Customer Account Manager
Title: Customer Account Manager
Location: Arlington, VA (hybrid)
Company: Fortune 100 Food & Beverage Manufacturing (FuseGlobal has worked with this company for 20 years)
Initial term: 12 months
About This Role:
This Customer Account Manager (CAM) position will focus on driving Nutrition business with commercial customers (brokers, distributors, retail customers) and salvage customers (discounters, salvage outlets, etc.). The CAM is responsible for managing, developing and driving category growth to achieve annual sales and commercial spend targets. This role is deeply involved in the activation of the Nutrition portfolio at key strategic commercial and salvage customers. Build and maintain strong connections to the procurement and customer-facing supply chain teams.
What You'll Do:
- Managing the day-to-day responsibilities of commercial and salvage customers
- Creating and maintaining good business relationships with all buyers
- Targeting and securing product expansion opportunities
- Developing, presenting, and planning customers’ annual product needs
- Creating and finding partnership opportunities with customers
- Working closely with the Sr. Director to maximize execution at store level
- Reporting and effectively managing all sales expenses and budgets for the region
- Working with commercial development organization on development of customer-specific category plans anchored in the category growth drivers
- Presenting and launching New Item Plan and developing initial field forecast
- Identifying emerging market trends and opportunities in commercial and salvage sales; analyzing competitor activity
- Forecasting accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service
- Achieving annual sales and trade targets through effective selling and negotiation
- Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new and d-build items, activate customer category strategies and shopper marketing, and any urgent communications such as service level issues or product quality issues
- Identifying gaps between customer plan and customer feedback and proposing resolutions to gaps
- Ensuring achievement of agreed customer(s) targets/Key Performance Indicators (sales, RIG, customer service, in-stock levels, etc.)
- Monitoring, reviewing, and driving execution of customer category plan
- Driving category growth and exceeding high performance targets
- Driving one's own development through the adoption of capability tools
What You Bring:
- 5+ years of relevant sales experience working in customer management or commercial development
- Experience in the fruit or vegetable industry preferred
- Successful track record of delivering exceptional results (sales, market share gains)
- National/regional customer experience preferred
- Ability to maintain and manage profitable growth to drive market share gains
- Ability to influence people and create compelling, fact-based selling stories
- Knowledge of sales fundamentals of pricing, promotion, assortment and merchandising, spoils UADs, finance crediting
- Knowledge of Integrated Commercial Planning process, CAP documents, and the Monthly Business Planning Process
- Knowledge of customer, the marketplace, and relevant channel and shopper trends to generate actionable ideas
- Must understand the category, key competitors to develop category knowledge
- Must understand how to develop customer specific category growth strategies
- Understands all sales functions, customer and retail sales. Good knowledge of interrelationships of key company functions and their key initiatives
- Understands the interaction between sales functions, cross-functional teams, customer service and customer facing supply chain
- Good knowledge of interrelationship of key functions and their key initiatives (Marketing, Sales Finance, HR, Supply Chain, Technical and Globe & IS/IT)
- Strong proficiency working with Microsoft Office, inclusive of Excel and PowerPoint
- Strong command of business mathematics with strong analytical skills
- Excellent written and verbal communication skills
- Ability to think strategically and drive execution against goals
- Fast Learner who takes initiative with a “fail fast” and “fail forward” mindset
Compensation & Benefits:
- $76 per hour + overtime
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k)
- Disability insurance
About FuseGlobal:
FuseGlobal is a partnership of people and brand-leading companies, working together to make things run better. For 25 years we have brought functionality to complex business and production processes and supply chains, resulting in enterprises that run smarter and more sustainably. Interested in digital manufacturing, industrial engineering, supply chain management, all-things tech, and energy & the environment? This is where we live. Engage with us!
#LI-Onsite
#LI-FG