Senior Key Account Manager, Co-Pack

Position Description

Reporting to the Director, Co-Pack Sales, the Sr Key Account Manager, Co-Pack you will be accountable for the ongoing growth and development of partnerships with an existing portfolio of customers. You will supplement that by finding and introducing new customers into the Refresco network. To deliver this you will develop a clear understanding of Refresco’s current capabilities and capacities, and a set of strategies, that are aligned with the overall business objectives, and match them to your customer’s volume potential.

You will be accountable for maximizing our profit through a return on current assets, and by driving additional synergies within our operations and distribution network with your customer base.

• Work as part of a highly motivated dynamic sales team, to drive the sales initiatives of the organization.
• Serve as primary customer contact for technical and business issues related to assigned or potential customers.

• Always be looking for customers whose brands we have the capability to make today and that are a strategic fit on a capacity basis.
• Develop a “hit list” of potential customers that meet those needs. Develop customer outline or “profile” that captures critical data that can be used by the co-pack sales team.

• Interface with all appropriate internal functions to work through the on‑boarding process for new customers or new items for existing customers.
• Validate the ongoing execution of supply chain processes by interfacing with external customer and internal supply chain team. Ensure proper strategies for raw material and finished good planning & inventories.

• Provide forecasting validation for our internal requirements and collaborative feedback to customers as required.
• Provide ongoing analysis regarding customer performance to prior year, to plan and to current forecast where applicable.
• Work with co-pack sales team in preparation of monthly, quarterly and annual sales projections and assist in the formation of annual sales budget.
• Review Key Performance Indicators and provide feedback or corrective action recommendations as required.

• Establish, develop and maintain business relationships with current and prospective customers.
• Research sources for developing prospective customers and gather critical information to help determine their potential.
• Take an active role in understanding key requirements and legal terminology for the development of customer supply agreements.
• Communicate and coordinate sales activities with marketing, sales management, finance, operations, logistics and technical services as required.
• Expedite the resolution of customer problems working cooperatively with internal and external team members as required.
• Working collectively with our team, help develop a competitive landscape summary which identifies advantages and potential gaps that if closed would aid in increasing sales.
• Analyze historical and current shipment data and develop strategies to improve business planning.
• Identify market trends within the total category to remain current with developments.
• Develop and maintain positive relationships with customers to gain trust and understanding.
• Take a lead role in the budgeting and forecasting processes, including variance analysis.
• Supply management with oral and written reports as required on customer needs, problems, interests, competitive activities and potential for new products or sales opportunities.

• Outstanding sales and negotiation skills.
• Demonstrate excellent problem‑solving ability and be results oriented.
• Work independently and within a team environment with excellent communication skills.
• Excellent organizational, time and project management skills.
• Curiosity – Ability to analyze and understand financial information around costing, operations, P&L modeling and forecasting.
• Ability to travel for onsite customer and team meetings as required. Travel requirements will average 25% – 40% of the time, however, may exceed 50% at times.
• Role will initially be based out of Tampa, FL however may be remote based.