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National Accounts On-Premise Key Accounts Manager- Chicago At Cayman Jack

Location: Chicago, Illinois

Job Description

Core Duties & Responsibilities:

  • Develop and maintain a business partnership with the executive management, buyers & marketing agencies for assigned Accounts & Wholesaler network. This includes building effective presentations for selling Programming, New Authorizations, and managing Wholesaler performance with the chain.
  • Be the expert on assigned On-Premise Key Accounts & geographic area covered; uncovering new potential opportunities and trends to grow vertically and horizontally frequently.
  • Must be effective at negotiating “Win/Win” situations with Key Account customers.
  • Meet regularly with Account buyers to review MABI performance, authorizations & promotions, driving post-promotion analysis following all programs to evaluate effectiveness and execution.
  • Develop Account specific programs and promotions that increase the value of Mark Anthony partnerships with the Accounts management team and Distributor teams.
  • Conduct customer analysis, assessing sales and data information using variety of sources (Internal Qlikview Sales Data; Custom Research/Survey Databases – Numerator, Nielsen, etc; available On-Premise IRI & IRI Retail Execution Data) all in collaboration with Category Insights team.
  • Identify unique sales levers in On-Premise channel/Key Accounts to maximize sales growth and assign resources to put them into place.
  • Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans.
  • Work cross functionally with the MABI Field Sales teams, Trade Development, and Wholesaler network to align chain specific program goals, strategies and execution of programs.
  • Develop strong relationships & credibility throughout all mentioned levels of the organization and use appropriate communication processes to keep MABI and wholesaler team informed & driven on Key Account programs, authorizations & initiatives.
  • Deliver Sales and Financial goals to plan without exceeding budget.
  • Participate in relevant On-Premise Trade Shows & Conferences.

Minimum Requirements:

  • Bachelor’s degree
  • 5+years of experience in sales, preferably in the On-Premise, alcohol industry or consumer packaged goods – as a Supplier or Wholesaler Manager.
  • Experience calling on National On-Premise chain accounts as a Supplier or Wholesaler Manager
  • Excellent written and verbal communication
  • Adept at customizing presentations, utilizing industry tools, building category insights to appeal to customer’s needs to gain activation & programming
  • Strong financial acumen and negotiation skills to achieve more for less
  • Fact based selling and exceptional relationship development skills with the ability to establish rapport at all levels
  • Consistently demonstrates leadership and strong work ethic to peers
  • Proven successful collaboration with sales, marketing and financial functions.
  • Ability to travel as necessary – up to multiple evenings per week (60%)
  • Experience with overseeing and monitoring wholesaler network execution of chain specific programs.

Key Competencies:

  • Works with a strong sense of urgency
  • Self-motivated, creative, curious and imaginative
  • Thrives in ambiguity
    • Does not need all information to navigate effectively
    • Able to succeed in a changing environment
  • Humble yet confident, able to put the growth of the company/team/brands first
  • Able to course correct
  • Listens and is open to feedback
  • Demonstrates agility within a dynamic environment
  • Demonstrates a hands-on attitude and an attention to detail
  • Authentic, respectful-diplomatic-thoughtful