Key National Account Manager, Co-Pack

Summary Description

• Reporting to the Sr. Director, Co-Pack Sales, the Key Account Manager, will be accountable for the ongoing growth and development of partnerships with an existing portfolio of customers. 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 commercial issues related to your customer portfolio.

• 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 customers.
• Research sources for developing those customers and gather critical information to help determine their incremental potential.
• Take an active role in understanding key requirements and legal terminology so that you can develop 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.
• 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.
• Must demonstrate excellent problem-solving ability and be results oriented.
• Be able to work independently and within a team environment possessing excellent communication skills.
• Excellent organizational, time and project management skills.
• Curiosity - Possess the 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.

• Preparation & Planning
• Consulting
• Listening & Collaborating
• Presenting
• Negotiating
• Closing & Contract Development
• Partnership Development

• University Degree/Diploma in Business Management or related discipline required.
• Ideally possess minimum of 8 years progressive sales experience working with a CPG company.
• A strong awareness and applicable understanding of supply chain and manufacturing operations.

• Physical – Continuously sitting for prolonged periods, as the job is administrative in nature.
• Visual/Sensory – This position requires attention to detail, requiring attention with one or two senses at a time.
• Work…