Regional Account Manager

Position Overview

We are seeking a dedicated professional to drive profitable sales growth through both existing and new foodservice distributors and operators. This role involves client visits to assess their needs, boost brand awareness, and recommend suitable products, ensuring the effective execution of sales plans. Key responsibilities include responding to inquiries, negotiating sales, and finalizing sales orders.

Externally, the role requires interaction with purchasing, sales, marketing, and management teams at distributors and operators to expand product categories and maintain existing business. The position also involves processing pricing, deductions, and promotional activities with distributors to ensure compliance with business processes for optimal returns. Additionally, targeting, approaching, and closing deals with key regional accounts to drive incremental sales is essential.

Internally, collaboration with various departments such as Management, Product Management, Commercial Excellence, Customer Service, and other support functions (including pricing, deductions, marketing, accounts receivable, credit, graphics, quality control, and manufacturing) is necessary to secure the support needed for profitable business growth and service in the region.

Territory Coverage –

States:

Key Responsibilities

• Customer Relationship Management: Cultivate and manage customer relationships to drive growth and identify new customer opportunities through various channels including telephone, email, personal visits, trade shows, and professional organizations.
• Account Strategy Development: Develop and implement account strategies for each customer, ensuring alignment with the organization's objectives.
• Contract Negotiation: Create and negotiate customer contract proposals.
• Sales Targets: Meet annual sales and contribution margin targets.
• Commercialization Process Participation: Participate in the commercialization process for new products or changes to existing items, including packaging and graphics, in coordination with supply chain partners.
• Sales Tools and Processes Utilization: Utilize sales tools and processes (e.g., CRM, account management, negotiation, pipeline management, margin management).
• Liaison Role: Act as a liaison between customers and the corporate team (marketing, manufacturing, graphics, customer service, forecasting, and pricing/deductions).

Job Qualifications

Required

• Undergraduate degree in Business or an Analytical Field, or equivalent work experience.
• Minimum of 5 years’ experience in foodservice distribution sales.
• Strong commitment to the company's values and ethical standards.
• Excellent verbal and written communication, listening, and presentation skills.
• Proficiency in analytical and negotiation skills, as well as in Microsoft Word, Excel, and PowerPoint; comfortable with quantitative analysis.
• Ability to collaborate and influence without formal authority, manage conflicts, and build commitment to goals.
• Demonstrated a sense of urgency and ability to work independently, organizing and directing own work to meet objectives.
• Proven experience in account management and business development.
• Strong track record of success, curiosity, coachability, intelligence, and work ethic.

Working Environment

• Preferred candidate location: Illinois.
• Hours may vary based on customer needs.
• Willingness to travel up to 60% for customer meetings, market visits, and training sessions.
• Willingness to relocate.

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