Chain Account Manager

Electrolux Professional•Vicksburg, MS

4d•Hybrid

About The Position

The Chain Account Manager is responsible for consistently achieving sales targets, including product mix, volume, and margin, to drive year-over-year growth. This role involves developing and actively managing sales plans for national chain accounts (50-1,000 locations), spending 50-75% of time in the market (3-4 days per week in the field). The position requires managing budgets (T&E, sales, new products), accurately forecasting sales dollars, and managing assigned chains based on outlets and sales potential. The assigned national accounts represent the largest opportunities for Electrolux Professional Group. The role also includes identifying and pursuing new product opportunities, managing margin through price discounts, rebates, and deviated program pricing, and managing an account portfolio of $5M+. A key aspect is developing and maintaining relationships with key chain account buying influencers across various departments. The Chain Account Manager is expected to be an expert in the EPRO selling process, including application selling, account development of emerging chains, account acquisition, developing business plans, product expertise, pre-call planning, consistent follow-up, and understanding the competition. The role also involves providing market feedback and attending chain shows and conventions.

Requirements

Results driven.
Ability to build and manage collaborative relationships.
Strong interpersonal and persuasive skills.
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 at once.
Budget management skills.
5+ years’ experience working with national chains in supplying equipment solutions.

Nice To Haves

Develop a strategic plan that ensures significant growth (15-20% CAGR) over 3-5 years.
Establish relationships with all key buying influencers.
Develop a pipeline of emerging chains that ensures EPRO Group meets YOY growth expectations.

Responsibilities

Consistently achieve sales targets (product mix, volume, margin) for year-over-year growth.
Develop and actively manage sales plans for national chain accounts (50-1,000 locations).
Spend 50-75% of time in the market place – 3-4 days per week in the field.
Manage budget (T&E, sales, new products, etc.).
Accurately forecast sales dollars (monthly, quarterly, by chain, by brand, etc.).
Manage assigned national accounts representing the largest opportunities for Electrolux Professional Group.
Identify and pursue new product opportunities.
Manage margin through price discounts, rebates, and deviated program pricing.
Manage $5M+ account portfolio.
Develop and maintain relationships with key chain account buying influencers (R&D, procurement, operations, facilities, etc.).
Be an expert in the EPRO selling process, including application selling, account development, and account acquisition.
Develop business plans for all accounts.
Provide product expertise and application knowledge.
Create pre-call plans and ensure constant follow-up based on the sales plan.
Complete call reports with follow-up action plans and ensure follow-through on each item.
Understand and possess knowledge of the competition.
Provide regular market feedback, including new product opportunities and competitive information.
Attend chain shows and conventions as appropriate.