Job Description
Job Description Description: Support and facilitate the development of annual customer implementation plans for priority accounts. Create brand awareness within the sales team, customers, and consumers by coordinating brand training, customized consumer activities, territory, and key account management.
The territory extends to the entire Boston, MA area.
Key Accountabilities:
Customer
Deliver on volume and profitability objectives by brand
Ensure compliance with Corporate Pernod Brand Strategies
Create and execute programs that align with brand KPIs
Increase the quality/quantity of accepted innovative business-building proposals
Understand best practices
Apply comprehensive market, product, and consumer information to generate brand and volume-building activities
Increase the number of accounts where we are considered a trusted advisor
Become part of the customer planning process
Obtain preferred supplier status (right of first refusal)
Understand and deliver on account goals, strategies, and opportunities
Develop accounts solutions tailored to consumer insight (by chain and channel)
Set and achieve KPIs (Distribution, Ads, Display, Features, etc.)
Set goals, measure, evaluate, and adapt to changes
Align trade spending with the right opportunities per chain priority, per channel/sub-channel priority
Meet and exceed customer expectations on fundamental business needs
Organizational
Identify and adopt key account management best practices beyond customer and industry
Lead development of annual plans for key accounts that reflect agreed brand and customer strategies and support the delivery of business goals
Develop preferred supplier status with accounts by participating in the accounts planning process
Communicate market, brand, and consumer
developments/trends/best
practices inside and outside the category and/or industry
Influence sales teams to develop account-specific programs specific to local consumer insight
Recommend suitable account-specific brand and volume mix targets
Establish and allocate all spending on account, including joint spending by account priority
Oversee account performance and implement corrective business building actions
Proactively participate in strategy briefing sessions and provide continuous feedback on execution and program effectiveness
Ensure delivery of specific Category Management guidelines and principles to strategic account category manager are aligned against customers
Set and achieve KPIs (Depletions, Distribution, Ads, Displays, Features, Menu Placement, Wells, House Pours, POS, Permanent Signage etc.)
Engage in relationship building activities with buyers for all key accounts
Brand Goals
Sales Performance – achieve volume growth targets for Global, National, and Local Brands
In Market Execution – ON PREMISE: depletions, accounts sold, menu placement, feature drinks/BTG, well/house pours, POS & permanent signage. ON PREMISE: depletions, displays – primary/secondary, feature ads, cold box placement, POS/permanent
People Development – general training and brand ownership
Requirements:
Knowledge/Skills/Abilities:
Managing complex customer relationships
Strong sales skills, superior negotiation, and influencing skills
Leadership capabilities with strong presentation and interpersonal skills
Proficient in fact-based selling and analysis of syndicated consumer data (IRI, Nielsen)
Basic brand marketing and finance skills
Basic computer skills (excel, access, word, PowerPoint etc.)
Education/Experience/Training:
1-3 years of sales experience
Proven track record of delivering on defined sales goals
1-2 years of major account responsibility
Budget, sales, and marketing experience within Consumer Package Industry
Willingness to work nights and weekends
Bachelor's degree or equivalent
Martignetti Companies prides itself on being a company where you can bring your best self to work every day. We strive to be an employer of choice where everyone feels that they belong. We do so by acting on our commitment to Diversity, Equity & Inclusion and offering a substantial benefits package that includes generous paid time off, medical, dental, vision insurance, a comprehensive 401K plan, and employee discounts. All are welcome to apply to work for a company that truly believes its employees are its greatest asset!
Martignetti Companies provides equal employment opportunities to all employees and applicants without regard to race, color, religion, age, sex, gender, sexual orientation, national origin, ancestry, disability, genetics, veteran status, or any other characteristic protected by state, federal and local laws. In addition to federal law requirements, Martignetti Companies complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.
EEO M/F/D/V
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