National Key Account/Regional Sales Manager

The Danish Brewery Group: Division Royal Unibrew

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Main product focus on Soft drinks / Water (Brands Lorina and Crodo) Malts, while beer and RTD is consider more tactical.

Lorina is a premium Artisanal French Soda company. Founded in 1895, the original formula has been unchanged for 120 years and to this day, every product is made with real sugar and spring water from Les Vosges as the primary ingredient. French quality is the motto.

Crodo is a little town in the Italian Alps well known for its wine yards and natural springs. The company was founded in 1931 and developed in 1940 Lemon sodas made using the natural spring water of Crodo, real fruits pulp and only Italian fruits. It is today the #1 lemonade in Italy.

Required Location:  Texas, , No Relocation offered

Our National Key Account/regional Manager is responsible for developing and growing sales for a specific list of retail chains. The manager is involved in all aspects of the sales cycle: developing presentations, ensuring sell-in, activation of specific promotional programs, ensuring sell-out and meeting distribution goals. This position is also responsible for managing existing partners in the assigned geographic region through the effective planning, organizing, directing, controlling and execution of Sales and Marketing plan.

 

Responsibilities:

 

  • Diligently research, identify and call on new prospects in accordance with company strategies and develop a robust new business pipeline that will turn into long-lasting relationships

  • Develop and present dynamic, conceptual sales presentations and proposals (both verbal and written) to key decision makers

  • Prepare annual and quarterly sales and marketing business plans for assigned territory partner network

  • Complete strategic customer account plans and RFP’s effectively

  • Achieve sales and profit goals by growing distribution, increasing ad and display activity, and executing sales programs

  • Develop and maintain relationships with buyers and key decision makers providing presentations, education and support where needed.

  • Expand RU portfolio and footprint on the assigned region by bringing new partners

  • Ensure full alignment with Partners on all incentives and Marketing plans to ensure all stakeholders are properly motivated/incentivized to meet KPI's resulting in volume growth, ultimately set goals and objectives

  • Analyze and interpret internal and syndicated data, providing solutions to attain sales, rotations and distribution goals

  • Conduct effective meetings with retailers and wholesalers’ sales reps, providing and tracking actionable follow-ups

  • Prepare monthly volume, NR and PC estimates, sales forecast, and market progress report on a timely basis

  • Working with various contacts to identify other opportunities for development and growth of the brands in the US

  • Use of appropriate tracking and performance measuring tools to meet agreed goals and determine appropriate actions

  • Resolve any issues and problems faced by customers and deal with complaints to maintain trust.

  • Stay abreast of market trends and competition by regularly surveying accounts and reviewing market data

Key requirements & Attributes 
  • At least 10+ years of sales and/or brand management experience, preferably in the FMCG industry and Conventional Grocery channel

  • Extensive knowledge of consumer sales, retail trade and marketing in the beverage industry.  Preferably with soft drinks and malt.

  • Current relationship with top 20 national/region customers

  • Proven track record in handling distribution partners as well as premium products

  • Experience with forecasting, Nielsen / IRI, POS and Inventory reports

  • Financial understanding and knowledge. (Budget Management, P&L, Profit contribution, Ebitda)

  • Mut be proficient in MS Office Suite (outlook, Excel, Power Point, and Word)

  • Well-developed influence and sales-negotiation skills, persistent and persuasive

  • Entrepreneurial mindset, action and results oriented

  • Able to work independently while being a team player

  • Strong customer service, interpersonal and communication skills (both written and oral)

  • Ability to travel (approximately 60-70%) within all the US

  • Must have valid driver’s license

Basic Education
  • MBA preferred. Bachelor’s degree in business, i.e. marketing, sales, and/or international sales

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