This role has a flexible location and may be based in Charlottesville, VA or Blacksburg, VA.
The Chain Account Executive is accountable for profitably managing business results (volume, share, profit) for assigned chain account(s). Develops the account sales plan and facilitates its implementation. Ensures that products and programs are sold to and executed in chain retailers by coordinating the sales, distribution, and program execution through chain buying offices and MillerCoors system. Builds value-enhancing relationships with retailers through category management application, responsive problem solving and proactive relationship management.
Develop and maintain account plan
- Annual plan and trimester updates
- Customer priority and opportunity discovery
- Align with class of trade and regional strategy
- Volume and profit forecast
- Identify make plan imperatives & needed resources
- Management unit alignment, communication
- After-action review; implement changes
Sell plan to the customer
- Call on buyer, retail operations and any internal/external resources that can influence execution
- Follow MillerCoors call planning and reporting routines
- Execute the call and sell single sales objectives. Applies appropriate presentation and selling techniques.
- Communicate call results to network; coordinate execution.
Customer stewardship. Improve MillerCoors' relationship and alignment with the account(s).
- Penetrates customer organization to identify decision makers and influencers
- Builds rapport, trust and credibility
- Champions assigned account through MillerCoors system
- Shares customer Best Practices across team, regions and distributors
Category management & performance analysis
- Brings category knowledge and retail solutions to the customer
- Understand and applies appropriate services and retail solutions
- Guides analyst resources to uncover performance issues and opportunities
- Sells category/space management initiatives
Chain P&L management
- Monthly volume and profit forecast
- Track & evaluate performance
- Drive favorable mix to achieve volume, share and profit goals
Execution management
- Coordinate alignment of programming with mgt units and distributors
- Work with marketing resources to develop and deliver customized programming.
- Coordination distributor price reporting for customer
- Align supply chain resources to satisfy customer requirements, aligned with strategy
- Regional/store visits to check on execution and opportunities
- Bachelors degree required.
Preferred Skills / Experience:
- 3+ years experience or internship within a Sales role would be beneficial
- 3+ years experience within a Sales role would be beneficial
- Possesses selling skills to manage the selling process with chain buyers and executives
- Knowledge of beverage marketing, sales and merchandising strategies.
- Can coordinate execution across functions. Ability to communicate internally and externally to drive results.
- Ability to form value-added relationships with customers, distributors and co-workers.
- Knowledge of category management principles, process, strategy, and application.
- Ability to synthesize and analyze information from numerous sources and apply to business plans.
- Utilizes all company selling tools, resources, and best practices to secure and maintain current business
Premier Members
MillerCoors LLCChain Account Executive - Charlottesville or Blacksburg VA |
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Job Information
Posted: |
Saturday, December 22, 2012 |
Modified: |
Tuesday, February 12, 2013 |
Division: |
Sales - Southeast Region |
Location: |
Charlottesville Virginia United States |
Job ID: |
3410BR (MillerCoors LLC Job ID) |
HireDiversity Job ID: |
3532923 |