Sells to a major direct headquarters account, or multi-unit key accounts and brokers. Maximizes sales by implementing advanced business planning, forecasting, analytical and category management expertise. Builds relationships with account personnel including top management, merchandising, accounting, advertising, operations, logistics and finance. Collaborates with internal sales and marketing teams to achieve sales objectives. Develops and manages sales plans and ensures equitable disposition of customer problems. Prepares sales and financial reporting. May act as the quality liaison between producer and customer. Accounts are typically sophisticated in terms of category management and complexity. May be assigned to special markets/complex product lines that require significant client relationship skills.
Customer Account Management: Demonstrate ability to drive sales results while providing best in class customer service.
Negotiate slotting and terms of trade activity with customer
Create & present business reviews
Gain customer approval for in-store activation (IRC, Tear Pads, Signs, etc.)
Create/maintain merchandising grid (Excel based )
Address retail pricing issues with customer
Manage routine cuts/supply issues with customer
Secure order for DRUs/MODs from customer
Communicate changes to CAG policy, discontinued items, pricing actions, recalls/product quality issues to customer
Handle customer/consumer complaints
Manage ConAgra Foods product sales: Utilize product, category, customer, and consumer data to identify opportunities and prepare selling presentations.
Manage new product launches
Expand distribution of ConAgra Foods products
Manage multiple food groups – full CAG portfolio
Business Planning/Financial accountability: Conduct sales analytics, using available insights to provide solutions to customer needs.
Develop annual business plan and achieve top and bottom line financial goals
Align customer strategies with ConAgra Foods’ strategic plan to build a collaborative business plan
Understand and execute marketing plan sales material
Monitor trade activity execution
Complete ongoing general business analytics and evaluate risks, opportunities & threats
Evaluate customer specific reports and standardized IRI reports
Monitor daily cut reports and take action where necessary
Relationship Management within internal matrix organization
Work in conjunction with retail effectiveness to communicate sales priorities (new items/UPC changes/POGs) with retail broker partner
Communicate to other sales personnel and functions within ConAgra Foods as needed
Customer accountability may range from partial accountability for one or two large accounts to full accountability for multiple small accounts
Works with direct guidance from manager as it relates to business planning and customer strategy
Executes business strategies and tactics as directed. May have a role in developing strategy.
Bachelor’s Degree in business, finance or marketing required
Minimum one year in broker or sales analyst role with a minimum three years industry related experience
Strong negotiation skills
Strong business and financial acumen: business analytics skills, customer P & L agility, ability to plan, track and evaluate trade management
Ability to make recommendations for solutions based on information gathered and analyzed from the systems previously mentioned
Strong attention to detail and accuracy of data entry
Understanding of the total business process and procedures
Ability to manage trade spending
Demonstrates sales competencies consistently and effectively.
Strong technical, report running and analytical abilities
Proficient in Microsoft Office Suite
Strong verbal and written communication skills
Ability to troubleshoot problems
Ability to work within a matrix organization. Works with multiple Account Managers/Sales Directors to discuss and prioritize work initiatives