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Description

KEY ACCOUNT MANAGER, BUSINESS DEVELOPMENT

Reports to: Senior Vice President, Business Development

FLSA Status: Exempt

SUMMARY

The Key Account Manager will be instrumental in driving the growth and development of our food products sales through all market segments with a strong focus on grocery. This role requires strategic account management, sales of key products and equipment to chains across the nation, and the maintenance of wholesaler partner relationships. A crucial aspect of this role is to identify and secure new chains and key accounts, contributing significantly to the company's expansion and success.

This position reports to the Senior Vice President of Business Development and is ideal for a dynamic and results-driven professional with a passion for sales and customer relationship management in the grocery industry. The Key Account Manager will play a pivotal role in driving the company's growth and profitability through strategic account management and effective business development and sales strategies. Candidate must reside in the western states; AZ, OR, ID, CO, NV.

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. Business Development, Account Management and Growth

• Develop and implement strategic plans to manage and grow key accounts within our different market segments.
• Sell branded accounts with a focus in c-store, grocery, and stand-alone locations
• Maintain and strengthen relationships with existing clients, ensuring their needs are met and identifying opportunities for upselling and cross-selling.
• Proactively identify and pursue new business opportunities to expand market share and add new chains and key accounts.

2. Sales and Revenue Generation

• Meet and exceed sales targets through effective planning, presentation, and negotiation.
• Utilize various data sources to identify potential clients and prepare compelling sales presentations.
• Manage the introduction and sales of new products and equipment, ensuring a broad distribution network.
• Participate in food shows and on-site demonstrations including equipment set-up and tear-down and food preparation

3. Equipment Sales

• Develop detailed knowledge of equipment used in deli environments
• Identify store needs to provide them with equipment solutions
• Develop and close deal through branded accounts
• Develop and maintain relationships with larger chain and engineering departments with wholesale partners

4. Relationship Management

• Collaborate with internal teams, including Marketing, Sales Strategy, Supply Chain, and Customer Service, to align efforts and optimize outcomes.
• Build and maintain strong relationships with external stakeholders, including brokers, distributors, and group purchasing organizations.
• Act as the primary contact for customers, addressing concerns and providing solutions that enhance satisfaction.

5. Market Analysis and Strategy

• Regularly analyze market trends and competitor activities to adapt strategies accordingly.
• Provide insights and recommendations to senior management, influencing business decisions and strategic directions.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, experience and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Bachelor's degree in Business Administration, Marketing, or related field is preferred, but not required.
• 5-10 years of experience in key account management, sales, or business development, preferably in the food service or grocery industry.
• Proven track record of achieving sales targets and managing large accounts. 
• Strong understanding of the grocery segment, including key players and market dynamics.
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinking capabilities with a strong business and financial acumen.
• Proficiency in using sales tools and software for account management and performance tracking.

WORKING CONDITIONS

• 60% to 80% travel required, including extensive overnight travel
• Must be able to travel by air or automobile
• Some work is performed in a typical office setting

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Frequently required to stand, walk, stoop, kneel, crouch, and crawl
• Occasionally required to sit and climb or balance
• Digital dexterity and hand/eye coordination in operation of office equipment
• Ability to speak to and hear customers and/or employees via phone and in person
• The employee is required to use hands to fingers, reach, climb stairs, walk, sit for long periods of time, talk and hear.
• Must regularly lift and/or move up to 50 lbs., frequently lift and/or move up to 75 lbs
• Set up and tear down trade shows, load and unload bulky, heavy equipment and product
• Must be able to travel by air and automobile.