Chain Account Manager

Electrolux Professional•Vicksburg, MS

About The Position

The Chain Account Manager is responsible for achieving sales targets and year-over-year growth across national chain accounts, generally comprising 50–1,000 locations. The role manages a portfolio of accounts valued at more than $5 million, develops sales plans and budgets, forecasts revenue, manages pricing and margins, and pursues new product and account opportunities. The position involves extensive market travel, with 50–75% of time spent in the field, as well as attendance at chain shows and conventions as appropriate. The manager builds relationships with key buying influencers, including R&D, procurement, operations, and facilities stakeholders. The role requires expertise in the EPRO selling process and application selling across EPRO Group products, along with account development and acquisition, business planning, product and competitive knowledge, call planning, and consistent follow-up. The manager also provides regular market feedback, including competitive information and potential new product opportunities. Within the first 18 months, the manager is expected to develop a strategic plan targeting 15–20% compound annual growth over three to five years, establish relationships with key buying influencers, and develop a pipeline of emerging chains to support year-over-year growth expectations.

Requirements

Bachelor’s degree preferred.
At least 5 years of experience working with national chains in supplying equipment solutions.
Ability to travel extensively, 50–75% of the time.
Knowledge of cooking, refrigeration, ware-washing, and ventilation equipment.
Strong verbal and written communication skills.
Ability to manage and prioritize multiple projects simultaneously.
Budget management skills.
Results-driven approach.
Ability to build and manage collaborative relationships.
Strong interpersonal and persuasive skills.

Nice To Haves

Bachelor’s degree.

Responsibilities

Consistently achieve sales targets for product mix, volume, and margin to deliver year-over-year growth.
Develop and actively manage sales plans for national chain accounts with 50–1,000 locations.
Spend 50–75% of working time in the marketplace, typically three to four days per week in the field.
Manage budgets, including travel and entertainment, sales, and new products.
Accurately forecast sales dollars monthly and quarterly, by chain and by brand.
Manage assigned chains based on outlets and sales potential, including national accounts with significant opportunities for Electrolux Professional Group.
Identify and pursue new product opportunities.
Manage account margins, including price discounts, buying program leverage, deviated program pricing and rebates, and prompt-payment credit support.
Manage an account portfolio valued at more than $5 million.
Develop and maintain relationships with chain-account buying influencers, including R&D, procurement, operations, and facilities stakeholders.
Apply the EPRO selling process, including application selling, account development, account acquisition, business planning, product expertise, and competitive knowledge.
Create pre-call plans, maintain follow-up based on sales plans, and complete call reports with action plans and follow through on each action item.
Provide regular market feedback, including new product opportunities and competitive information.
Attend chain shows and conventions as appropriate.
Develop a strategic plan targeting 15–20% CAGR over three to five years within the first 18 months.
Establish relationships with all key buying influencers and build a pipeline of emerging chains to support year-over-year growth expectations.