Account Manager at Great Lakes Cheese

Posted in General Business 8 days ago.

Type: Full-Time
Location: Hiram, Ohio

Job Description:

Job Overview

The Account Manager, Sales acts as client consultant that works with internal departments to ensure that client needs are understood and satisfied. This role will lead with making sales, handling client complaints, collecting and analyzing data, and improving the overall customer experience.

Job Responsibilities

Account Management

  • Manage relationship with set list of customer accounts that do not include Key Accounts and most often have long-established and stable relationships with Great Lakes Cheese
  • Coordinate with AR on payment, customer sponsorship and tradeshow requests
  • Lead internal account meetings to include Sales Operations, Customer Service and Sales in support of smooth business to the customer at a regular weekly cadence.
  • Responsible for annual completion and regular updating of Account overview documentation.
  • Responsible for ensuring that aging inventory is managed appropriately by facilitating with the customer to move product.

Bid Management

  • Execute on strategy set by senior leader to manage customer negotiations in bids, RFPs and price changes. Project-manage internal cross-functional coordination in support of bid including Pricing, Procurement, Engineering, Supply Chain, etc. as well as customer-facing presentation of bid proposal.

Broker Management

  • Support senior leader in Quarterly broker scorecard management, review, feedback and audit of expectations.

Category Management

  • Responsible for holding Quarterly category management reviews with key customers, with a goal of increasing product velocity.
  • Determine sustainable and reasonable private label share goals for each key customer, share these results with customers during quarterly reviews, and hold customers accountable towards these goals.

Distribution Change Management

  • Collaborate with senior leader to set execution strategy and manage any major distribution changes (bid award, planogram results, etc.) for set accounts to result in smooth onboarding or off boarding for the customer.

Forecast Management

  • Conduct formal quarterly forecast reviews by meeting with customers to review and align customer forecast against internal forecast to identify gaps. Responsible for communicating any adjustments needed to forecast for supply chain planning.
  • Responsible for reviewing forecast compared to actual sales at the beginning of each month for the month prior to identify any major discrepancies and identify root cause to determine if any future forecast adjustments recommendations need to be made to supply chain planning.

Price Management

  • Responsible for all Customer communication of overage adjustments.
  • Own CPQ price quoting process including communication of customer quotes and acceptance.
  • Responsible for coordinating that pricing is accurately set up with Pricing Ops. team in GLC system in parallel to new item setup workflow.
  • Responsible for maintaining and communicating all customer pricing sheets (customer portal, customer pricelists, customer spreadsheets, etc.) for set accounts and in support of National Accounts where needed.

Promotion Management

  • Manage customer promotions by vetting customer promotional requests for capacity and ability to fill using established process. Responsible for owning communication between customer and various internal departments who support the activity (Procurement, Supply Chain, etc.).

Team Selling

  • Responsible for executing on the selling strategy for new product innovation and presenting opportunities to customers.
  • Responsible for leading the development of customer facing presentations and meeting preparation.
  • Responsible for managing Sales pipeline process including the submission of all opportunities for vetting and approval and keeping the pipeline status up to date as opportunity develops.

Required Education and Experience

  • Bachelor's degree in business administration, sales or related field
  • 4 years of direct working experience in a sales or customer facing position.
  • Excellent written and verbal communication skills with ability to present data in an organized manner
  • Strong interpersonal skills with aptitude in building relationships with professionals of all organizational levels
  • Strong presentation skills and ability to build a sales story using Microsoft PowerPoint presentations
  • Demonstrated ability in problem-solving and exceptional attention to detail in administrative functions
  • Time management and multitasking skills in order to handle multiple tasks and customer requests simultaneously
  • Ability to operate independently to make sound decisions and recommend solutions based on functional expertise and experience.
  • Demonstrated ability to coordinate and plan all activities necessary for strategic customer visits that include senior level leadership
  • Proficient in Microsoft Office Suite.
  • Up to 25-50% travel.
  • Must be legally authorized to work for a company in the United States without sponsorship.

Preferred Education and Experience

  • 4 years or more of sales experience or account management experience.
  • Food industry or CPG experience.
  • Experience negotiating complex business deals that provide value to all parties.
  • Thorough understanding of sales performance metrics.
  • Strong project planning, tracking & organizing skills.
  • Exceptional analytical skills and High proficiency in Excel data reporting.

Working Conditions

• Work is performed in an office setting.

• Occasional exposure to industrial operations including: temperature extremes from approximately 35°F to 100°F; noise levels in excess of 85 dB; moisture and moving machinery.

EEOC & Disclaimer

Great Lakes Cheese is an Equal Opportunity Affirmative Action Employer.

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