The HEINEKEN Company
Location: Northeast Region - New England Terriitory
About the Role:
Ensure you read the information regarding this opportunity thoroughly before making an application. The Chain Account Manager leads the sales and execution efforts for chain customer programs and promotions within an assigned geography and/or channel type. This role will build relationships and influence within customer organizations, distributors and internal Regions/Zones to drive attainment of HUSA objectives while supporting our chain customer’s strategic goals. The Chain Account Manager must be skilled in uncovering insights/opportunity and relating our brand solutions and value. Communication and collaboration with internal and external stakeholders are critical to driving business success for this role. Key Responsibilities: Administration • Pricing management, submission and communication across multiple zones and multiple stakeholders. • Financial acumen in building and balancing of budgets, checkbooks, POs. • Manage inventory proactively through constant communication and follow through with operations, retailer, and distributors. The ability to collaboratively build solutions for key packs and innovation with stakeholders is critical to success. • Preparation and development of insight-based sales tools for planning, programming, and execution. Communication • Conduct Joint business planning and business reviews with retailers and distributors to effectively align and sell HUSA key priorities to drive overall business. • Deliver “1-Sheet” insight and selling overview documents for the Active Campaign communication tool, distributor meetings and distributor sales rep alignment. • Leverage category management insights and opportunities to build sales tools that will drive incremental programming and distribution for HUSA, distributors, and retailers Execution Management • Develop and adjust chain call frequency to align with sales opportunities. • Deliver business objectives within assigned customer base by building strong relationships and having a solid understanding of the customers goals and strategies. • Utilize space planning and validation of sets to ensure new item placement and sustainability of SKUs. • Establish scorecard, tracking and post promotion analysis to drive in market collaboration with HUSA sales team, distributors, and retailers to ensure effective execution on all initiatives. Leadership • Learning Agility. This person must transcend their role by striving for continuous improvement in skills and results. • Coaching and developing internal and external salespeople to achieve HUSA business plan objectives. • Lead communication and collaboration throughout multiple levels of all organizations involved to deliver business results. This requires a demonstrated ability to collaborate effectively across internal partners, distributor partners and retail hierarchy. Basic Qualifications/Requirements: • Bachelor’s degree • Experience working with Distributor Sales representatives • Direct customer management experience in CPG • Previous knowledge of 3-tier distribution system • 5+ years of CPG category management experience required • Analytical and technical skills required • Experience with syndicated data sources (Nielsen, IRI, Spectra, Household Panel), Retail Link, and consumer/shopper insights required • Exposure to retail account management and beverage distribution models preferred • JDA software experience in validation • Strong communication skills Preferred Qualifications: • Previous success building business results through customer management • Ability to create plans for HUSA brands aligned with customers strategies • Experience building and executing business plans • Budget and resource management • Ability to use Category Management and other syndicated data to influence
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Ensure you read the information regarding this opportunity thoroughly before making an application. The Chain Account Manager leads the sales and execution efforts for chain customer programs and promotions within an assigned geography and/or channel type. This role will build relationships and influence within customer organizations, distributors and internal Regions/Zones to drive attainment of HUSA objectives while supporting our chain customer’s strategic goals. The Chain Account Manager must be skilled in uncovering insights/opportunity and relating our brand solutions and value. Communication and collaboration with internal and external stakeholders are critical to driving business success for this role. Key Responsibilities: Administration • Pricing management, submission and communication across multiple zones and multiple stakeholders. • Financial acumen in building and balancing of budgets, checkbooks, POs. • Manage inventory proactively through constant communication and follow through with operations, retailer, and distributors. The ability to collaboratively build solutions for key packs and innovation with stakeholders is critical to success. • Preparation and development of insight-based sales tools for planning, programming, and execution. Communication • Conduct Joint business planning and business reviews with retailers and distributors to effectively align and sell HUSA key priorities to drive overall business. • Deliver “1-Sheet” insight and selling overview documents for the Active Campaign communication tool, distributor meetings and distributor sales rep alignment. • Leverage category management insights and opportunities to build sales tools that will drive incremental programming and distribution for HUSA, distributors, and retailers Execution Management • Develop and adjust chain call frequency to align with sales opportunities. • Deliver business objectives within assigned customer base by building strong relationships and having a solid understanding of the customers goals and strategies. • Utilize space planning and validation of sets to ensure new item placement and sustainability of SKUs. • Establish scorecard, tracking and post promotion analysis to drive in market collaboration with HUSA sales team, distributors, and retailers to ensure effective execution on all initiatives. Leadership • Learning Agility. This person must transcend their role by striving for continuous improvement in skills and results. • Coaching and developing internal and external salespeople to achieve HUSA business plan objectives. • Lead communication and collaboration throughout multiple levels of all organizations involved to deliver business results. This requires a demonstrated ability to collaborate effectively across internal partners, distributor partners and retail hierarchy. Basic Qualifications/Requirements: • Bachelor’s degree • Experience working with Distributor Sales representatives • Direct customer management experience in CPG • Previous knowledge of 3-tier distribution system • 5+ years of CPG category management experience required • Analytical and technical skills required • Experience with syndicated data sources (Nielsen, IRI, Spectra, Household Panel), Retail Link, and consumer/shopper insights required • Exposure to retail account management and beverage distribution models preferred • JDA software experience in validation • Strong communication skills Preferred Qualifications: • Previous success building business results through customer management • Ability to create plans for HUSA brands aligned with customers strategies • Experience building and executing business plans • Budget and resource management • Ability to use Category Management and other syndicated data to influence
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