Key Accounts Manager

Job Description

Position Summary

The Key Accounts Manager is responsible for selling and executing sales and marketing programs in local, regional and/or national chain accounts. Key responsibilities include planning, executing and coordinating of the Annual Business Plan for each customer while driving accountability at the distributor level. This position is also responsible for the development and profitability of assigned accounts in his/her territory. Incumbents develop rapport with high-level personnel from marketing, operations, and category management to accomplish set sales goals. Has the responsibility for the support and implementation of National Account Programming at the Business Unit level.

Responsibilities

• Sell new and expanded distribution of our beer brands to multi-unit, regional and franchise chain accounts, with a major focus against the Convenience Channel but also Including Large Format Grocery, Mass Merchandiser, Regional Hispanic / Ethnic Grocery customers.
• Develop, sell, and implement custom created promotional programs to listed off-premise accounts.
• Communicate sales results to Constellation field sales and distributor networks to ensure execution of retail plans and promotions.
• Sell against National priorities and leverage national retail promotions in conjunction with customized regional programs to deliver sales and distribution plans in assigned account base. Provides feedback to national Accounts on local and regional retail vision and direction.
• Work with Chain Director to meet Business Unit sales and distribution annual business plans by developing regional and local off-premise chain account programming where needed.
• Act as the primary business contact and partner between Constellation and the regional account base to ensure that Constellation is recognized as the category leader.
• Manage budget allocations, ROI, and other financial responsibilities. Execute against account plans and retail budget in order to maximize set sales goals.
• Manage Travel and Expense as well as Constellation Tactical Funds (CTF) budgets in order to maximize ROI.
• Preparation of detailed and professional sales presentations for account business reviews and sales calls.
• Uncover and pursue opportunities and grow volume in target account base.
• Perform additional duties and responsibilities as needed.

• Bachelor's degree preferred or equivalent job experience in the consumer products industry.
• A minimum of 5-8 years sales experience in the beverage alcohol industry (malt beverage preferred) with two years experience selling to the Off-premise trade.
• Ability to travel a minimum of 40% of his/her working time, including up to 5hrs driving time.
• Proven track record in building good relationships with customers as well as internal associates.
• Demonstrated ability to take the initiative to gather and use customer feedback to identify customer and market needs and challenges.
• Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).
• Demonstrated strong oral, written, and interpersonal communication skills.
• Demonstrated ability to achieve performance goals with a minimum of direction.
• Proven analytical skills and understanding of syndicated data and its applicability to the beer category is required.
• Computer literacy with the ability to use software applications including Microsoft Word, Excel and PowerPoint, and e-mail programs such as Outlook.
• Demonstrated technical skills required for the preparation of professional and effective sales presentations.
• Ability to use Business Information Tools and specialized customer tools. Ability to learn and use other internal systems.

• Work Environment:
  • Must be able to stand, walk, sit.
  • Must be able to move up to 55 lbs.
  • Use hands to handle or feel; reach with hands and arms.
  • Climb or balance stairs/ladders.
  • Stoop, kneel, crouch or crawl; talk and hear.
  • Must have close vision, distant vision, and ability to adjust focus, peripheral vision.
  • Must be able to stand for extended periods of time.
  • Must have a valid driver's license, be able to drive a car and travel via plane/train as needed.
• Must be at least 21 years of age. Must be able to sit and/or stand for long periods of time and work on a computer for extended periods. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.