The role is responsible for managing all aspects of MABI brands in 7-11 chain, as well as oversee and implement distributor planning, programming, and account execution. Ultimately responsible for delivering the annual sales plan in the given retailer account, and acting as the conduit for all key account functions relating to the Company business.
Accountabilities:
- Lead strategy, assortment, and programming for 7-11 chain nationally. Responsible for leading annual business planning and overall budget management.
- Lead team of KAMs (3) dedicated to 7-11 regional accounts
- Develop national specific programs and promotions that increase the value of MABI partnership with the wholesalers & with the retailer.
- Understand pricing architecture for MABI and effectively communicate to respective retailer.
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Key Metrics & Financial Targets:
- Execution is 40%: Deliver ABP PODs ex-innovation and Deliver ABP PODs innovation
- Growth is 30%: ABP volume ex-innovation, ABP volume innovation and deliver investment plan
- Share is 20%: Grow WC share of Seltzer and Grow MABI share of Flavor through FMB expansion
- TABP Investment is 10%: Deliver within planned budget
Own:
- Sales targets and key account management
- Sales strategy execution within accounts
- Total space and assortment strategy
Influence:
- Sales Strategies: They play a key role in developing and implementing sales strategies tailored to their account.
Veto:
- Empowered to influence set captain during validation process
Critical Relationships:
- Field Sales Team / GMs
- Growth Strategy and Insights Division
- Regional Pricing & Marketing
- ABP Planning and Incentive Programming
- External Suppliers & Distributors
- Support function of monthly/quarterly/mid-year meetings with Distributor
Skills Needed To Be Successful:
- 7+ years of Sales Experience
- 3+ years key account management experience preferred
- People leadership experience preferred
- Strong analytical and business acumen, strong story telling ability
- Strong influencing/collaboration with Field Sales Team
- Knowledge of syndicated data and ability to establish rapport through value-added insights