Account Sales Manager

About the role

This role represents the company by maintaining a close, positive, and effective relationship with key growth account(s) and cultivating new business based on providing effective solutions, guidance, strategies, retailer programs, and tools that foster success in the company's business.

Responsibilities

• Develop positive, strong, close, and lasting customer relationships that enhance trust in the company, improve customer loyalty and longevity, and ensure quick and effective communication and problem resolution.
• Engage in regular contact with customers to identify needs and provide integrated full scope solutions.
• Provide expertise to customers on operational and merchandising issues and recommend solutions.
• Ensure retailers understand all the services company provides, especially its ability to deliver quality fresh product to customers.
• Develop annual and seasonal business plans and sales & marketing strategies in alignment with company's overarching strategy to ensure attainment of revenue and profit goals.
• Create and execute sales and marketing plans specific to individual retailer, based upon consumer, category, and competitive insights that are aligned with the strategic role of the customer and focus on driving profitable growth and market share.
• Aid customers in planning for the future in terms of actively seeking buyers for customers' businesses known to be for sale, and/or guiding family succession to ensure the continuation of business.
• Increase sales by speeding up new item introduction, maximizing product penetration, increasing quarterly perishable sales, capitalizing on marketing trends, selling and utilizing merchandising and marketing programs, planning and assisting retailers in special event and seasonal programs.
• Increase concentration of purchases with existing key accounts by driving top 25 plus items into plan-o-grams and using other sources of leverage to enhance sales results.
• Prepare and provide formal business reviews for individual customers on a quarterly basis, identify retailers' strengths and weaknesses, help them respond to their weaknesses, and assist in the development of longer-term plans for improved performance.
• Measure the success or failure of business-building initiatives and identify opportunity gaps that can be corrected as needed to ensure growth.
• Negotiate supply agreements that drive improved financials.
• Provide corporate management with updates on key account sales, programs, and services, and present new ideas to upper management to increase sales.

Requirements

• Bachelor's Degree (Required) in Business Administration or related field or equivalent combination of education and experience.
• Five years of combined experience in sales and account management.
• Experience in a grocery, wholesale, or food industry environment preferred.
• Two years of supervisory experience.
• Excellent ability to prioritize and self-motivate.
• Excellent oral and written communication skills, and interpersonal skills including a strong ability to present new ideas and persuade individuals and thrive on networking.
• Strong financial acumen and analytical skills, including evaluating possible outcomes.
• Strong working knowledge of products and services, and industry trends.
• Ability to evaluate and understand the actions and needs of customers and business, convey a positive attitude and viewpoint, and to provide business knowledge and emotional support to customers.
• Proficient with Microsoft Office including Excel, Word, and PowerPoint.
• Ability to travel up to 75%.

Qualifications

• May be required to lift and/or move 20 pounds.
• The associate is frequently required to sit/stand/walk.
• The noise level in the work environment is usually low to moderate but may be high in distribution settings.

Skills

• Customer Relationship Management
• Sales and Account Management
• Merchandising and Marketing
• Financial Analysis
• Strategic Planning
• Business Development
• Customer Service

Benefits

SpartanNash offers a robust and competitive Total Rewards benefits package, including:

• Health insurance
• Dental insurance
• Vision insurance
• Paid time off
• Retirement savings plan
• Employee assistance program

Pay

Compensation is commensurate with experience.

Schedule

Regular hours are typically 9 AM to 5 PM, Monday through Friday. Occasional evening and weekend work may be required.