Sales Account Manager

Pay: $58,005/YR

Requisition

Locations:
Dayton

Pay: $58,005/YR

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The Sales Account Manager (SAM) owns the selling relationship for an assigned portfolio of accounts and exercises judgment in determining sales approach for a segmented group of customers. The primary duty is making sales and/or obtaining orders or contracts for Company products. The SAM is customarily and regularly engaged away from the Company’s place(s) of business at customer locations. Promotional work is performed only incidental to and in conjunction with the SAM’s own 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 that grow volume, revenue, and the Company’s share of space.

Primary Duties:

• Sells and grows revenue in the assigned account base by presenting and closing the commercial plan with every customer in the portfolio.
• Plans the selling approach for each call, walks the outlet to identify sales opportunities, presents the solution, and closes the sale.
• Builds and maintains profitable customer relationships to identify, develop, and close sales opportunities.
• Executes the assigned daily visit plan, including flex visits, and closes each sales call by obtaining an order or advancing a specific sales opportunity.
• Sells and obtains orders for incremental volume opportunities through myCoke, EDI, or Spring, in partnership with the customer and the HUB Ambassador.
• Sells incremental packages, displays, equipment, new product launches, pricing letters, and thematic promotions.
• Sells Club Coke contracts and pricing agreements and sells equipment placements that grow Coca-Cola space in the outlet.
• Conducts monthly customer business reviews using sales, category, and space performance to identify and sell growth opportunities.
• Sells each proposed element with profitability in mind.

• Ensures that pre-sold and mandatory elements supporting the SAM’s customer sales are executed and remain in the outlet for the full duration of the program.
• Analyzes and addresses Shrink performance (Damages and Out-of-Dates) while properly managing inventory levels that could impair product availability and customer orders.
• Uses the assigned territory business plan to prioritize customer sales opportunities and support the SAM’s own sales, and tracks the resulting sales performance against established goals.
• Sells in and protects pricing, point-of-sale materials, and plan-o-gram integrity in all accounts to support the sales made during customer visits.
• Performs limited merchandising and product rotation during the same sales visit, protecting the Look of Success that the SAM has sold in.
• Partners 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 the SAM has sold to the customer.

The Sales Account Manager spends the substantial majority of working time (typically 80% or more) engaged in making sales and obtaining orders or contracts at customer locations outside the Company’s place of business. The remaining time is devoted to duties performed incidental to and in conjunction with the…