Sr. Sales Manager, Key Accounts

About the role

The Senior Sales Manager, Key Account is responsible for overseeing the strategic development and execution of sales plans within key accounts in the Food & Beverage sector. This position involves managing and expanding relationships with major retail chains, distributors, and large-scale clients to achieve revenue growth, market penetration, and overall business objectives. The ideal candidate will have a strong background in key account management, business development, and sales strategy within the food and beverage industry. Responsible for supporting Market Basket.

Account Management Essential Duties and Responsibilities

• Develop and maintain long-term relationships with key customers, including large retail chains, foodservice clients, wholesalers, and distributors.
• Manage a portfolio of strategic accounts, ensuring strong customer loyalty and retention.
• Act as the primary point of contact for key accounts, addressing client inquiries, needs, and concerns in a timely and professional manner.
• Formulate and implement sales strategies for key accounts to maximize revenue, increase market share, and strengthen brand positioning.
• Collaborate with marketing, product development, and operations teams to ensure that promotional activities align with customer needs and business goals.
• Analyze sales data, market trends, and customer feedback to identify new opportunities for growth.
• Continuously monitor the competitive landscape and industry trends to identify new opportunities and threats.
• Gather insights on customer behavior, competitor activity, and market dynamics to inform strategic decisions.
• Provide feedback to the product development and marketing teams on emerging customer preferences and market needs.
• Prepare accurate sales forecasts and business plans for key accounts, ensuring alignment with overall business objectives.
• Track account performance metrics, including sales volume, profitability, and customer satisfaction.
• Provide regular updates and detailed reports to senior management on key account activities, challenges, and opportunities.
• Manage sales budgets for assigned accounts, ensuring that all activities are conducted within budget and deliver ROI.
• Optimize sales activities to improve cost-efficiency and profitability.
• Work closely with cross-functional teams, including marketing, operations, and supply chain, to ensure that customer requirements are met and sales targets are achieved.
• Mentor and support junior account managers and sales team members, providing guidance on best practices, customer relationship management, and sales tactics.
• Lead negotiations on pricing, terms, and conditions for key accounts, ensuring mutually beneficial agreements are reached.
• Prepare and manage contracts, ensuring compliance with company policies and legal requirements.
• Monitor account performance against targets and adjust sales strategies as needed to meet goals.
• Collaborate with marketing to plan and execute promotional campaigns, events, and in-store activations that drive sales and customer engagement.
• Ensure that customers are equipped with relevant sales tools and materials to drive product visibility and sales.

Education and Experience

• Bachelor's degree in Business, Marketing, or related field, preferred. MBA a plus.
• 7+ years of experience in key account management, sales, or business development within the Food & Beverage or Consumer Products industry.
• Proven track record of successfully managing large, strategic accounts and driving revenue growth.
• Experience in managing national or regional retail accounts.
• Experience in developing and executing promotional strategies.
• Experience with CRM systems and sales management software (e.g., Salesforce, Microsoft Dynamics).
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
• Experience in negotiating complex deals.

Skills and Competencies

• Applies foundational knowledge in sales strategy, category management, project execution, and P&L principles to support planning, manage deals, and drive business outcomes.
• Builds strong customer relationships through tailored presentations, strategic negotiation, and personalized CRM approaches to maximize value and engagement.
• Leverages CRM tools, analytics, and digital systems to track performance, optimize sales processes, and support data-driven decisions.
• Leverages deep understanding of the Hood business model, market trends, and industry dynamics—including dairy and commodities—to identify growth opportunities and align solutions with customer needs.
• Applies strong business acumen, product knowledge, and structured decision-making to position offerings competitively, communicate value in financial terms, and drive long-term success.
• Applies a strong understanding of the Hood business model to align customer needs with business offerings and uncover growth opportunities.
• Identifies revenue opportunities and clearly communicates solution value using financial and business frameworks.
• Demonstrates deep product knowledge and effectively differentiates offerings from competitors to strengthen market position.
• Conducts thorough research to track trends and adjust strategies, supported by foundational knowledge of the dairy and commodity landscape.
• Uses structured frameworks to make informed, strategic decisions with a focus on long-term impact and business alignment.

Additional Requirements

• Regular travel to key accounts and industry events.
• Ability to work from home office when not traveling.
• Must have valid driver's license and reliable vehicle.

Pay

The pay range for this position is $115,000 - $140,000 USD.