Regional Account Manager

What You Will Do

Serve as face of the Company with regional customers across multiple fronts, including consumer insights, collaborative customer marketing, industry relations, issues/policies, sales technologies, and category management. Use judgment, skill, and discretion to lead and develop collaborative/strategic partnership with regional customers. Lead the Company’s representation at the headquarter level of assigned Chain retail and Wholesale accounts and be responsible for development of strategic relations, business plans and execution impacting performance across all the accounts in the respective divisions.

Oversees and manages activities that create a sustainable competitive advantage for the Company.

• Engages with Customer Marketing team to share key customer requirements and identify opportunities for leverage within accounts.
• Selects and implements Customer Development strategies, plans initiating Joint Business Planning (JBP) process at selected top retail accounts.
• Partners with/negotiates with assigned Regional Customers (Chain/Wholesale) to drive alignment between the Company & customer objectives.
• Manages relationships and forms a strong partnership with customer senior management (Chain/Wholesale) representing “One Company” across 3 business units.
• Identifies, pursues incremental opportunities to shape customer’s current, future business practices to grow Company brand share while strengthening Company as a preferred vendor partner.
• Negotiates, sells, maintains effective retail partnership agreements in chain retail stores.
• Negotiates, sells, maintains effective wholesale partnership agreements in wholesale accounts.
• Develops, compares, evaluates selling plans that resonate with chain retailer customers that encompass all product categories.
• Collaborates with Area/Region/Division resources to identify sales opportunities to drive sales performance.
• Accountable for selling, gaining commitment of customer joint business plans (JBP) on a monthly or quarterly basis that delivers on Company assigned Sales KPI’s – volume, distribution, share, and other key Brand initiative/strategic objectives.
• Customizes, tailors, and links the Company’s strategies, plans, key initiatives with the customer’s key strategies and tactical plans.
• Measures and enforces all requirements of retail partnership agreements in assigned retail stores.
• Maximizes effectiveness of Chain Merchandising Fixtures/Displays/POS to present competitive merchandising advantage at retail.
• Maximizes effectiveness of Company programs, guidelines to Wholesale customers.
• Deploys retail execution guidelines and key objectives to Retail selling organization to maximize in‑store sales results.
• Coordinates communication between customer and Company’s senior sales, division management teams.
• Partners with Company’s Insights team to customize, align Category Leadership story, business drivers in all key selling materials.
• Collaborates with internal Customer Marketing, Brand Marketing teams on initiative plan development and execution details.
• Collaborates with key functional stakeholders (Commercial Finance, Customer Service, Regulatory) on key matters pertaining to assigned strategic customers.
• Interacts with Area Management regarding all aspects of customer business plans and addresses key issues and opportunities.
• Solicits, analyzes customer and competitive insights to identify critical sales opportunities, providing solutions to Senior Leadership.
• Performs other job-related duties as assigned.

Required

Minimum Qualifications:

• High School Diploma/GED with 3+ years related sales experience.
• Regional customer management experience within the Broader Consumer Products Industry.
• Experience selling to Convenience channel, Mass, Wholesale and/or Specialty Tobacco channels.
• Must be 21 years of age or older.
• Must possess a valid driver’s license issued from state of residence.
• Intermediate proficiency with Microsoft Office (Outlook, Word, Excel, & PowerPoint) and Microsoft Teams.
• Verbal and written communication.
• Problem/situation analysis.
• Effective time and task management.
• Multitasking capabilities.
• Flexibility and adaptability.
• Building strong…