Sales Account Manager

CONA Services•Louisville, KY

About The Position

The Sales Account Manager (SAM) owns the selling relationship for an assigned portfolio of accounts and determines the sales approach for a segmented group of customers. The primary duty is making sales and obtaining orders or contracts for company products. The role is customarily and regularly performed away from the company’s places of business at customer locations, with promotional work incidental to and in conjunction with the SAM’s outside sales. Through professional selling, the SAM analyzes customer and category performance, identifies needs, recommends solutions, negotiates terms, and obtains orders to grow volume, revenue, and the company’s share of space. The assigned territory is Southern Dixie Highway to Fairdale. The SAM spends the substantial majority of working time—typically 80% or more—making sales and obtaining orders or contracts at customer locations outside the company’s place of business. Remaining work supports those sales and may include sales-related administrative tasks, route planning, sales reporting, and other assigned duties. Work is performed primarily in the field at customer locations, including retail stores, convenience stores, restaurants, and other commercial outlets. The SAM travels daily between customer sites in a personal vehicle. Administrative tasks such as route planning, sales reporting, and order entry are performed using mobile technology in the field or remotely. The position has no fixed office workspace.

Requirements

High school diploma or GED.
Knowledge acquired through 1 to 3 years of work experience.
Ability to build and deliver fact-based sales presentations and customer business reviews.
Ability to sell consultatively by uncovering customer needs, presenting fact-based solutions, handling objections, and asking for the order.
Strong negotiation and closing skills, including selling contracts and pricing agreements.
Ability to interpret sales, category, and space data to build a selling story and customer business review.
Strong attention to detail, follow-up, and closing discipline.
Excellent planning and organization skills.
Proficiency in computer applications and ability to use and understand mobile applications.
Valid driver's license with a satisfactory driving record.
Maintain current vehicle liability insurance as specified by the company and provide and maintain a personal vehicle for use during working hours.
At least 18 years of age, or 21 where required by applicable law for operating a commercial motor vehicle.
Ability to drive a personal vehicle between customer locations daily.
Ability to walk and stand in retail or commercial outlets for extended periods, approximately 4–6 hours per day.
Ability to occasionally lift, carry, push, or pull products and point-of-sale materials weighing up to 50 pounds.
Ability to operate a motor vehicle, mobile device, laptop computer, and handheld scanning equipment.
Ability to communicate effectively with customers, coworkers, and management, including delivering in-person presentations and conducting business reviews.
Ability to analyze sales and category metrics and space allocation data, plan and prioritize a daily route, exercise independent judgment, and negotiate contracts and pricing agreements.
Ability to read sales reports, product labels, shelf tags, and mobile device screens and assess shelf conditions, product placement, and point-of-sale execution.
Ability to work a variable schedule that may include early mornings, evenings, weekends, and holidays based on customer and business needs.

Nice To Haves

At least 1 year of previous outside, consultative, or account-based selling experience.
Food and beverage industry experience.
Bachelor's degree in Business, Communications, Marketing, or a related field.

Responsibilities

Sell and grow revenue in the assigned account base by presenting and closing the commercial plan with every customer.
Plan the selling approach for each call, identify sales opportunities in the outlet, present solutions, and close sales.
Build and maintain profitable customer relationships to identify, develop, and close sales opportunities.
Execute the assigned daily visit plan, including flex visits, and obtain an order or advance a specific sales opportunity on each call.
Sell and obtain orders for incremental volume opportunities through myCoke, EDI, or Spring in partnership with the customer and HUB Ambassador.
Sell incremental packages, displays, equipment, new product launches, pricing letters, and thematic promotions.
Sell Club Coke contracts, pricing agreements, and equipment placements that grow Coca-Cola space in the outlet.
Conduct monthly customer business reviews using sales, category, and space performance to identify and sell growth opportunities.
Sell each proposed element with profitability in mind.
Ensure that pre-sold and mandatory elements supporting customer sales are executed and remain in the outlet for the full program duration.
Analyze and address shrink performance, including damages and out-of-dates, while managing inventory levels that could impair product availability and customer orders.
Use the assigned territory business plan to prioritize customer sales opportunities, support sales, and track performance against established goals.
Sell in and protect pricing, point-of-sale materials, and plan-o-gram integrity in accounts to support sales made during customer visits.
Perform limited merchandising and product rotation during sales visits to protect the Look of Success sold to customers.
Partner with internal and field stakeholders, including the Center of Support, field sales, HUB Ambassadors, distribution, small store merchandising, and warehouse teams, to deliver and support what was sold.
Perform sales-related administrative tasks, route planning, sales reporting, and other duties as assigned.