Customer Account Manager - Alternate Channel

Dreyer's Grand Ice Cream•,

6d•$110,000 - $130,000•Remote

About The Position

At Dreyer’s Grand Ice Cream (DGIC), a part of Froneri, we are experiencing accelerated growth and are seeking a Customer Account Manager to drive high-impact transformation with household brands. This role offers an entrepreneurial, fast-paced, and engaging growth assignment. DGIC, with nearly 100 years of experience and a portfolio of well-known brands, is the #1 manufacturer in the U.S. ice cream market. We encourage employees to think like a general manager, providing hands-on exposure to Sales, Marketing, Operations, Finance, and Supply Chain, akin to an MBA on the job. This is a remote-based position.

Requirements

Experience managing or selling into non-traditional retail channels such as airports, hospitality, theme parks, sports and entertainment venues, foodservice, higher education, healthcare, or other alternate channels.
Experience working with GPOs to create centralized demand of products.
Strong network of industry contacts and decision-makers across key alternate channels, with a proven track record of securing new placements, expanding distribution, and delivering profitable growth.
Demonstrated ability to take initiative and be proactive in identifying customer issues, recommending solutions, and executing effectively to ensure resolution.
Proven track record in building effective relationships with customers and internal associates.
Strong negotiating skills to create win win outcomes for the company and customer.
Strong oral, written and interpersonal communication skills.
Demonstrated ability to achieve performance goals with minimum direction and supervision.
Demonstrated solid forecasting skills and the ability to research data from all internal reporting sights i.e. (Circana, PowerBI, Numertor, Kwikee, Run Report, Trade Rate Report).

Nice To Haves

Demonstrated success developing new business opportunities while simultaneously growing existing accounts through strategic customer partnerships, distributor management, and joint business planning highly preferred.
Experience in Ice Cream category preferred.
College or Undergraduate degree preferred.

Responsibilities

Selling, negotiating, and executing business plans.
Leveraging business intelligence data to create selling stories for Alternate Channels (Airports, Sports & Entertainment Venues, Schools, Healthcare, etc.).
Managing internal and external cross-functional departments to support emerging customers, such as GPOs.
Driving new business development and channel expansion by identifying, prospecting, and securing strategic partnerships across priority alternate channels.
Growing and optimizing existing accounts through collaborative business planning, assortment expansion, promotional execution, and data-driven account management.
Building scalable channel strategies by leveraging consumer insights, cross-functional partnerships, and distributor relationships.
Creating new item presentations with data-specific information to gain shelf space.
Creating and consistently modifying sales forecasts in each category.
Negotiating monthly promotions with customers.
Understanding customer contracts and ensuring policy compliance.
Managing trade spend to maximize profitability while maintaining good customer relations.
Analyzing promotion effectiveness through data reporting.
Executing all Dreyer’s Grand Ice Cream (DGIC) priorities.
Collaborating with team members to share best practices and drive Customer-related initiatives, as well as with functional groups like customer-facing supply chain, finance manager, and category sales development.
Becoming a quality agent by continuously checking products in various stores and locations and providing feedback.
Maintaining frequent customer interaction to implement the annual plan, drive execution, gain distribution on new and d-build items, activate customer category strategies, shopper marketing, and handle urgent communications.
Identifying gaps between customer plan and customer feedback and proposing resolutions.
Ensuring achievement of agreed Customer(s) targets/Key Performance Indicators (KPIs), Category growth, Sales, Customer service, and in-stock levels.
Developing and executing a strategic business development plan to identify, prioritize, and secure new opportunities across targeted alternate channels.
Cultivating and strengthening relationships with prospective and existing customers.
Identifying market gaps, competitive threats, and emerging channel trends and developing solutions.
Leading the new business acquisition process including prospecting, pipeline management, customer presentations, contract negotiations, and onboarding.
Partnering cross-functionally with Category Management, Shopper Marketing, Supply Chain, Finance, and Sales Operations.
Ensuring achievement of agreed business development targets and KPIs.
Achieving net sales to goal.
Managing trade spend to goal.
Achieving share growth (Year over Year).
Achieving profitability (Gross margin to Budget).
Maintaining forecasting accuracy (for your accounts).
Ensuring reporting and administration accuracy (Promotional Plan).