Manager Chain Accounts
Apply NowCompany: Heineken
Location: Boston, MA 02115
Description:
Location: Northeast Region - New England Terriitory
About the Role:
The Chain Account Manager leads the sales and execution efforts for chain customer
programs and promotions within an assigned geography and/or channel type. This role will
build relationships and influence within customer organizations, distributors and internal
Regions/Zones to drive attainment of HUSA objectives while supporting our chain
customer's strategic goals. The Chain Account Manager must be skilled in uncovering
insights/opportunity and relating our brand solutions and value. Communication and
collaboration with internal and external stakeholders are critical to driving business success
for this role.
Key Responsibilities:
Administration
Pricing management, submission and communication across multiple zones and
multiple stakeholders.
Financial acumen in building and balancing of budgets, checkbooks, POs.
Manage inventory proactively through constant communication and follow through
with operations, retailer, and distributors. The ability to collaboratively build
solutions for key packs and innovation with stakeholders is critical to success.
Preparation and development of insight-based sales tools for planning, programming,
and execution.
Communication
Conduct Joint business planning and business reviews with retailers and distributors
to effectively align and sell HUSA key priorities to drive overall business.
Deliver "1-Sheet" insight and selling overview documents for the Active Campaign
communication tool, distributor meetings and distributor sales rep alignment.
Leverage category management insights and opportunities to build sales tools that
will drive incremental programming and distribution for HUSA, distributors, and
retailers
Execution Management
Develop and adjust chain call frequency to align with sales opportunities.
Deliver business objectives within assigned customer base by building strong
relationships and having a solid understanding of the customers goals and strategies.
Utilize space planning and validation of sets to ensure new item placement and
sustainability of SKUs.
Establish scorecard, tracking and post promotion analysis to drive in market
collaboration with HUSA sales team, distributors, and retailers to ensure effective
execution on all initiatives.
Leadership
Learning Agility. This person must transcend their role by striving for continuous
improvement in skills and results.
Coaching and developing internal and external salespeople to achieve HUSA
business plan objectives.
Lead communication and collaboration throughout multiple levels of all
organizations involved to deliver business results. This requires a demonstrated
ability to collaborate effectively across internal partners, distributor partners and
retail hierarchy.
Basic Qualifications/Requirements:
Bachelor's degree
Experience working with Distributor Sales representatives
Direct customer management experience in CPG
Previous knowledge of 3-tier distribution system
5+ years of CPG category management experience required
Analytical and technical skills required
Experience with syndicated data sources (Nielsen, IRI, Spectra, Household Panel),
Retail Link, and consumer/shopper insights required
Exposure to retail account management and beverage distribution models preferred
JDA software experience in validation
Strong communication skills
Preferred Qualifications:
Previous success building business results through customer management
Ability to create plans for HUSA brands aligned with customers strategies
Experience building and executing business plans
Budget and resource management
Ability to use Category Management and other syndicated data to influence
About the Role:
The Chain Account Manager leads the sales and execution efforts for chain customer
programs and promotions within an assigned geography and/or channel type. This role will
build relationships and influence within customer organizations, distributors and internal
Regions/Zones to drive attainment of HUSA objectives while supporting our chain
customer's strategic goals. The Chain Account Manager must be skilled in uncovering
insights/opportunity and relating our brand solutions and value. Communication and
collaboration with internal and external stakeholders are critical to driving business success
for this role.
Key Responsibilities:
Administration
Pricing management, submission and communication across multiple zones and
multiple stakeholders.
Financial acumen in building and balancing of budgets, checkbooks, POs.
Manage inventory proactively through constant communication and follow through
with operations, retailer, and distributors. The ability to collaboratively build
solutions for key packs and innovation with stakeholders is critical to success.
Preparation and development of insight-based sales tools for planning, programming,
and execution.
Communication
Conduct Joint business planning and business reviews with retailers and distributors
to effectively align and sell HUSA key priorities to drive overall business.
Deliver "1-Sheet" insight and selling overview documents for the Active Campaign
communication tool, distributor meetings and distributor sales rep alignment.
Leverage category management insights and opportunities to build sales tools that
will drive incremental programming and distribution for HUSA, distributors, and
retailers
Execution Management
Develop and adjust chain call frequency to align with sales opportunities.
Deliver business objectives within assigned customer base by building strong
relationships and having a solid understanding of the customers goals and strategies.
Utilize space planning and validation of sets to ensure new item placement and
sustainability of SKUs.
Establish scorecard, tracking and post promotion analysis to drive in market
collaboration with HUSA sales team, distributors, and retailers to ensure effective
execution on all initiatives.
Leadership
Learning Agility. This person must transcend their role by striving for continuous
improvement in skills and results.
Coaching and developing internal and external salespeople to achieve HUSA
business plan objectives.
Lead communication and collaboration throughout multiple levels of all
organizations involved to deliver business results. This requires a demonstrated
ability to collaborate effectively across internal partners, distributor partners and
retail hierarchy.
Basic Qualifications/Requirements:
Bachelor's degree
Experience working with Distributor Sales representatives
Direct customer management experience in CPG
Previous knowledge of 3-tier distribution system
5+ years of CPG category management experience required
Analytical and technical skills required
Experience with syndicated data sources (Nielsen, IRI, Spectra, Household Panel),
Retail Link, and consumer/shopper insights required
Exposure to retail account management and beverage distribution models preferred
JDA software experience in validation
Strong communication skills
Preferred Qualifications:
Previous success building business results through customer management
Ability to create plans for HUSA brands aligned with customers strategies
Experience building and executing business plans
Budget and resource management
Ability to use Category Management and other syndicated data to influence