The role is responsible for managing all aspects of MABI brands in the assigned market as well as oversee and implement distributor planning, programming, and account execution. Ultimately responsible for delivering the annual sales plan in the given market and acting as the conduit for all distributor functions relating to the Company business.
Accountabilities:
- Retailer Management: Own and improve relationships at the Customer (7Eleven, Dollar and Drug) and provide retailer support. Serve as key point of contact for the retailer to deliver on needs/asks. Create new ways to foster, grow, and drive the business.
- Wholesaler Collaboration: Manage and foster wholesaler relationships at executive level, and drive wholesaler incentives and programs.
- Cross Functional Collaboration: Partner with various cross functionals and levels throughout the organization. Serve as point person for retailer for cross functional partners.
- Team Leadership and Management: Lead, train and development KAMs. Build a strong internal culture that supports our brands and career growth
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Key Metrics & Financial Targets:
- Growth is 40%: ABP volume ex-innovation, ABP volume innovation and deliver investment plan
- Execution is 40%: Deliver ABP PODs ex-innovation and Deliver ABP PODs innovation
- Share is 20%: Grow WC share of Seltzer, Grow Mike's share of FMB, Grow Cayman share of FMB, and Grow MABI share of Flavor
Own:
- Sales Targets and Channel/Retailer Management
- Team performance/Training & Development
- Sales Strategy Execution within account base
Influence:
- Retailer: High influence at executive level with category decisions-the set process, feature activity and price promotion.
Veto:
- Sales Strategies: Has a say in channel specific packaging and pricing strategy
Critical Relationships:
- Growth Strategy and Insights Division
- Regional Pricing & Marketing
- Supply Chain & Logistics
- People Operations
- ABP Planning and Incentive Programming
- External Suppliers & Distributors
- Customizable Programs-Thematic retailer specific Marketing/Media
Skills Neded To Be Successful:
- 10+ years of progressive experience in beverage sales and marketing in CPG industry
- Exceptional skills supporting face-based selling
- Ability to effectively influence higher levels in the organization
- Strong business acumen