Customer Development Manager

Johnson Brothers•North Las Vegas, NV

19h

About The Position

Looking for a rewarding career? Johnson Brothers is a leading family-owned distributor of wine, spirits, and beer, delivering exceptional service since 1953. We proudly represent the world’s top beverage brands and are committed to excellence, innovation, and growth. Johnson Brothers offers exciting opportunities in a variety of areas. Join our passionate team and help shape the future of the beverage industry! Ideal candidate for this position will oversee the business development of Key National & Local chains & customers, analyzing current and potential account business. They must be able to make recommendations to senior management that drive the customer’s beverage business while benefiting Johnson Brothers Liquor Company and key suppliers. Candidate will have demonstrated a proven track record of business opportunity development, maintaining top-to-top account relationships, and creating, presenting and selling-in value-added programs and initiatives. Management of customer development includes but is not limited to account planning, specific action plans to leverage our capabilities (New Item presentations, category management & analysis, compliance tracking, etc.) as well as the following areas: profitability, future and current opportunities, for increased share of sales, distribution decisions and identifying purchasing patterns. Customer Development Manager must also provide timely, accurate and complete program information, monitor inventories, verify pricing, drive compliance, and provide superior customer service as a top priority. Responsible for driving Off-Premise Channel Strategy, Performance KPIs, and goals to achieve annual growth targets. Lead, coach, and empower direct and indirect teams to perform and achieve results in line with department strategy and goals. Manage and develop customer relationships with key decision makers; establish and maintain high-level, executive contact with accounts, focusing on the establishment and maintenance of strategic relationships Responsible for the communication of assigned customer priorities to all internal and external Commercial teams, including Johnson Brothers Branches, Supplier National Accounts teams, and Commercial support functions. Primary point of contact for the direction and management of top strategic account customers, with focus on driving sales performance within Nevada Chains (Both National & Local) customers. Includes customer service issue resolution relating to inventory concerns, price discrepancies, and store level concerns; work with relevant Corporate, Regional, and State functions to resolve issues. Develop sales, distribution, and promotional strategies based on analysis, customer demographics, and consumer insights Depth in developing National customer strategy through Joint Business Planning at the HQ level. Analyze account overlay with JB brands keeping Johnson Brothers objectives in the forefront. Develop working relationships with major decision-making layers for each National & Local Chain accounts assigned Understand customer needs and goals and sell business solutions accordingly Prioritize corporate and national supplier efforts within each Chain customer account to ensure Johnson Brothers is their distributor of choice: 1) brand priorities; 2) attend joint planning sessions to understand corporate supplier objectives and goals for each account Maintain account profile and customer data base Coordinate and supply accurate order guides when requested Develop and maintain working relationships with key personnel from local District Managers to the buyers Introduce and present new items to buyers for placement Submit new item forms to all buyers in a timely manner Assemble presentations for effective sales calls to key buyers, ensuring all pricing is current in all chains Assist in attaining sales and distribution goals that pertain to the Johnson Brothers yearly business plan Report all activities to managers in a timely manner for execution in the trade Provide updates and recaps of ad activities and summaries of meetings to the general managers Present and close programs to buyers Follow up in the trade to make sure programs are executed Develop, maintain, and provide buyers with sales numbers, pricing programs, and opportunities Conduct semi-annual business reviews of assigned National accounts Administration duties include but are not limited to; 1) reviewing with management activity to determine progress in attaining objectives; 2) Lead KAM team to leverage JBNV brands, and programs to a high level of success; 3) Ensure your team’s pricing is correct, and effective using pricing strategies to create a high profit environment Analyze internal data and IRI scan data to build compelling selling techniques against competitive set Utilize data and consumer insights to build localized programming Build, present and secure support for retailers through supplier partnerships

