National Account Executive – (Albertsons Companies, Warehouse Direct)

The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Warehouse Direct (WD) portfolio in the Grocery channel of trade, with responsibility for the Albertsons Companies divisions.The NAE will serve as a key member of the sales team who contributes to the strategic direction of the customer relationship. This role contributes to volume, profit, and share growth by driving distribution and availability across key KDP brands, and by developing and executing a net sales and margin strategy at retail across the KDP beverage platforms.

The ideal candidate will bring 5 or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers, for a national chain account.  They will have experience building a strategic annual operating plan (AOP), as well as demonstrated use of syndicated data in a solution-selling environment.  Knowledge of the Grocery Channel and specifically Albertsons Companies would be considered a plus.

This individual must proactively partner with internal KDP resources that influence and help drive execution of the strategic plan and assist with budget management to maximize results and return on investment. 

Responsibilities

• Cultivate and maintain effective business relationships with Albertsons buyers, Supply Chain partners, and utilization of Advantage Retail Execution team to ensure prioritization of KDP displays and programming across portfolio of brands.
• Develop short and long term joint business plans (JBP) by engaging multi-functional internal support teams including; Revenue Growth Management, Finance, Category Management and Supply Chain Systems to plan, align, sell and execute the plan in accordance with account needs and KDP plan.
• Entrepreneurial spirit, assertive, and an individual that will lead and be accountable for results.  Portray thought leadership across all facets of the business and drive Commercial Team cohesiveness.
• Manage promotional processes from the planning stage, to development, to execution, ensuring all retailer timelines are met, deliverables are executed, and communication is timely to internal parties and the retailer.
• Manage promotional plans within assigned trade budget to optimize net sales and margin
• Customize marketing big bet and/or retailer specific programs to facilitate brand building and volume growth within the retailer.
• Utilize internal, syndicated and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives

Core Competencies

• Becoming a Business Advisor- Adds customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers.
• Builds Trusting Relationships- Uses appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
• Decision making- Identifies and understands issues, problems, and opportunities; compares data from different sources to draw conclusions; uses effective approaches for choosing a course of action or developing appropriate solutions; takes action that is consistent with available facts, constraints, and probable consequences.
• High Impact Communication- Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.
• Managing Work- Effectively managing one’s time and resources to ensure that work is completed efficiently.
• Sales Disposition- Demonstrates the traits, inclinations, and outlooks that characterize successful salespersons; exhibits behavioral styles that facilitate adaptation to the demands of the sales role.
• Sales Negotiation- Effectively explores alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.
• Sales Opportunity Analysis- Understands and utilizes economic, financial, industry, and organizational data; accurately diagnoses customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
• Work Standards- Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
• Driving for Results- Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.