10491 - Senior Regional Key Account Manager HEB

The Senior Regional Key Account Manager’s responsibilities include maintaining a thorough knowledge of our business and offerings, developing and implementing strategic plans to grow accounts, achieving sales and profitability objectives by effectively managing new and existing accounts, managing and strengthening client relationships, identifying new business opportunities, and coordinating with internal teams to deliver on client/company expectations. As a Senior Regional Account Manager, you should also be results-driven and help us achieve our business goals.

Ultimately, an outstanding Senior Regional Key Account Manager should have strong communication skills, customer service, and account management skills, and be highly organized and accomplished at solving problems and closing deals. Also, data governance or experience in Circana/Data analysis, as well as the ability to develop within the team.

What Will I Be Doing

• Coach and develop a cohesive team in sharing ideas and strategies and ensure deadlines are met. In addition to managing the South team, the Sr. RKAM will be managing the H-E-B account and its Banners 
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts for all brands/categories 
• Set and monitor sales targets for each regional account within the territory
• Identify potential customers and set approach strategies
• Develop strong and long-term client relationships with goal to be highly relevant and or the preferred supplier
• Resolve issues and handle complaints quickly and effectively
• Negotiate contracts and close agreements
• Full financial tracking and reporting for the South market and HEB customer – Conducting Period Reviews with team and Finance
• o9 Forecast support. Work with Customer team and Sales Planning team to ensure accurate planning
• Support sales team and clients with new features and product launches, authorizations on time
• Get feedback and suggest ways to increase customer engagement 
• Establishes productive, professional relationships with key personnel at assigned customers at all levels
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations
• Deliver annual volume, manage trade spend, and profit plan for all brands/categories 
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• Ongoing analysis and review of business trends to identify gaps to plan and execute for all brands/categories 
• Actively participate in Annual Planning and Forecast process in collaboration with National Offices and DSD Team
• Develop annual promotion trade plan while adhering to & maximizing Barcel USA’s guardrails and guidelines, while ensuring superior execution through consistent customer engagement and buy-in for all brands/categories
• Actively coordinates and ensures efficiency of customer Joint Business Planning process, assortment & segmentation (POG) reviews, and scorecard sessions using relevant fact-based selling 
• Drives execution of account programming by collaborating with national and regional headquarters contacts and appropriate Operation Sales teams for all brands/categories
• Ensure pricing and merchandising objectives are achieved consistently with Portfolio/Brand strategy, account objectives, and efficient trade spending
• Take lead on growth initiatives, understanding overall category and competitive trends
• Identifying opportunities for improvement and proposing new tools and processes
• Other duties as assigned by your supervisor

Responsibilities

• This position will be responsible for collaborating and facilitating the team with tools to help Standardize our process
• Understanding overall category and competitive trends through data card resources, Circana platform, Power Bi, and Margin Miner application
• Responsible for driving activation and growth for all Barcel Emerging Brands (Crisps/Botaneros/Mi Tierra/Sanissimo/Popcornopolis/Hot Sauce) – HEB and responsible market area
• Creating and tracking key KPIs for Regional Accounts Team/Selected Customers
• Insight and collaborating Cross functioning responsibilities that will align operation
• Reporting, communicating and supporting Teams on financial budget (Pull and Non-TPR Spend) 
• Growth Incentive, CMA, and Rebate adherence and full customer compliance
• Working with Barcel’s Revenue Growth Management team and Sales Analyst in effective communication of Pre & Post promotional analysis – Gain insight on profitability and market share impact – ROI
• Strong analytical, administrative, presentation, and communication skills required
• 100% follow up needed – Accountability and Ownership is key for this position to be successful

• Education Business: Administration, Marketing Bachelors
• Minimum 7 years of strategic sales experience: preferably with a consumer-packaged goods organization
• Experience with calling on Meijer
• Experience working with 3rd party Direct Sales Distribution (DSD) preferred
• Language: Bilingual English and Spanish desirable 
• Travel:  Domestic 50%
• Proficiency in Microsoft Office and CRM software
• 5+ year of proven work experience as a Senior Account Executive
• Superior communication and interpersonal skills
• Strong Team management skills with the ability to influence and persuade
• Strong analytical and negotiation skills
• Experience in sales and business-building in a customer environment
• Demonstrated career achievements and problem-solving skills
• Demonstrated skillful negotiation capability with Buyers and Senior Buyers in the Grocery Retail CPG industry
• Ability to create effective and dynamic presentations using Microsoft PowerPoint, Word, and Excel
• Highly motivated individual and seasoned in conflict management
• Ability to multi-task in a fast-paced environment and with effective follow up skills
• Solid understanding of financials including P&L impact of sales decisions
• Commitment and ability to succeed within a complex organization
• Great Interpersonal Skills
• Detail & Results Oriented
• Superior Oral/Written Communication Capability

Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training and all other working conditions.