10491 - Senior Manager Regional Key Account HEB

BARCEL USA LLC•Coppell, TX

3d•Remote

About The Position

The Senior Regional Key Account Manager’s responsibilities include maintaining a thorough knowledge of our business and offerings, developing and implementing strategic plans to grow accounts, achieving sales and profitability objectives by effectively managing new and existing accounts, managing and strengthening client relationships, identifying new business opportunities, and coordinating with internal teams to deliver on client/company expectations. As a Senior Regional Account Manager, you should also be results-driven and help us achieve our business goals. Ultimately, an outstanding Senior Regional Key Account Manager should have strong communication skills, customer service, and account management skills, and be highly organized and accomplished at solving problems and closing deals. Also, data governance or experience in Circana/Data analysis, as well as the ability to develop within the team. What Will I Be Doing Coach and develop a cohesive team in sharing ideas and strategies and ensure deadlines are met. In addition to managing the South team, the Sr. RKAM will be managing the H-E-B account and its Banners Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories Set and monitor sales targets for each regional account within the territory Identify potential customers and set approach strategies Develop strong and long-term client relationships with goal to be highly relevant and or the preferred supplier Resolve issues and handle complaints quickly and effectively Negotiate contracts and close agreements Full financial tracking and reporting for the South market and HEB customer – Conducting Period Reviews with team and Finance o9 Forecast support. Work with Customer team and Sales Planning team to ensure accurate planning Support sales team and clients with new features and product launches, authorizations on time Get feedback and suggest ways to increase customer engagement Establishes productive, professional relationships with key personnel at assigned customers at all levels Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations Deliver annual volume, manage trade spend, and profit plan for all brands/categories Proactively assesses, clarifies, and validates customer needs on an ongoing basis Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel Ongoing analysis and review of business trends to identify gaps to plan and execute for all brands/categories Actively participate in Annual Planning and Forecast process in collaboration with National Offices and DSD Team Develop annual promotion trade plan while adhering to & maximizing Barcel USA’s guardrails and guidelines, while ensuring superior execution through consistent customer engagement and buy-in for all brands/categories Actively coordinates and ensures efficiency of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling Drives execution of account programming by collaborating with national and regional headquarters contacts and appropriate Operation Sales teams for all brands/categories Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives, and efficient trade spending Take lead on growth initiatives, understanding overall category and competitive trends Identifying opportunities for improvement and proposing new tools and processes Other duties as assigned by your supervisor Responsibilities This position will be responsible for collaborating and facilitating the team with tools to help Standardize our process Understanding overall category and competitive trends through data card resources, Circana platform, Power Bi, and Margin Miner application Responsible for driving activation and growth for all Barcel Emerging Brands (Crisps/Botaneros/Mi Tierra/Sanissimo/Popcornopolis/Hot Sauce) – HEB and responsible market area Creating and tracking key KPIs for Regional Accounts Team/Selected Customers Insight and collaborating Cross functioning responsibilities that will align operation Reporting, communicating and supporting Teams on financial budget (Pull and Non-TPR Spend) Growth Incentive, CMA, and Rebate adherence and full customer compliance Working with Barcel’s Revenue Growth Management team and Sales Analyst in effective communication of Pre & Post promotional analysis – Gain insight on profitability and market share impact – ROI Strong analytical, administrative, presentation, and communication skills required 100% follow up needed – Accountability and Ownership is key for this position to be successful

Requirements

Business: Administration, Marketing Bachelors
Minimum 7 years of strategic sales experience: preferably with a consumer-packaged goods organization
Experience with calling on Meijer
Experience working with 3rd party Direct Sales Distribution (DSD) preferred
5+ year of proven work experience as a Senior Account Executive
Superior communication and interpersonal skills
Strong Team management skills with the ability to influence and persuade
Strong analytical and negotiation skills
Experience in sales and business-building in a customer environment
Demonstrated career achievements and problem-solving skills
Demonstrated skillful negotiation capability with Buyers and Senior Buyers in the Grocery Retail CPG industry
Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel
Highly motivated individual and seasoned in conflict management
Ability to multi-task in a fast-paced environment and with effective follow up skills
Solid understanding of financials including P&L impact of sales decisions
Commitment and ability to succeed within a complex organization
Great Interpersonal Skills
Detail & Results Oriented
Superior Oral/Written Communication Capability

Nice To Haves

Bilingual English and Spanish desirable
Proficiency in Microsoft Office and CRM software
data governance or experience in Circana/Data analysis
ability to develop within the team

Responsibilities

Coach and develop a cohesive team in sharing ideas and strategies and ensure deadlines are met.
In addition to managing the South team, the Sr. RKAM will be managing the H-E-B account and its Banners
Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories
Set and monitor sales targets for each regional account within the territory
Identify potential customers and set approach strategies
Develop strong and long-term client relationships with goal to be highly relevant and or the preferred supplier
Resolve issues and handle complaints quickly and effectively
Negotiate contracts and close agreements
Full financial tracking and reporting for the South market and HEB customer – Conducting Period Reviews with team and Finance
o9 Forecast support.
Work with Customer team and Sales Planning team to ensure accurate planning
Support sales team and clients with new features and product launches, authorizations on time
Get feedback and suggest ways to increase customer engagement
Establishes productive, professional relationships with key personnel at assigned customers at all levels
Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations
Deliver annual volume, manage trade spend, and profit plan for all brands/categories
Proactively assesses, clarifies, and validates customer needs on an ongoing basis
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
Ongoing analysis and review of business trends to identify gaps to plan and execute for all brands/categories
Actively participate in Annual Planning and Forecast process in collaboration with National Offices and DSD Team
Develop annual promotion trade plan while adhering to & maximizing Barcel USA’s guardrails and guidelines, while ensuring superior execution through consistent customer engagement and buy-in for all brands/categories
Actively coordinates and ensures efficiency of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling
Drives execution of account programming by collaborating with national and regional headquarters contacts and appropriate Operation Sales teams for all brands/categories
Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives, and efficient trade spending
Take lead on growth initiatives, understanding overall category and competitive trends
Identifying opportunities for improvement and proposing new tools and processes
Other duties as assigned by your supervisor
Collaborating and facilitating the team with tools to help Standardize our process
Understanding overall category and competitive trends through data card resources, Circana platform, Power Bi, and Margin Miner application
Responsible for driving activation and growth for all Barcel Emerging Brands (Crisps/Botaneros/Mi Tierra/Sanissimo/Popcornopolis/Hot Sauce) – HEB and responsible market area
Creating and tracking key KPIs for Regional Accounts Team/Selected Customers
Insight and collaborating Cross functioning responsibilities that will align operation
Reporting, communicating and supporting Teams on financial budget (Pull and Non-TPR Spend)
Growth Incentive, CMA, and Rebate adherence and full customer compliance
Working with Barcel’s Revenue Growth Management team and Sales Analyst in effective communication of Pre & Post promotional analysis – Gain insight on profitability and market share impact – ROI
Strong analytical, administrative, presentation, and communication skills required
100% follow up needed – Accountability and Ownership is key for this position to be successful