Area of Responsibility
Key Elements
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
Education level and/or experience
- Bachelors degree.
- 3 to 5 years sales or marketing experience within a blue chip consumer goods company is required
- 2-3 years experience within a Sales role would be beneficial
- Possesses selling skills to manage the selling process with chain buyers and executives
- Broad based 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.
- Advanced knowledge of category management principles, process, strategy, and application.
- Ability to synthesize and analyze information from numerous sources and apply to business plans.
Other requirements
- Utilizes all company selling tools, resources, and best practices to secure and maintain current business
KJ-IND