Sales Account Manager

CONA Services•Huber Heights, OH

12d

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 Company locations at customer sites. Promotional work is incidental to and in conjunction with outside sales, including developing customer-specific selling stories, presenting solutions, and closing orders. 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 position spends typically 80% or more of working time making sales and obtaining orders or contracts at customer locations. Remaining time is devoted to sales-related incidental duties such as administrative tasks, route planning, sales reporting, and other assigned duties. Work is primarily in the field at retail stores, convenience stores, restaurants, and other commercial outlets within an assigned territory. The SAM travels daily by personal vehicle between customer sites and performs administrative tasks using mobile technology in the field or remotely. The role has no fixed office workspace and involves variable environmental conditions, including outdoor weather during travel between sites and wet or uneven floors in commercial settings.

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 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, maintained throughout employment.
Current vehicle liability insurance as specified by the Company.
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 daily between customer locations, and to walk and stand in retail or commercial outlets for extended periods of 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 making in-person sales presentations and conducting business reviews.
Ability to analyze sales and category metrics, plan and prioritize a daily route, exercise independent judgment in 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 based on customer and business needs.

Nice To Haves

1 or more years 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 each sales call, walk the outlet to identify opportunities, present solutions, and close sales.
Build and maintain profitable customer relationships to identify, develop, and close sales opportunities.
Execute the daily visit plan, including flex visits, and obtain an order or advance a specific sales opportunity at each call.
Sell and obtain orders for incremental volume 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 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 proposed elements 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 availability and customer orders.
Use the territory business plan to prioritize customer sales opportunities and track resulting sales 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, protecting 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.
Perform sales-related administrative tasks, route planning, sales reporting, and other duties as assigned.