Channel Account Manager

UNDERSTANDING

As Channels Sales Manager, you will lead the development of your territory, driving increased revenue and profitability across the various channels. You will be responsible for meeting annual sales quotas, building customer relationships, securing new business, and leading the broker teams assigned to their region. You build the strongest of relationships with operational and supporting departments by being upfront and collaborative with team leaders from other departments. The Channels Sales Manager is clear about sales gaps and helps provide guidance and resources to eliminate those gaps.

CORE VALUES

Our 5 Core Values are more than just words, they're a way of life. We know that companies with a strong culture & a higher purpose perform better in the long run.

• Own It
• Hustle and Refuse to Settle
• Love People
• Act for the Greater Good
• Find a way

WORKING RELATIONSHIP

• Reports to the Director of Channel Sales
• Communicates regularly and has a strong relationship with team members in multiple departments.

RESPONSIBILITIES

• Directly manage the relationship and business in the assigned territory working directly with customers and the broker network. Works dynamically with broker teams in assigned territory to secure and grow ACG business profitably.
• Executes business planning sessions quarterly with broker partners, ensuring quarterly and annual priorities and sales goals are achieved.
• Actively pursues new strategic partnerships.
• Provides coaching and product training to new and existing brokers.
• Meet and exceed sales, profitability, and distribution objectives.
• Maintains records on prospective customers in assigned territories through Customer Relationship Management (CRM) tool.
• Manage trade spend and territory promotional budgets, tracking promotional lift, and ROI.
• Analyze monthly sales reports. Identify distribution and budget gaps and develop a plan with leadership and broker network to close those gaps.
• Attends in person or virtually, customer line reviews and other relevant customer meetings with the brokers and/or by self if a direct account.
• Prepares presentations for key accounts that deliver on Albanese growth strategies for all business categories.
• Proactively provides critical sales opportunities & customer insights to leadership.
• Report on market conditions and competitive landscape.
• Forecast sales for current customers and prospective customers.
• Other duties as assigned

REQUIREMENTS

• Previous Consumer Packaged Goods (CPG) sales experience (preference to 5+ years of direct sales and broker management)
• Strong knowledge of candy industry and candy distribution preferred
• Excellent interpersonal skills
• Ability and desire to travel (domestically and internationally) to seek out opportunities with current customers and prospective customers
• Willingness and ability to flex work hours to meet customer and travel needs
• Capacity to work and travel on weekends when needed for select industry shows and events
• Strong follow through and organizational skills
• Developed business acumen for trade spend ROI, revenue forecasts, and retailer contribution measures.
• Effective negotiation skills to create win-win-win scenarios.
• Strong analytic skills with the ability to create and articulate strategic plans their territory and customers.
• Great verbal, written, and presentation communication skills
• Ability to work remotely without oversight
• Live within easy access to a major airport
• Proficient in use of technology and ability to quickly learn, ERP, CRM, Microsoft Office, etc.

EDUCATION

• High School Diploma or GED required, bachelor's degree or equivalent experience a plus