Account Manager

The Carlisle Group  •  Hartford, CT and 3 other locations

5 - 7 years experience  • 

Salary depends on experience
Posted on 05/25/18 by Pamela Pfeninger
The Carlisle Group
Hartford, CT
5 - 7 years experience
Salary depends on experience
Posted on 05/25/18 Pamela Pfeninger

Summary: Our client is a $500 million leading ingredient company who is in an aggressive growth mode! We have been retained to find a talented Regional Sales Manager to manage the Northeast Territory (NY, NJ, CT, MA.) This person will be based in a home office within the territory. 

The Regional Sales Manager executes company short and long-term aggressive growth strategy through expanded wallet share in assigned customer base and developing new business; develops account plans and ensures company resources are appropriately aligned to meet customer needs and expectations; provides information and guidance to internal Customer Operations personnel related to sales activity support and customer-specific service requirements; and is responsible for meeting individual budgeted revenue and margin objectives. 

Snapshot:

  • Meets or exceeds annual individual revenue and profit budget and sales quotas.
  • Develops long-term regional strategy with goal of gaining market share at desired margin contribution levels.
  • Establishes sales objectives by forecasting and developing annual sales budget for region, projecting expected sales volume and profit for existing and new accounts.
  • Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, market indicators, and competitors.
  • Qualifies and solicits new customers and tracks progress through use of CRM.
  • Utilizes Mintel/GNPD to identify additional ingredient opportunities across customer base.
  • Composes individual account plans for targeted growth and top customers, demonstrating knowledge of customer?s business, identification of opportunities and risks, and action items aligned to appropriate functions.
  • Negotiates contracts, pricing, and supply agreements in alignment with company pricing strategy and service capabilities.
  • Supports strategic account relationships as field sales representative.
  • Identifies and establishes relationships with various buying influences within assigned customer base.
  • Conducts regular business reviews with customers in order to build relationships and evaluate strategies; Maintains ongoing contact with customers.
  • Prepares monthly analysis of regional results, identifies specific action plans related to account performance, and provides updates on prior activity and planned activity, including customer engagement recaps.
  • Provides ongoing communication to key stakeholders as it relates to market events, industry trends, business landscape, and competitive environment.
  • Collaborates with Customer Operations Manager in facilitation of customer requests, pricing, samples, product information, service needs, etc.
  • Provides or delegates responsibility for customer forecasts to facilitate maintaining service levels and support working capital objectives.
  • Identifies and communicates specific operations support needed to maintain and grow market share.
  • Provides market and customer feedback to pricing desk and category management.
  • Ensures timely pricing activity, including communication to customers and recording in ERP where appropriate.
  • Coordinates with the Credit Manager to establish appropriate credit policy and terms for the assigned customer base.
  • Incorporates marketing initiatives across assigned customer base.

Qualifications:

  • Bachelor?s Degree in Business Administration, Food Science, Sales & Marketing, or commensurate education and/or experience
  • A minimum of 5+ years of sales experience within food ingredients(selling to food manufacturers)
  • Experience in sales growth strategy, customer account planning, and execution
  • Demonstrated achievement of profitable sales growth
  • Demonstrated ability to build and manage customer relationships
  • Fluency in Microsoft Office software tools, including Excel, Word, PowerPoint
  • Experience with CRM systems
  • Excellent presenter to internal and external stakeholders across all levels within customer and internal organizations
  • Collaborative leader inspiring unity, driving teamwork, and maintaining positive relationships with regional sales and service team
  • Proven leadership within a team-based matrix organization where strong leadership and communication skills are necessary.
  • Ability to travel within assigned territory approximately 50 percent of the time and outside of territory as needed; must possess and maintain a valid driver?s license, ability to drive a car and fly in commercial airplanes.

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