Key Account Manager- Wholesale/Foodservice

Location: Remote

Department: COSFF Sales

SUMMARY

To be the liaison between Chicken of the Sea Corporate, national wholesalers, brokers, distributors and customers to ensure desired sales results by orchestration of business activity through written and verbal communication, market presence and sales direction to achieve annual sales volume objectives, maximizing the utilization of promotional funds, gaining and retaining key distribution points and gaining new wholesale accounts while meeting operational needs through accurately forecasting sales plans. The primary goal is to deliver Chicken of the Sea annual sales plan objectives by product and by customer. The wholesale manager is responsible for the growth of business within the current customer base and new wholesale business opportunities by developing relationships, understanding the customer’s critical business strategies, then create and execute solutions to achieve the customer’s business objectives and grow revenue internally. The base salary range for this role is $125-$150k (DOE and location)

KEY RESPONSIBILITIES

• Daily sales and cold call execution. Utilize Seafax, Eureka and other customer platforms to develop lists of prospects while growing current customer base in the wholesale channel
• Price updates (calls/e-mails) to core customers weekly, discuss inherent knowledge of market triggers/levers
• Ability & autonomy to negotiate off COSFF price sheet as the account managers book of business, on major buys. Requires discussion and alignment internally to assure inventory/market alignment
• Travel face to face as needed to ensure core account touch points - i.e - develop innovation platforms, set up culinary meetings, attend & cook with culinary teams and brokers to demonstrate our products vs. the competition
• Collaborate internally with procurement, category and inventory manager partners
• Attend all major customer summits/conferences as key account manager/leader, manage core account meetings
• Oversee Sales coordinator entry of PO’s into SAP infrastructure
• Establish personal budget by item/by customer/ with growth projections as part of company budgeting processes & report against monthly
• Manage customer requests through lifecycle (RFI, RFQ,RFP, Specification/TQ documentation, Sustainability, etc.)
• Manage customer issues regarding AR/AP, TQ, Delivery, etc.
• Deliver the agreed upon business growth plans in the wholesale channel in alignment with the company’s financial goals
• Works with the sales leader on the development of a comprehensive wholesale development strategy
• Collaborates with a wider team to expand wholesale development efforts to achieve annual profit plan
• Reviews monthly and quarterly sales objectives and results for target accounts and prepare action plans where improvement is needed
• Utilizes Power BI, internal sales reports, and pricing files daily to communicate offers to wholesale customers
• Gathers information on emerging market and industry trends to understand the competitive landscape
• Stays current with development in the field through participation in work withs, food shows, and reading publications
• Develops strong working relationships with a wider team at COSFF and internal cross functional teams
• Learns quickly when facing new challenges; thrives on fast-paced learning environment
• Adapts well to change and views new experiences as growth opportunities
• Seeks out opportunities to improve by applying feedback from others
• Ensures that data and activity on new and current accounts is accurately entered and managed within company platforms
• Presents to and consults with senior level management on sales strategy plans and results
• Stays current with company’s value-added offerings and solutions
• Responsible for accurately forecasting and revising monthly sales activity by customer to meet sales needs
• Responsible for day to day wholesale customer account communication, conducting customer presentations, sales meetings, product cuttings and facilitating top to top contact for all customers in the wholesale channel
• Responsible for direct communication to assigned wholesale customer contacts
• Responsible for timely and accurate submission of all business reports and process orders
• Responsible for developing and adhering to a purposeful travel schedule to maximize business activity within budget
• Accurate monthly forecasting will be achieved by channel to minimize OOS conditions, reduce improper inventory holdings and decrease the risk of creating obsolete inventory issues
• Ensure promotional activity is a justifiable expense, properly planned and accounted for, reconciling deductions in a timely fashion

QUALIFICATIONS

• 10+ years’ relevant sales experience in seafood, and 5 or more years’ with a proven track record of wholesale business accounts and customers
• Applicants must be currently authorized to work in the United States
• Available to travel in most cost efficient mode of transportation approx..1 month each year
• Ability to express information in terms of profit and loss, cost and expense ratio
• Strong financial acumen and ability to properly plan and execute business plans
• Flexible; readily accepts change; open to new ideas
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
• Strong communication skills; ability to effectively communicate with internal and external teams
• Ability to understand and manage industry and companywide compliance
• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
• Demonstrated experience with building trust with a prospective customer and securing new business in the wholesale channel
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Understanding of marketing principles, product lines, ordering procedures and credit terms

We are an Equal Opportunity Employer:

• Thai Union / Chicken of the Sea Frozen Foods is an equal opportunity employer. We prohibit discrimination against any applicant or employee based on any legally-recognized basis, including, but not limited to: veteran status, uniformed service member status, marital status, race, color, religion, gender identity, sex (including pregnancy), age, national origin or ancestry, physical or mental disability, genetic information or any other consideration protected by federal, state or local law. Our commitment to equal opportunity employment applies to all persons involved in our operations applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline and termination.