Requirements

Minimum 10 years Industry Sales experience in the retail industry, Shopper/Consumer Insights, Strategic Selling and Marketing.
Chain Selling experience required.
Demonstrated experience coaching and leading teams required
Bachelor’s degree required.
In-depth knowledge of Off Premise Regional and National Account Management, Shopper Marketing and Insights
Excellent Leadership and people development skills.
Broad knowledge of the Off Industry syndicated data, pricing standards and price structures
Excellent analytical, problem solving, decision-making and quantitative analysis skills to provide insights into performance and efficiency opportunities.
Strong planning and organizational skills to work in a fast-paced environment and manage multiple priorities.
Excellent communication, influencing and interpersonal skills to build relationship and collaboration across different departments, sometimes virtually.
Proven track record of creating and presenting successful beer, spirits and wine platforms/concepts that drive incremental business across the enterprise
Previous experience with presenting presentations to groups, senior management, etc. is required
Self-starter and driven personality to be able to achieve corporate account objectives.
Understand account level P&L's and ROI
Proven written and verbal communication skills
Must be proficient in Microsoft office and the ability to learn new technical programs as assigned

Responsibilities

Oversee the business development of Key National & Local chains & customers, analyzing current and potential account business.
Make recommendations to senior management that drive the customer’s beverage business while benefiting Johnson Brothers Liquor Company and key suppliers.
Maintain top-to-top account relationships, and creating, presenting and selling-in value-added programs and initiatives.
Account planning, specific action plans to leverage our capabilities (New Item presentations, category management & analysis, compliance tracking, etc.)
Provide timely, accurate and complete program information, monitor inventories, verify pricing, drive compliance, and provide superior customer service as a top priority.
Responsible for driving Off-Premise Channel Strategy, Performance KPIs, and goals to achieve annual growth targets.
Lead, coach, and empower direct and indirect teams to perform and achieve results in line with department strategy and goals.
Manage and develop customer relationships with key decision makers; establish and maintain high-level, executive contact with accounts, focusing on the establishment and maintenance of strategic relationships
Responsible for the communication of assigned customer priorities to all internal and external Commercial teams, including Johnson Brothers Branches, Supplier National Accounts teams, and Commercial support functions.
Primary point of contact for the direction and management of top strategic account customers, with focus on driving sales performance within Nevada Chains (Both National & Local) customers.
Customer service issue resolution relating to inventory concerns, price discrepancies, and store level concerns; work with relevant Corporate, Regional, and State functions to resolve issues.
Develop sales, distribution, and promotional strategies based on analysis, customer demographics, and consumer insights
Developing National customer strategy through Joint Business Planning at the HQ level.
Analyze account overlay with JB brands keeping Johnson Brothers objectives in the forefront.
Develop working relationships with major decision-making layers for each National & Local Chain accounts assigned
Understand customer needs and goals and sell business solutions accordingly
Prioritize corporate and national supplier efforts within each Chain customer account to ensure Johnson Brothers is their distributor of choice: 1) brand priorities; 2) attend joint planning sessions to understand corporate supplier objectives and goals for each account
Maintain account profile and customer data base
Coordinate and supply accurate order guides when requested
Develop and maintain working relationships with key personnel from local District Managers to the buyers
Introduce and present new items to buyers for placement
Submit new item forms to all buyers in a timely manner
Assemble presentations for effective sales calls to key buyers, ensuring all pricing is current in all chains
Assist in attaining sales and distribution goals that pertain to the Johnson Brothers yearly business plan
Report all activities to managers in a timely manner for execution in the trade
Provide updates and recaps of ad activities and summaries of meetings to the general managers
Present and close programs to buyers
Follow up in the trade to make sure programs are executed
Develop, maintain, and provide buyers with sales numbers, pricing programs, and opportunities
Conduct semi-annual business reviews of assigned National accounts
Administration duties include but are not limited to; 1) reviewing with management activity to determine progress in attaining objectives; 2) Lead KAM team to leverage JBNV brands, and programs to a high level of success; 3) Ensure your team’s pricing is correct, and effective using pricing strategies to create a high profit environment
Analyze internal data and IRI scan data to build compelling selling techniques against competitive set
Utilize data and consumer insights to build localized programming
Build, present and secure support for retailers through supplier partnerships