Strategic Account Manager-Grocery

Description

Reports To: Strategic Account Sales Manager                                      

Summary:   Join our family and share the story of D.G. Yuengling & Son, Inc. (DGY) and what makes us unique as America’s Oldest Brewery. We are family owned and operated since 1829 and have a strong culture and history of perseverance and grit. We are seeking a strong champion of our company and our brands. We are looking for a Strategic Account Manager will be responsible for the sales and general management of Meijer and several Kroger Banners.  This role must be able to build and maintain relationships with buyers to grow our collective business. This person will be responsible to develop sales plans, conduct chain account calls, program development, increase assortment and display activity, and ensure retail execution with key distributors in assigned accounts. The key responsibilities will include implementing specific business plans, achieve sales objectives, obtain key distribution targets, obtain promotional activity, and integrate strategic company objectives. In addition, the Strategic Account Manager will be responsible for account specific programming in coordination with our Yuengling Sales and Marketing Departments. This role will also be responsible for communication and programming with wholesaler partners and our sales team as well as work with zone territories to increase volume, distribution, and product share.  The preferred location is in Cincinnati, OH.

Essential Duties and Responsibilities

• Work with Strategic Account Sales Manager to develop and implement individual roadmaps for each call point, including the account’s Triple A Strategy: Assortment, Activity and Action, and identifying store level opportunities, and promotional presentations.
• Primarily work retail to gain understanding of competitive opportunities as it applies to pricing, brand positioning and execution, and to communicate and coordinate those opportunities with the Strategic Account Sales Manager, local Zone Manager and wholesaler teams. 
• Develop and manage individual Annual Business Plans for each call point, including the account’s SWOT, distribution gaps, store level opportunities, and promotional presentations.
• Perform the processes necessary to gain authorization, proper pricing, and shelf space within national and regional off premise chains as assigned by management.
• Responsible for communicating and coordinating with Sales and Sales Management to ensure proper wholesaler execution.
• Responsible for coordinating efforts between national chain headquarters and regional offices as they pertain to local or regional sales execution.
• Plan trimester marketing programs and monthly brand priorities for Yuengling Sales and Wholesalers in assigned chains.
• Focus on retail chain selling and planning.
• Establish and maintain an effective call point schedule for all assigned accounts.
• Develop department administrative capabilities to measure pre and post promotional analysis, schematic distribution, competitive and DGY ad activity database. Interpret and utilize syndicated data reports, and maintain a pricing database for assigned chains.
• Coach, mentor, and/or train DGY and wholesaler sales personnel on our competitive position in chains in their market place as necessary. 

Requirements

Skills and Qualifications

• Previous Strategic Account Sales management experience.
• Excellent organizational and interpersonal skills.
• Proficient in Microsoft software programs such as Outlook, OneNote, Excel and PowerPoint. 
• Experience in analyzing and utilizing scan data with IRI/Nielsen.
• Detail oriented, with the ability to work independently and as a team.
• Requires strong communication and presentation skills.
• Requires knowledge of the three tiers of the beverage industry.
• Requires the ability to analyze statistical data and formulate objectives.
• Ability to influence a chain retailer across multiple states with experience in syndicated data and analytical resources.
• Willingness to travel with frequency to make assigned calls and retail visits.
• Must perform other duties as required by the immediate supervisor.

Education and/or Experience

• Bachelor’s Degree preferred, and a minimum of 5 years of industry experience required. Prior chain responsibility preferred.
• Previous national chain sales management experience, Kroger specific, is preferred.