate with retailers and internal teams to develop strategic, data-driven growth plans by retailer and category.