Key Account Manager II

About the role

The KAM II is a salesperson responsible for meeting sales quotas and expense budgets for assigned clients by managing sales programs, promotional spending, distribution levels, shelf placement, and strategic planning initiatives. Clients are manufacturers, vendors, or brands who have contracted Advantage as their sales force. Customers are retailers, wholesalers, or distributors to whom we sell our clients’ brands.

This teammate will collaborate with clients to develop strategic plans to accomplish business goals and work with retailer associates (such as buyers, category managers, replenishment managers, and others) on headquarter calls to implement programs. This teammate will own the relationship with clients, make decisions regarding spending of trade funds to drive increased sales, and sign, implement, and execute contracts at customers on clients’ behalf.

This position works closely with internal Advantage Solutions associates such as Customer Managers and teams in order entry, claims, category management, schematics, and retail to increase sales volume within a market. The incumbent may service one or multiple clients, including:

• Pioneering clients (manufacturers without current distribution in assigned customers)
• Regional clients (manufacturers retained on a regional, market, or customer-specific basis)
• Tier 3 clients (manufacturers with minimal volume, SKU counts, and commission revenue)

Responsibilities

• Drive clients’ business at assigned customers, increasing distribution, sales dollars/units/share/other KPIs while staying on spend
• Ensure retail/merchandising execution and basic eCommerce execution
• Achieve targeted income and expense budgets by implementing promotional and marketing strategies
• Analyze trends and results to identify growth opportunities and make recommendations to clients and customers
• Monitor and drive growth through efficient management of promotional spending within guidelines
• Maintain strict control and accounting of accrual and bill-back funds to meet budgetary goals
• Manage period-ending fund balance performance with no overspends vs. trade budget
• Meet or exceed clients’ goals for sales, distribution, share, pricing, shelving, and promotional volume
• Launch strategies to pursue new opportunities
• Implement retailer headquarter calls to:
  • Achieve sales goals by managing and maximizing manufacturer marketing and promotional funds within financial guidelines
  • Ensure all retail pricing and indirect order guides are updated by correcting discrepancies
  • Secure client-approved schematics for all brands by providing direction to schematic, reset, and retail departments
  • Ensure incremental sales through distribution of new products and maintenance of existing SKUs
• Collaborate with the category management team to develop retailer presentations using database rationale (e.g., SKU optimization, promotion causal data, lift analysis)
• Manage accounts to achieve targeted ACV on innovation
• Build and maintain effective client and retailer relationships to ensure customer access and engagement with key stakeholders
• Develop sales presentations to demonstrate accomplishments and areas of opportunity
• Provide strategic input for annual business plans, problem-solving, and ongoing customer management
• Find the intersection of retailer and client objectives to drive win/win scenarios
• Provide timely and fluid communication on client goals, programs, price changes, and priorities
• Manage difficult situations, issues, and conflicts to achieve effective outcomes

Requirements

• Bachelor’s Degree or equivalent experience
• 4-6 years of relevant experience
• Solid track record of managing or working closely with key retailers, including department heads, category managers, buyers, and other retail stakeholders
• Proven experience managing high-value accounts, developing long-term relationships, and delivering on customer objectives (e.g., sales growth, promotional execution)

Skills

• Strong sales presentation and development skills
• Excellent interpersonal and organizational skills
• Working knowledge of syndicated data
• Intermediate or advanced computer skills
• Strong written and verbal communication skills
• Conflict management skills
• Demonstrated ability to provide cross-functional leadership
• Well-organized, detail-oriented, and able to handle a fast-paced work environment
• Flexible and adaptable to changes in projects or business environment
• Ability to complete multiple duties with accuracy, shifting from one to another with frequent interruptions and competing deadlines

Travel

Travel up to 20% is required. Travel and driving are essential duties of this job.