Key Accounts and Commercialization Manager (47461)

DURANGO COCA COLA BOTTLING COMPANY•Durango, CO

13d•$80,000 - $90,000

About The Position

In this role, you'll support strategy and commercialization efforts for the Company's key retail and brand partners. Successful Key Account management means becoming the customer's preferred beverage expert through data driven assortment recommendations, strategic space allocation, and pricing/promotion optimization that drives customer sales faster than the rest of market. You will also support commercialization efforts by developing and implementing go to market plans for new product introductions and marketing initiatives, optimizing revenue through strategic commercial initiatives, and executing trade marketing and promotional commercialization programs. This role works cross functionally to provide analysis and recommendations on pricing and retail strategy, creates tracking reports focusing on Co operative Marketing Agreement spend and execution, and ensures company compliance with national display standards through excellent communication with our frontline sales team. You will support the full commercial lifecycle from launch planning through in market execution, driving shelf presence, space strategy, and brand performance while contributing to the Company’s annual planning and budget process. Teamwork Durango Coca Cola Bottling Company thrives in a dynamic, ever changing environment that requires flexibility and a team based attitude Communicate clearly and professionally, demonstrating a proactive, process oriented and solution focused mindset Use interpersonal skills including but not limited to empathy, emotional regulation, cultural sensitivity, and collaboration Support and encourage teamwork across all departments, fostering a positive and inclusive work environment Provide excellent customer service by supporting retail partners, distributors, and internal teams in a positive and professional manner

Requirements

College degree or minimum of 4 years of leadership experience in the beverage industry or a related field
Knowledge of budgeting, negotiating, and implementing contractual programs
Valid driver’s license (no major traffic violations and no more than 2 minor violations in the last 3 years)
Successful track record of building strong business relationships and exceptional customer relations required
Excellent verbal and written communication skills are a must for this position. You will also be responsible for presenting to medium to large groups in this role as a leader of the sales department
Excellent organization and prioritization skills
Must be highly skilled in Microsoft Office (Outlook, Excel, Word, PowerPoint, Power BI, Teams) with proven ability to use these tools in a fast paced, professional environment
Extensive regional day travel required within our territory; overnight stays will occur when visiting our Gallup, NM territory, calling on certain customers, attending system meetings, or other customer driven activities
Average 45 hour work week Monday through Friday, however additional or alternative days/times including holidays may be needed. Start time is typically 8:00am.
October through January represent the busiest period of the year for this role. During these months, additional time and flexibility may be required to support annual planning, budget development, and customer/brand partner strategic partnership meetings

Nice To Haves

Experience with sales data analytics such as Margin Minder and Power BI preferred

Responsibilities

Collaborate with Sales Leaders to monitor program elements and display program compliance to ensure we meet our fair share of all visual inventory including shelf space, displays, and cooler space
Engage with customer managers and/or buying office leaders to develop and review execution performance, pricing and promotional strategies, and joint business plans
Maintain routine customer call points for assigned chains and/or accounts
Develop, evaluate, and report on pricing and promotional strategies, in store execution, and profitability for Company and customers
Utilize company tools, data, and technology (iPhone/iPad, MS Office Suite, Outlook, FORM, and Margin Minder) to support sales, service, and store compliance
Develop and implement customer contracts with pricing strategies and commercial terms
Develop and conduct business reviews with key partners to support our objectives and position as preferred beverage expert
Track Key Account trade spend to ensure it creates value for customers and our company
Effectively communicate commercial plans to front line sales team to ensure execution
Responsible for implementing and evaluating the annual budget and strategic initiatives for Home Market Sales
Provide and present insights into sales and margin performance, commercial execution, and market share analysis
Develop forecasts for new items and secure space where needed. Clearly communicate and evaluate product standards with the entire sales team
Collaborate with strategic partners to oversee the creation of warm sections, cold equipment or sections, and display standards for the company including Club Coke accounts. Each schematic will be based on Company standards and sales objectives
Leverage total product portfolio and brand partner support to deliver sales and margin growth
Lead sales team with consistent engagement by utilizing metrics and evaluating company budget goals and customer relations
Ensure compliance with all company safety policies and procedures
Actively participate in the company’s safety training program
When supporting the field team Must be able to lift and carry 65 lbs. repetitively, including above shoulders and below waist Push/pull manual pallet jacks with loads up to 2,600 lbs. and beverage carts up to 1,000 lbs. on level and sloped surfaces Perform frequent twisting, grasping, reaching, bending, kneeling, sitting, crouching, and crawling