SR KEY ACCOUNT EXECUTIVE- MIDWEST

Company: Utz Quality Foods
Location: Chicago
Posted on: October 2, 2024

Job Description:

Utz Quality Foods is seeking a Sr Key Account Executive to join our sales team supporting our Target, Hy-Vee, and Fareway customers. Reporting to the VP, Sales Western Grocery, this position will build and develop strategic customer relations in assigned National and Regional Retailers across multiple states with the primary purpose of accelerating sales opportunities in the medium/major retail environment. Operating within an assigned territory, the Senior Key Account Executive will utilize an entrepreneurial spirit and sales intellect to reach key decision makers at large, multi-store retailers. Provide customer on-boarding expectations and tools to drive sales and profits. This person must lead execution and support the Field Operations Teams to deliver expected results. Candidates must have at least 5 years of related experience in a related position within the consumer products goods industry with direct account responsibility. Candidates should also have experience with DSD, Master Distribution, and DTW delivery system and 3+ years of experience utilizing syndicated data. Strong analytical skills necessary to present sound cost strategies based on estimation of risk, operating cost and customer sales volume. Exceptional customer service, negotiation, and communication skills are essential in this role. Sr Key Account Executive:

• Account management portfolio will include Target, Hy-Vee, Fareway DSD and DTW business. Must successfully identify, plan, and communicate proactively with strategic customers in the retail environment to drive sales and open new customers opportunities. Build brand equity and profitably increase the sales volume on all assigned brands.
  
  
  • Build brand equity and profitably increase the sales volume on all assigned brands.
  • Achieve assigned sales quota through the maintenance and expansion of distribution, merchandising and space improvements for each assigned brand.
  • Build strategic partnerships with customers by integrating intercompany and the customer's strategic initiatives. Build fiscal AOP, JBP and set annual OGSMs (Objectives, Goals, Strategies, Measures).
  • Balance, promote and leverage Utz solutions to meet our customers' needs via DTW and DSD.
  • Fully leverage Trade System (Blue Planner) to plan investments, forecast volume and build optimized trade programming, investment and forecasts. Deliver trade budget.
  • Identify opportunities to maintain and expand distribution on existing business and find unique opportunities for incremental sales and profit utilizing internal systems and Circana/IRI.
  • Own sales forecast by account to drive accurate financial and production planning working with the Revenue management team.
  • Partner with Campbell's Snacks and other distribution partners to drive mutual success thru communication, involvement and ownership.
  • Prepare weekly sales reports and expense reports as required.
    Requirements:
    • Bachelor's Degree from an accredited college with a focus in business, preferred.
    • 3+ years proven sales experience in a related position within the consumer products goods industry with direct account responsibility.
    • Previous experience selling to and managing multiple channels is preferred.
    • 3+ years' experience utilizing syndicated data; excellent written and oral communication skills, ability to analyze and evaluate several sources of data to develop actionable insights.
    • Experience developing and managing sales plans.
    • Experience with DSD, Master Distributors, and DTW delivery systems.
    • This position requires extensive use of computer equipment. Must have a demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook.
    • This position requires the ability to travel and have overnight stays.
    • Demonstrated skills in analytics, problem-solving, verbal/written communication, influencing/negotiation, relationship-building, strategic selling experience and collaboration.
    • Skilled capabilities on IRI/Nielsen data/systems, shopper insights, trade promotion planning, presentation creation and delivery, and customer business planning.
    • Integrates the findings and observations from quantitative and qualitative data and other forms of information received from Route Sales Professionals, sales analytics team and other sources into account strategies.
    • Strategic customer planning, forecasting and operations communications.
    • Responsible to manage Strategic Customer P&L reporting and analysis.
    • Interfaces with Strategic Customer Co-op/COGs budgets.
    • Reports on trends, competitive or industry, to the key leaders of the business.
    • Uses knowledge of the usage of syndicated data/Shopper card data.
    • Communicates in a professional manner to account contacts and Utz sales teams spearheaded by Route Sales Professionals as well as Utz support teams. Has complete knowledge of all levels of Strategic Customer structure, wired to key decision makers at an account and interaction of Route Sales Professionals with store managers.
    • Works with the marketing department to develop account specific programs for Strategic Customers.
    • Establishes and maintains a working rapport with non-store Strategic Customer personnel.
    • Provides customer on-boarding expectations and tools for success to Route Sales Professionals to drive and grow sales in each customer location.
    • Incorporates ethical standards of practice as the basis of all interactions with organizations, communities and individuals.
    • Promotes individual, team and organizational learning opportunities.
    • Advocates for individual, team and organizational learning opportunities.
    • Ensures the measuring, reporting and improvement of account performance.
    • Proven experience using large volume of data, product knowledge and customer familiarity and successfully applying it to negotiation strategies.
    • Able to work closely and successfully interact with internal and external customers.
    • Strong analytical skills necessary to present sound cost strategies based on estimation of risk, operating cost and customer sales volume.
    • Willingness and ability to remain flexible and perform at levels that will meet peak demands in periods of high sales volume and activity.
    • Position based in Chicago or Minneapolis; U.S. 40% travel required.
      Our Recruitment Process
      • Easy Application (5 mins): Introduce yourself and answer a few key questions to get started.
      • Engaging Chat Interview (20-25 mins): Share your experiences in an online chat, highlighting how your values align with ours.
      • Live Interview: Selected candidates will meet with the hiring manager to explore their alignment with the team and overall Utz company culture.
        Continuously Pursuing Excellence! Here at Utz, we have a passion for exciting and delighting consumers with delicious snack foods made from high quality ingredients. After over a century with a strong family heritage, our diverse portfolio of brands includes Utz, Zapp's, Boulder Canyon, and On the Border. Our associates are the reason for the success of this company, so it is important we provide a supportive, caring and inclusive environment that offers opportunities for career growth and advancement. We also help take care of our associates by providing benefits, resources, and programs that ensure they live their healthiest lives. Our benefit package includes medical, dental, and vision plans, an employer match 401k, profit sharing plan, employee stock purchase plan and much more. Join our world class team and help us become the fastest growing pure-play U.S. snacking company of scale! Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. *

Keywords: Utz Quality Foods, Mount Prospect , SR KEY ACCOUNT EXECUTIVE- MIDWEST, Hospitality & Tourism , Chicago, Illinois