Key Account Executive for Michigan/Ohio

We are looking for experienced beverage sales people who are motivated to sell and influence in a highly competitive environment. Account Management –

Become part of a best-in-class consumer packaged goods company, and consistently set sales standards by creating innovative solutions that grow the beer business for both Coors, Coors Distributors and our retail partners.

 

Experience Requirements: • Bachelors Degree is mandatory• 2-4 Years of consumer goods sales experience • Understanding of the retail trade and the DSD business.  Experience selling CPG to small format, off premise accounts in the Ohio/Michigan area.  Candidate must live in MI or be open to relocation.   

1. Establishes Coors vision for the account by defining macro-level account objectives for short and long-term (5 years) to reinforce Coors presence in account and maximize share growth within account; defines macro-level goals for account by market (FBA and state) to solidify position in strong regions and build share in key growth markets. Develops annual account sales plan (volume, budget, resources) and programming objectives to support Coors’ strategy for the brand, channel and account.

2. Ensures support and agreement for objectives at the region/local levels by working with virtual team and Channel Director to confirm and validate account objectives.

3. Develops account specific programs and strategies aimed at increasing account volume, profit and penetration and defines approach and plans for distributor interaction as it relates to account.

4. Brings channel and account expertise to strategy development process and directs and analyzes competitive landscape within the account and ensures that virtual sales team has the skills and resources to respond and pursue appropriate opportunities.

5. Develops account specific programs; teams with Key Account Category Manager to use analytical insights in formation of new programming.

6. Ensures that the organization develops/maintains a favorable position with the retailer by conducting regular top-to-top meetings with assigned key account to further Coors’ sales goals. Drives sales activities for assigned key account through coordination of category management, virtual sales team (KAEs) and distributor sales activities.

7. Ensures appropriate resources and focus to meet annual sales objectives by monitoring progress against key account plans on a monthly basis.

8. Manages dedicated key account teams sales staff and FBA-based virtual account selling team (KAEs) and communicates with the virtual sales team frequently to ensure tools, resources and necessary support to deliver expected results.

9. Manages funding allocated to assigned key account and budgets funding across programs and territories appropriately to meet account objectives and maintains account records and reports. Field Coordination

10. Monitors performance to plan throughout the execution year and adjusts team direction, focus and sales initiatives as needed to deliver volume commitments.

11. Reviews account results, management structure and call point requirements, to ensure account is appropriately resourced to achieve Coors objectives.

12. Coordinates the sales activities of the virtual team to meet account objectives; align virtual team’s sales strategies across multiple buying points.

13. Provides business-building recommendations and strategies to key Account Executives and Key Account Directors and provides oversight and coaching to KAEs in tandem with KADS. Communicates Megas, advertising, call reports and key programs to KAEs and National KASs.

14. Responsible for maintaining top-to-top distributor contact and notifies National KAS of specific market visits by FBA personnel.