Sales Account Manager

Job Description

Job Description

Position Description:

The role of Sales Account Manager will primarily focus on managing the portfolio of assigned CORE accounts, and developing new business within the prioritized restaurant chain account, foodservice distribution, and other ingredient/ industrial opportunities. This person will protect and strengthen the long-term relationships with our customers, connect with key South Chicago Packing and customer stakeholders to bring a solution-oriented approach through best-in-class sales practices to create value for both the client and the company. Most importantly, the Sales Account Manager will steward and reflect the Miniat values in all internal and external interactions.

Primary Responsibilities:

COMMERCIAL LEADERSHIP

• Develop a holistic sales plan for the assigned book of business to consistently deliver volume and profit margin targets, as well as annual Key Performance Indicator (KPI’s) objectives as assigned.
• Drive growth of customer and channel profitability and create action plans where needed to ensure delivery of monthly & annual KPIs for overall business health.
• Provide fact based and qualitative updates to the South Chicago Packing leadership team on business performance and key customer initiatives.
• Leverage investments in digital tools and CRM as the central hub for customer intelligence to deepen customer insight, business performance, key engagements, customer segmentation and targeting, and the balance between existing and prospective customers by Account Manager.
• Develop new business within prioritized market segments, tracking new customer opportunities,
• Own accurate demand forecast for assigned customers grounded in key insights and data centric approaches.

CATEGORY & CUSTOMER DEVELOPMENT

• Customer Value Proposition Enhancement – deepen understanding of the Customer Journey to better deliver value-add solutions to unmet needs and collaboration opportunities. Deliver persuasive, professional, data-driven business development strategies tailored to specific channels and customer segments.
• Cultivate and deepen solid professional relationships with existing clients and build successful engagement plans to develop new customers from prioritized leads.
• Monitor the development of new business pipeline within defined areas of focus.
• Build robust Account Plans for prioritized clients that clearly outline customer objectives and strategic alignment with South Chicago Packing capabilities and focus areas.
• Serve as the conduit for marketplace insights, including customer and competitor perspectives, to help South Chicago proactively address business needs and capitalize on opportunities.
• Partner with Customer Service & Solutions Team to deliver best in class service levels, and maximize revenue delivery

REVENUE MANAGEMENT EXCELLENCE

• Deliver the achievement of specific sales goals including business unit volume and margin plans.
• Collaborate with Finance and Strategic Sourcing Partners to understand impact of oil and commodity markets as means to deliver category expertise to the customer
• Cultivate strong competitive and market intelligence to negotiate pricing decisions within an established management framework.
• Develop revenue growth impact through product and customer mix decisions – upselling and cross-selling to grow margin contribution
• Ensure proactive management of contract renewals and lead recommendations for Customer RFP and negotiation strategies.

CONTRIBUTE TO A WINNING CULTURE

• Drive a capability development mindset that ensures continuous growth, balancing technical and leadership skill to develop future Miniat Company leaders.
• Responsible for bringing the full enterprise to bear in support of the customer – always taking accountability to drive positive outcomes
• Embody an innovation and continuous improvement mind-set to business processes & resource allocation, continually looking for ways to increase customer impact and performance.
• Live the Company Values
• Perform other duties as assigned

Supervisory/Management Responsibilities:

Not Applicable

Requirements:

• Bachelor’s degree required
• Minimum of 5 years of sales or business development experience, or relevant experience
• Excellent interpersonal and presentation skills
• Strong communication skills, written and verbal
• Proficient with Microsoft Office
• Approximately 20% to 30% travel, or as much as necessary
• Off hours and weekends work as needed

Competencies – A Leader in Demonstrating the Miniat Values:

• A Privilege to Serve the Customer – Acts with a clear Customer Focus
• We Are A Family – A Strong Collaborator, Who Instills Trust with Peers, Direct Reports, and Leaders
• We Take Pride in What We Do – Committed to Self-Development, Relentlessly Drives Results
• We Act with Integrity – Acts with Courage, Demonstrates Accountability
• We Take A Long Term View – Shows a Strategic Mindset, Is Resilient with a Positive and Confident Outlook

Benefits for this role include: Medical, vision, dental, discretionary bonus up to 25% (50% personal performance based & 50% company performance), 401(k) with matching up to a max of 4% and 120 hours PTO in the 1st 12 months.