Account Manager

DESCRIPTION

Responsible for the management of the assigned Principals’ business within designated accounts. Primary responsibility includes increasing sales and market share of the brands represented, while earning a profit for our manufacturers and Acosta.

• Maintain and build principals’ volume and share cost effectively for their brands through headquarter and retail selling
• Achieve results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, bonuses, contest earnings, etc.); oversee all manufacturers expenditures at the customer
• Achieve competitively superior in-store presence in the stores assigned to them (if applicable). Personally, call on headquarter, supervisors, and other customer operations personnel for both direct and indirect customers. Manage manufacturers’ trade marketing funds, process direct shipments and leverage data to sell concepts to the customer, as required
• Report directly to the General Manager, Director, or Team Leader. Some Account Managers may have responsibility for the effectiveness and personal development of direct reports
• Deliver principals’ objectives to include volume and sales fundamentals (Merchandising, Assortment, Pricing and Shelving) goals at the assigned customers at the lowest possible cost
• Manage both direct and indirect customers as appropriate
• Develop effective systems to manage trade-marketing funds at the assigned customers in accordance with Company guidelines and policies, as well as those of the principal. Work to minimize Sales Related Deductions
• Operate within the Corporate Budget
• Pro-actively communicate with key principals
• Collaborate with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives, contests, etc.)
• Solicit principals’ support for customer sponsored events and drives (i.e., Charity benefits, sponsor ships, etc.)
• Personally, call on all decision-makers at the customer to sell business plans, programs, and concepts that improve long‑term business results
• Effectively use knowledge of customer, market, and principal to successfully sell principals’ specific programs and initiatives as well as Company objectives and initiatives – involve Marketing, Technology, and administrative resources as needed to accomplish the objectives
• Utilize General Manager, and Business Managers to understand and leverage customer strategies, and to develop conceptual Sales presentations that can deliver principals’ objectives
• Provide feedback on the effectiveness of principals’ strategies, selling programs, and initiatives to the Principal and the General Manager
• Provide timely information, principals’ expertise and selling priorities to the Sales Manager, supervisor, and shared resources (Marketing, Technology, and Administration)
• Maintain current account distribution information
• Review all market pricing reports on a regular basis for accuracy and competitive activity
• Pro-actively share information and customer/principal information with other team members to help build organization capacity
• Develop a Customer Business Plan that will deliver the principals’ business priorities
• Utilize computer systems and technology to achieve the objectives of the Customer Business Plan. Develop and maintain personal skill levels to support the use of retail communication systems (RW3)
• Assist in the development of the Retail Selling Organization (Sales Manager, Supervisors, and Territory Managers)
• Provide feedback to the General Manager on how to build organizational capacity and improve our business
• Supervise, monitor, and evaluate the personal development of any direct reports and conduct performance reviews
• Pro-actively manage personal skill development plan
• Responsible for special projects as requested
• Miscellaneous duties as assigned

• Bachelor of Science Degree Required
• Must have a proven track record in a sales capacity with a food broker or major national company. Prior experience must demonstrate sales skills along with the ability to successfully manage and direct others

• Must be able to…