Sales Account Manager

CONA Services•Roanoke, VA

12d•$62,000 - $62,371

About The Position

The Sales Account Manager owns the selling relationship for an assigned portfolio of accounts and determines sales approaches 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 company business locations at customer sites, with promotional work incidental to the employee’s own outside sales. The Sales Account Manager 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 position spends typically 80% or more of working time making sales and obtaining orders or contracts at customer locations. Remaining time is devoted to duties incidental to outside sales, including sales-related administration, route planning, sales reporting, and other assigned duties. Work is primarily in the field at retail stores, convenience stores, restaurants, and other commercial outlets in an assigned territory. The role travels daily by personal vehicle and has no fixed office workspace; administrative tasks are completed using mobile technology in the field or remotely. The work environment includes varying conditions such as outdoor weather while traveling between sites, temperature-controlled and non-temperature-controlled storage and retail areas, and wet or uneven floors. The role requires driving, extended walking and standing, occasional handling of products and point-of-sale materials up to 50 pounds, operation of mobile and computer equipment, and effective communication and analysis. The schedule may vary and include early mornings, evenings, weekends, and holidays based on customer and business needs.

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.
Demonstrated consultative selling ability, including 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.
Must maintain current vehicle liability insurance as specified by the company and provide and maintain a personal vehicle for use during working hours.
Must be at least 18 years of age, or 21 where required by applicable law for operating a commercial motor vehicle.
Ability to drive between customer locations daily and 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 sales presentations and conducting business reviews.
Ability to analyze sales, category, and space data; plan and prioritize a daily sales 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.

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 each customer.
Plan the selling approach for each call, inspect the outlet for sales opportunities, 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 close each sales call with an order or a specific sales opportunity advanced.
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 and pricing agreements, and sell equipment placements that grow Coca-Cola space in outlets.
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 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 and support sales, and track results against established goals.
Sell in and protect pricing, point-of-sale materials, and plan-o-gram integrity in all accounts.
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 customer sales.
Complete sales-related administrative tasks, route planning, and sales reporting.