Key Account Manager II

Advantage Sales & Marketing dba Advantage Solutions•Chicago, IL

About The Position

The Key Account Manager II is a salesperson responsible for meeting sales quotas and expense budgets for assigned clients. The role manages sales programs, promotional spending, distribution, shelf placement, and strategic planning initiatives. Clients are manufacturers, vendors, or brands that contract Advantage as their sales force; customers are the retailers, wholesalers, or distributors to whom the company sells those clients’ brands. The position owns client relationships and collaborates with clients to develop strategic plans and business goals. It works with retailer associates—including buyers, category managers, and replenishment managers—through headquarters calls to implement programs, and makes decisions about client trade-fund spending. The role also signs, implements, and executes customer contracts on clients’ behalf and coordinates with internal teams to increase sales volume. The incumbent may support one or multiple clients, including pioneering, regional, or Tier 3 clients. The role drives sales, distribution, share, pricing, shelving, promotional volume, retail and merchandising execution, and basic eCommerce execution while managing promotional spending within budget. It develops customer and client relationships, analyzes business trends and results, identifies growth opportunities, and helps align retailer and client objectives. The position has no direct reports, though it may delegate work and provide guidance or mentoring to indirect reports. Travel and driving are essential duties, with travel up to 20%. Work is performed primarily in an office environment.

Requirements

Bachelor’s degree or equivalent experience in sales, grocery, and CPG.
Four to six years of experience managing or working closely with key retailers, including department heads, category managers, buyers, and other retail stakeholders.
Proven experience managing high-value accounts, building long-term relationships, and delivering customer objectives such as sales growth and promotional execution.
Proven track record in sales.
Strong sales presentation and development skills.
Strong interpersonal, organizational, written communication, and verbal communication skills.
Working knowledge of syndicated data and the ability to use it to drive insights.
Intermediate or advanced computer skills; proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web browsers.
Conflict management skills.
Demonstrated ability to provide cross-functional leadership.
Ability to work in a fast-paced environment, remain detail-oriented, and adapt to changing projects or business conditions.
Ability to handle multiple duties accurately, shifting between tasks amid frequent interruptions and competing deadlines.
Ability to perform office/sedentary work, including sitting for extended periods (66% or more of the day), hearing a telephone, entering data on a computer, and potentially lifting up to 10 pounds.
Ability to travel and drive as essential duties of the job.

Responsibilities

Drive clients’ business at assigned customers by increasing distribution, sales dollars, units, share, and other KPIs while staying within budget.
Ensure retail and merchandising execution and basic eCommerce execution.
Implement promotional and marketing strategies to achieve income and expense budgets.
Analyze trends and results, identify growth opportunities, and make recommendations to clients and customers.
Manage promotional spending efficiently and within assigned client guidelines.
Control and account for accrual and bill-back funds, and manage period-ending fund balances without exceeding trade budgets.
Meet or exceed client goals for sales, distribution, share, pricing, shelving, and promotional volume.
Develop strategies to pursue new opportunities and implement retailer headquarters calls, penetrating key retailer positions.
Manage manufacturer marketing and promotional funds to achieve sales goals while following financial guidelines.
Keep retail pricing and indirect order guides updated by correcting discrepancies.
Secure client-approved brand schematics by coordinating with schematic, reset, and retail departments.
Drive incremental sales through distribution of new products and maintenance of existing SKUs.
Collaborate with category management to develop retailer presentations using data-based rationale, including SKU optimization, promotion causal data, and lift analysis.
Manage accounts to achieve targeted ACV on Innovation.
Build and maintain effective client and retailer relationships and access to key stakeholders.
Develop sales presentations for customers and clients that demonstrate accomplishments and opportunities.
Provide strategic input for annual business plans, problem-solving, and ongoing customer management, aligning retailer and client objectives.
Communicate client goals, programs, price changes, and priorities in a timely manner to relevant stakeholders.
Manage difficult situations, issues, and conflicts to achieve effective outcomes.
Travel and drive as required, with travel up to 20%.