Key Account Manager

Key Account Manager – Convenience Channel

Primary Objectives:

To manage the sales and share performance of all Adams Beverages products in specific retail chain stores in assigned territory. Coordinating all sales programs and communicating to sales teams. The Key Account Manager (KAM) is an exempt position. This position reports to an appropriate VP, Sales Director, and Sales Manager.

Essential Functions

• Manages entire retail chain business and works with all suppliers to achieve sales and share growth.
  • Maintains open communication and regular call frequency on chain buyers and all suppliers regarding all sales and programming
  • Must possess an effective ability to communicate orally or in written form effectively with co-management, internal and all chain external customers
  • Communicate continuous improvement methods while maintaining focus on company distribution, programming, sales and share goals
  • Conducts business reviews with respective chains on a consistent basis
  • Monitors key business indicators – Number of cases sold, market share performance, shelf space performance and out of stock issues
  • Establishes behaviors that drive positive business results
  • Proficient in Encompass software
  • Excellent customer service skills
  • Meets frequently with chain corporate personnel as well as market manager, district manager and store level management
  • Call points to include but not limited to; Quicktrip, Circle K Southeast, 7-Eleven, Sam’s Mart, Times Oil, Target, Whole Foods
• Excellent interpersonal and coaching skills
• Work with operations and delivery to ensure proper delivery to chains as expected and as required
• Conduct weekly store audits to ensure execution of programs
• Reasoning ability - must demonstrate the ability to anticipate and solve practical problems or resolve issues
• Excellent computer skills, enthusiastic, team player interested in positive company growth
• Present at company sales meetings, sales updates and chain activity, pricing and programming to ensure all sales team understand and execute
• Works hand in hand with all supplier chain teams to ensure coordination on priorities

Development of the Key Account Manager

The Key Account Manager with proper development can expect opportunities to move into other positions in the organization if interested and when qualified.

• Product Knowledge – Must understand the entire portfolio as well as sales performance and distribution of each brand
• Participates in executive, management, and company staff meetings and attends other supplier meetings and seminars.
• Continued education programs when necessary.

• Encompass training
• Shelf space management (SPP)
• IRI/Circana data training
• Attend all supplier sales and planning meetings

Certificates, Licenses, Registrations

• Key Account Managers are required to possess and maintain a valid NC Driver’s License and ABC permit for the purpose of peddling alcoholic products.

Physical Demands

These physical demands are representative of the physical requirements necessary for a Key Account Manager to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable people with disabilities to perform the described essential functions of this position.

While performing the responsibilities of the job, the Manager is required to talk and hear. The Manager is often required to sit and use their hands and fingers, to handle or feel. The Manager is frequently required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. Vision abilities required by this job include close vision.

Work Environment

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the Manager will encounter. Reasonable accommodation may be made to enable people with disabilities to perform the essential functions of the job.

While performing duties of this job in the field environment, the Manager will be exposed on a regular basis to moving mechanical parts, motor vehicles, traffic and in-store product movement and back stocking. In addition, exposure while in customer locations cannot be projected. These conditions may vary, and the Manager will receive adequate training to recognize and avoid hazards that cannot be described as expected. Noise levels will range from quiet to loud.