The Senior Key Account Executive will build and strengthen strategic customer relationships with Dollar General HQ and Division VP’s with the primary purpose of accelerating sales growth and expanding distribution opportunities. This role is responsible for proactively identifying, planning, and communicating with Dollar General to drive performance and $/unit growth. Leveraging an entrepreneurial mindset and strong sales acumen, the Senior Key Account Executive will engage with decision-makers at Dollar General, provide clear onboarding expectations and tools to support growth, and lead execution in partnership with Field Operations Teams to deliver profitable results with their retailer. This role will also work cross functionally to accomplish key strategic priorities as well as demonstrate leadership, guidance, and development to ensure team objectives are met and individual growth is supported.
We are looking for someone located in Tennessee. Prior experience calling on Dollar General at the HQ level is required.
Responsibilities:
- Build brand equity and profitably increase the sales volume on all assigned brands with retailers within area of responsibility
- Achieve assigned sales quota through the maintenance and expansion of distribution, merchandising and space improvements for each assigned brand.
- Build strategic partnerships with customers by integrating intercompany and the customer’s strategic initiatives. Build fiscal AOP, JBP and set annual OGSMs (Objectives, Goals, Strategies, Measures).
- Balance, promote and leverage Utz solutions to meet our customers’ needs via DTW and DSD.
- Fully leverage Trade System (BluePlanner) to plan investments, forecast volume and build optimized trade programming, investment and forecasts. Deliver trade budget.
- Identify opportunities to maintain and expand distribution on existing business and find unique opportunities for incremental sales and profit utilizing internal systems, IRI, Nielsen and 1010data.
- Build strong cross functional partnerships internally and consistently share best practices.
- Comply with all company policies, instructions, and directions for the fulfillment of company objectives.
- Own sales forecast by account to drive accurate financial and production planning working with the Revenue management team.
- Prepare sales reports and expense reports as required.
- Prepare and submit special reports, acceptance of products, or competitive conditions, as may be requested by management or as observed in the marketplace.
- Represent the company with effective verbal and written communication skills. Should be able to adapt communication style to suit different audiences.
- Ensure observance of safe work practices to include the immediate work area, visits to customer sites and operation of a vehicle used for company business.
- Develop and enhance partnerships through participation in customer events, industry functions and entertainment within company standards.
Requirements:
- 7+ years proven sales experience in a related position within the consumer products goods industry with direct account responsibility.
- Previous experience selling to and managing multiple channels is preferred.
- 3+ years’ experience utilizing syndicated data; excellent written and oral communication skills, ability to analyze and evaluate several sources of data to develop actionable insights.
- Experience developing and managing sales plans.
- Experience with DTW, Master Distributors, and DSD delivery systems.
- Proven experience using large volume of data, product knowledge and customer familiarity and successfully applying it to negotiation strategies.
- This position requires extensive use of computer equipment. Must have demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook.
- Demonstrated skills in analytics, problem-solving, verbal/written communication, influencing/negotiation, relationship-building, strategic selling experience and collaboration.
- Skilled capabilities on IRI/Nielsen data/systems, shopper insights, trade promotion planning, presentation creation and delivery, and customer business planning.
- Able to work closely and successfully interact with internal and external customers.
- Strong analytical skills necessary to present sound cost strategies based on estimation of risk, operating cost and customer sales volume.
- This position requires a valid driver’s license and the ability to travel and have overnight stays.
- Bachelor’s Degree from an accredited college with a focus in business, preferred.
- This position is remote. 30% travel required.
External Recruitment Process:
- Easy Application (5 mins): Introduce yourself and answer a few key questions to get started.
- Engaging Chat Interview (20-25 mins): Share your experiences in an online chat, highlighting how your values align with ours.
- Live Interview: Selected candidates will meet with the hiring team to explore their alignment with the team and overall Utz company culture.
Continuously Pursuing Excellence!
Here at Utz, we have a passion for exciting and delighting consumers with delicious snack foods made from high quality ingredients. After over a century with a strong family heritage, our diverse portfolio of brands includes Utz, Zapp’s, Boulder Canyon, and On the Border. Our associates are the reason for the success of this company, so it is important we provide a supportive, caring and inclusive environment that offers opportunities for career growth and advancement. We also help take care of our associates by providing benefits, resources, and programs that ensure they live their healthiest lives. Our benefit package includes medical, dental, and vision plans, an employer match 401k, profit sharing plan, employee stock purchase plan and much more. Join our world class team and help us become the fastest growing pure-play U.S. snacking company of scale!
Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
7+ years CPG sales experience with direct account responsibility; Dollar General HQ experience required; 3+ years using syndicated data; proficiency in Microsoft Office, IRI/Nielsen/1010data and Trade System (BluePlanner); valid driver’s license; ability to travel ~30%.
Key Responsibilities
- building relationships
- driving sales
- expanding distribution
Skills & Tools
Trade System (BluePlanner), IRI, Nielsen, 1010data, Microsoft Excel, Microsoft PowerPoint, Microsoft Word, Microsoft Outlook
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Lebanon or Tennessee or United States
- Languages: English
Benefits
- 401k matching
- Retirement plan
About Utz
A snack food manufacturer with a diverse brand portfolio that provides career growth opportunities and comprehensive employee benefits. — Industry: Manufacturing