Key Account Executive, C Store: SE Atlanta/Carolinas

About the role

The Key Account Executive (KAE) is responsible for building and strengthening strategic relationships with retail partners within assigned area(s) of responsibility to drive sales growth and expand customer opportunities. This role combines strategic planning with hands-on execution—engaging key decision makers at multi-store retailers, supporting onboarding processes, and providing tools to maximize sales and profitability. Acting as a trusted partner to both customers and internal Field Operations Teams, the KAE ensures seamless execution, fosters long-term partnerships, and accelerates business performance. The primary customer for this position is RaceTrac.

Responsibilities

• Build brand equity and profitably increase the sales volume on all assigned brands.
• Achieve assigned sales quota through the maintenance and expansion of distribution, merchandising, and space improvements for each assigned brand.
• Build strategic partnerships with customers by integrating intercompany and the customer’s strategic initiatives.
• Build fiscal AOP, JBP, and set annual OGSMs (Objectives, Goals, Strategies, Measures).
• Balance, promote, and leverage Utz solutions to meet customers’ needs via DTW and DSD.
• Fully leverage Trade System (BluePlanner) to plan investments, forecast volume, and build optimized trade programming, investment, and forecasts.
• Deliver trade budget.
• Identify opportunities to maintain and expand distribution on existing business and find unique opportunities for incremental sales and profit utilizing internal systems and IRI.
• Build strong cross-functional partnerships internally and consistently share best practices.
• Comply with all company policies, instructions, and directions for the fulfillment of company objectives.
• Own sales forecast by account to drive accurate financial and production planning working with the Revenue Management team.
• Partner with distribution partners to drive mutual success through communication, involvement, and ownership.
• Prepare and submit special reports, product acceptance, or competitive conditions as requested by management or observed in the marketplace.
• Represent the company with effective verbal and written communication skills, adapting style to suit different audiences.
• Ensure observance of safe work practices, including in the immediate work area, customer sites, and while operating a vehicle for company business.

Requirements

• 5+ years of proven sales experience in a related position within the consumer packaged goods (CPG) industry with direct account responsibility.
• 3+ years’ experience utilizing syndicated data; excellent written and oral communication skills, with the ability to analyze and evaluate multiple data sources to develop actionable insights.
• 3+ years of CPG headquarters (HQ) calling experience; prior background calling on accounts at the headquarters level is required.
• Experience with both Direct Store Delivery (DSD) and Warehouse delivery systems.
• Proven strategic selling experience.
• Demonstrated proficiency in Microsoft business software, including Excel, PowerPoint, Word, and Outlook.
• Ability to travel and stay overnight as required by the position.
• Demonstrated skills in analytics, problem-solving, verbal/written communication, influencing/negotiation, relationship-building, and collaboration.
• Skilled capabilities in IRI/Nielsen data/systems, shopper insights, trade promotion planning, presentation creation and delivery, and customer business planning.
• Bachelor’s degree with a focus in business is preferred.

Benefits

• Medical, dental, and vision plans.
• Employer-matched 401k.
• Profit-sharing plan.
• Employee Stock Purchase Plan (ESPP).
• Additional resources and programs to support health and well-being.