Sales Account Manager

CONA Services•Oneida, TN

6d•$52,000 - $71,000

About The Position

The Sales Account Manager owns the selling relationship for an assigned portfolio of accounts in the Oneida and Wartburg, Tennessee area. The role uses independent judgment to determine sales approaches for a segmented group of customers. Its primary duty is making sales and obtaining orders or contracts for company products, with most working time spent at customer locations outside the company’s places of business. Promotional work is incidental to and in conjunction with 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 role also supports sold programs through limited merchandising, product rotation, inventory and shrink management, and coordination with internal and field teams. Administrative work, including route planning, sales reporting, and order entry, is performed in the field or remotely using mobile technology. The position is primarily field-based and requires daily travel between customer sites using a personal vehicle. Work takes place in retail stores, convenience stores, restaurants, and other commercial outlets, with variable environmental conditions. The schedule may 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.
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 develop selling stories and customer business reviews.
Strong attention to detail, follow-up, and closing discipline.
Excellent planning and organization skills.
Proficiency with computer applications and ability to use and understand mobile applications.
Valid driver’s license with a satisfactory driving record.
Must maintain a valid driver’s license and current vehicle liability insurance as specified by the company.
Must provide and maintain a reliable personal vehicle for use during working hours.
Must be at least 18 years old, or 21 where required by applicable law for operating a commercial motor vehicle.
Ability to drive daily between customer locations, walk and stand in outlets for extended periods (4–6 hours per day), and occasionally lift, carry, push, or pull 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 space data, plan and prioritize a daily route, develop account-specific selling strategies, 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 across the assigned account base by presenting and closing the commercial plan with each customer.
Plan each sales call, identify opportunities in the outlet, present solutions, and close the sale.
Build and maintain profitable customer relationships and develop sales opportunities.
Execute the daily visit plan, including flex visits, and obtain an order or advance a specific sales opportunity during each call.
Obtain orders for incremental volume through myCoke, EDI, or Spring in partnership with customers and HUB Ambassadors.
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 customer outlets.
Conduct monthly customer business reviews using sales, category, and space performance data to identify and sell growth opportunities.
Ensure each proposed sales element is profitable.
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, including damages and out-of-dates, and manage inventory levels that could affect product availability and customer orders.
Use the territory business plan to prioritize sales opportunities, support sales efforts, and track results against established goals.
Sell in and protect pricing, point-of-sale materials, and plan-o-gram integrity in customer accounts.
Perform limited merchandising and product rotation during sales visits to protect the Look of Success sold to the customer.
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.
Complete sales-related administrative tasks, route planning, sales reporting, and other assigned duties incidental to outside sales.