Key Account Manager - West

About Us:

Cocojune is a leading plant-based yogurt brand based in NY. We launched in 2019 and today we’re the largest independent brand in our industry and our products are found in thousands of stores nationwide.

We are a young and dynamic team who are passionate about delicious yogurt. We believe that food is an amazing medium for inspiring joy, connection, and environmental change.

Our sustainability journey started with our commitment to organic farming and have continued it with our upgraded paper-based cups and our net-zero plastic footprint. We continuously work to raise the bar within sustainability, health and tasty nourishment.

We are very proud to have our own manufacturing plant in New York which runs mostly on hydropower and is entirely fossil fuel-free, allowing us to lower our manufacturing footprint and reduce waste.

Job Description Summary:

Our new Key Account Manager - West will be responsible for all sales activity within their assigned territory (Natural and Conventional retailers, West Coast). This role has direct responsibility for managing pricing and trade spend within approved budgets, and tracks progress towards operational plan goals. Develops key customer relationships, prepares and delivers sales materials for account presentation, including developing account specific insights to support the sales process from shipping and consumption data. Manages customer promotional calendars and execution of trade spend initiatives, participates in trade shows and conferences, keeps customer records updated on CRM system.

You will report to our Head of Sales.

This role is remote (Southern California preferred)

Areas of Responsibility:

• Developing and maintaining positive and close relationships with customers (responsible for all direct communication with customers)
• Growing Cocojune’s shelf presence to hit operational targets across key categories
• Maintaining Cocojune’s presence in front of key buyers for category review at current and new accounts, and keeping Cocojune top of mind in between review timeframes
• Monthly business review for all accounts (Sales trend, new items, promotional efficacy, competitive pricing and performance, velocity, shelf voids)
• Preparing category review presentations (including competitive data review, powerpoint visuals, pricing and promotional plan, samples, required customer paperwork)
• Management of broker and retail teams (at some accounts), and direct management of accounts that have no broker or retail coverage (most)
• Maintain internal documents to support supply chain planning and forecasting and share sales activity.
• Promotional planning and execution for all accounts, management of trade spend to budgeted target.
• Collaboration with marketing team to support shopper marketing and other account specific activations.
• Contribution of market knowledge, competitive insights, category best practices and trends to broader leadership team, to support strategic positioning, pricing and promotional strategy, and new product development.
• Frequent store visits and market tours.
• Requires analytical skill to utilize sales and market data to develop category management insights. Excel proficiency required.
• Collaborate with orders desk and key customers to help manage on hand inventory and logistics to ensure high fill rates and low spoils.
• Attend tradeshows and other events.
• At times, work a flexible schedule as needed: Including nights, weekends, and holidays.
• Significant travel is expected and required (35%+)

Preferred Qualifications and Experience:

• We are a data driven organization with limited sales analysis support. Excel proficiency is required for success in the role.
• 4+ years of sales experience in Food and Beverage, managing conventional and natural retailers
• Proven track record of success hitting sales targets
• Experience in an organization undergoing fast paced growth preferred
• Experience and contacts within Dairy/Yogurt category preferred
• Bachelor's degree in Business or other relevant areas preferred.

Preferred Personal Skills:

• High level of initiative, able to problem solve and drive account level goals forward independently.
• Creative thinker
• Excellent verbal and written communication: able to execute memorable and dynamic presentations for customers, and represent Cocojune with clear and professional written communication.
• People focused, able to connect and form lasting relationships with customers and partners.
• Clear prioritization of the desk (53 accounts with tiered management targets, minimal broker support)
• Willingness to get your hands dirty- stay close to the buyers, close to the stores, support supply chain, evaluate data, “total life cycle” sales management approach.
• Must be comfortable in a fast paced environment, with a lot of opportunities for growth and a rapidly evolving team structure.
• Willingness to take personal accountability in challenging situations and work to find a system-based solution