Key Account Representative

Position Summary
Develop and manage sales and marketing strategies with large chains to increase sales, maximize margins, and achieve objectives.

Essential Job Functions

• Identify opportunities and sell to new prospects, including analyzing new account potential, initiating, developing, and closing the sales cycle. Responsible for achieving profit and sales goals.


• Ensure successful execution of negotiations through collaboration with a team of store managers and sales associates.


• Manage and lead an assigned team of sales executives, merchandisers, and brand representatives to achieve project and account objectives.


• Increase profitability by designing and executing operational efficiencies, defining pricing, and developing promotional strategies.


• Manage existing accounts to ensure product flow and service levels meet or exceed customer contracts and expectations; troubleshoot and resolve customer issues.


• Perform accounts receivable activities on assigned accounts.


• Prepare reports by collecting, analyzing, and summarizing information.


• Collaborate with multiple Store and Procurement Directors to establish and prioritize work initiatives, including new product launches, transportation issues, and planning ad schedules and promotions.


• Provide timely feedback to Sales Management regarding customer opportunities, competition, and general market activities.


• Other duties as assigned.

Minimum Qualifications

• Bilingual fluency in English and Spanish (reading, writing, and speaking) at a professional level.


• Associate’s Degree in business, finance, marketing, or a related field, or equivalent work experience.


• Three years of account management experience in Consumer Packaged Goods.

License/Certifications

• Not applicable.

Preferred Qualifications

• Bachelor’s degree in Business, Management, or a related field.


• Perishables account management experience.


• Expertise in the Hispanic consumer/market.

Knowledge, Skills & Abilities (KSAs)

• Knowledge of pricing structures, managing promotion/trade expenses, and sales planning.


• Ability to track and improve key performance indicators (KPIs).


• Proven ability to motivate self and others.


• Ability to work within a matrix organization.


• Knowledge of basic DOT regulations (straight trucks).


• Intermediate proficiency with Microsoft Office (Outlook, Word, Excel, PowerPoint).


• Excellent communication, interpersonal, and customer service skills, both in person and on the phone.


• Strong relationship management with co-workers and customers.


• Ability to make recommendations for solutions based on information gathered and analyzed from existing systems and/or imperfect information.


• Analytical and negotiation skills with attention to detail.


• Ability to work under pressure and meet deadlines.

Environmental/Working Conditions

• Able to travel up to 50% of the time, including overnight stays for up to 5 days at a time.

Physical Requirements

• Able to stand for at least 4 hours.


• Can regularly lift and move 30-pound boxes/buckets on or off shelves or carts/hand-trucks.


• Can repeatedly twist, turn, kneel, stoop, stand, rotate, bend, push, or pull to move 30 pounds.