Key Account Manager - Costco & Club

LOCATION

This is a remote position, however, the candidate must reside in the Pacific Northwest region of the United States-specifically in Washington, Oregon, or Idaho as the role involves supporting that territory.

THE ROLE

As the Key Account Manager, you will be responsible for growing poppi’s business across multiple Mass and Club accounts. This role requires leadership and sales expertise to drive toward poppi’s annual business objectives.  

WHAT YOU WILL DO

• Provide total account management with a focus on customer acquisition, development, and retention; sell-in corporate programs and brand promotions.
• Utilize relationships, category and brand data, broker partners, and distributor access to secure meetings with buyers and/or retailer decision makers.
• Inform the field sales team and local DSDs on important retail updates for new accounts confirmed, price promotions, off-shelf activities, and new sku authorizations; maintain chain alerts.
• Direct and manage space management priorities with key accounts.
• Utilizes sales tools including, but not limited to syndicated data, portal data, and shelf set software.
• Maintain active communications with poppi’s field sales team and distributor network as well as internal operations leads.
• Contribute to the development and management of the annual account plan.
• Manage trade spend budget and stay within annual guardrails as a percentage of gross and net sales, and ensure all plans are accurately tracked on the internal Corporate Activity Calendar
• Participate in retailer trade shows, table-top shows, and experiential events to form deep customer relations and maintain Poppi’s brand awareness within the Buyer community.
• Provide sales updates to key stakeholders regarding respective customers.
• Complete ad-hoc responsibilities as assigned.

WHAT YOU BRING 

•    Proven ability to drive an immediate impact on a sales team and growth in alignment with profit and brand-building goals. 
•    Extensive beverage sales experience with a focus on customer acquisition, development, retention; sales planning; presentation development and facilitation; and negotiating and closing deals. 
•    Demonstrated experience managing key account customers, brokers, broad lines, and retail accounts.
•    Comprehensive knowledge of retail initiatives including category management and information-based selling.  
•    Ability to leverage data to sell an idea, make decisions, and inform critical stakeholders.
•    Commitment to representing the brand and company with the highest standards of professionalism and integrity. 
•    Ability to operate independently and as part of a larger team with a collaboration-first mindset. 
•    A desire to succeed, passion for brand building, and a strong work ethic with the ability to adapt to the fast-paced needs of the Sales team. 
•    Dependable, decisive, and highly organized with the ability to manage competing responsibilities and prioritize opportunities. 
•    Demonstrated ability to interface with key stakeholders across all levels, internally and externally, 
•    Proactive, confident, and highly resourceful, with a focus on doing it right vs. getting it done. 

YOUR BACKGROUND 

•    Bachelor’s degree in Business Administration or related field preferred; or equivalent practical experience.
•    5+ years of sales experience in the beverage industry, including key account management; experience with Mass and Club channel customers, specifically Costco strongly preferred.
•    Experience in field and retail sales within the beverage industry. 
•    Proficient with Microsoft Office Suite (Excel, PowerPoint, Word, and Outlook) and industry systems and platforms (VIP/IDIG, Repsly, IRI, SPINS, Nielsen, and Retailer Scan Data).
•    Valid state driver’s license for the posted state or territory, and reliable transportation in accordance with State requirements for motor vehicles.

ADDITIONAL REQUIREMENTS

•    Travel requirement across the United States.
•    Some lifting and the movement of moderate loads require 50-pound lifting requirement. 
•    Willingness to work outside of standard business hours, including evenings and weekends, based on business demands. 
•    The ability to sit, stand, walk, and type for long periods of time. 
•    Occasional exposure to outside weather conditions.

The above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties.  

COMPENSATION

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. For this role, the estimated base salary range is between $105,000-$115,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.