Regional Account Manager

Primary Purpose:

The Regional Account Manager manages key retail and wholesale accounts within an assigned region, driving sales growth, distribution, and brand visibility. This role builds strong customer relationships, executes regional business plans, and ensures alignment between account initiatives and Swisher’s commercial strategy.

Key Responsibilities:

• Own profitable share growth across assigned regional chain accounts by setting the commercial agenda, aligning internal and external partners, and ensuring customer commitments translate into measurable in-store outcomes.


• Lead joint business planning, quarterly business reviews, and performance follow-up to sustain growth, strengthen execution, and resolve barriers quickly.


• Build and maintain multi-level relationships with customer decision makers and operational stakeholders who influence assortment, merchandising, replenishment, and promotional activation.


• Serve as the primary account connector across internal teams and external partners to ensure coordinated communication, consistent priorities, and timely issue resolution that protects execution and customer satisfaction.


• Create annual customer plans that define objectives, strategies, and milestones for distribution, assortment, shelving, display, and promotional execution, supported by clear financial assumptions and success measures.


• Translate plans into actionable execution playbooks with defined timelines, roles, and tracking routines across the field sales organization and merchandising resources, including reset and major initiative coordination when required.


• Influence account decision makers to achieve share growth, distribution, shelf and promotional execution.


• Lead activation governance by coordinating with field sales, brokers, or distributors where applicable, and merchandising partners to deliver displays, shelf sets, resets, and special programs, with documented follow-up and escalation when execution gaps emerge.


• Deliver customer-ready recommendations for assortment, pricing, shelving, displays, and promotions using category and shopper insights, syndicated or internal data, and customer-specific performance trends


• Monitor results against agreed KPIs, communicate learnings, and adjust plans to improve performance and execution consistency.

Qualifications:

Required

• 5+ years of sales, account management, or customer development experience within consumer goods, manufacturing, or distribution industries


• Demonstrated success growing share and distribution for multi-unit or regional chain customers, including shelf and promotional execution outcomes.


• Experience developing annual customer plans, supporting joint business planning, and delivering against defined account KPIs.


• Working knowledge of category management principles and the ability to apply category and shopper insights to selling recommendations.


• Proficiency with basic to intermediate financial analysis for account planning, including estimating ROI, trade investment impact, and profitability considerations.


• Strong relationship building, negotiation, and influence skills with the ability to engage customer decision makers and operational stakeholders.


• Proven cross-functional collaboration skills with experience coordinating with sales, merchandising, marketing, and insights teams to activate account plans.


• Strong organizational skills, disciplined follow-through, and the ability to manage multiple priorities across a geographic territory.


• Proficiency with Microsoft Office and CRM tools; experience with syndicated data platforms or retailer reporting tools preferred, based on your environment.


• Ability to travel within the assigned geography up to a defined percentage and meet company travel requirements; valid driver’s license.

Education:

Bachelor’s degree in Business, Sales, Marketing, or related field, or an equivalent combination of education and relevant experience.

Travel: 30% to 50%