Account Sales Manager

C&S Wholesale Grocers, LLC; Lima (OH); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Total Rewards benefits package

People First culture

Equal Opportunity Employer

Job summary

SpartanNash, located at 1100 Prosperity Road in Lima, Ohio, seeks a senior sales/account leader to manage key growth accounts and cultivate new business. You will advise customers on operations, merchandising, and retailer programs while delivering strategic plans to hit revenue and profit targets.

The role requires five years in sales/account management, two years of supervisory experience, and up to 80% travel.

Qualifications

• Bachelor's degree in Business Administration or related field.
• Five years of combined experience in sales and account management.
• Two years of supervisory experience.
• Excellent oral and written communication and interpersonal skills.
• Ability to travel up to 80%.

Responsibilities

• Act as the primary liaison between the company and the key account(s) to build trust and loyalty.
• Engage in regular contact with customers to identify needs and provide integrated full scope solutions.
• Provide expertise on operational and merchandising issues and recommend solutions.
• Ensure retailers understand all services, especially fresh product delivery.
• Develop annual and seasonal business plans and marketing strategies to meet revenue and profit goals.
• Create and execute retailer-specific sales and marketing plans aligned with strategy and growth.
• Assist customers in planning future sales, including buyers for businesses for sale or family succession.
• Increase sales through new item introductions and merchandising programs.
• Drive top items into plan-o-grams and leverage sources to improve results.
• Prepare quarterly business reviews and identify growth opportunities.
• Measure success of initiatives and correct gaps to ensure growth.
• Negotiate supply agreements to improve financials.
• Provide updates to senior management and propose new ideas to boost sales.
• Additional duties as needed.

Skills

Sales & Account Management

Client Relationships

Strategic Planning

Leadership / Supervisory Experience

Communication

Education

Bachelor's Degree in Business Administration

Tools

Microsoft Office

Excel

PowerPoint

Word

Job description

As a member of the C&S Wholesale Grocers family of companies, SpartanNash is a food solutions company that delivers the ingredients for a better life. A distributor, wholesaler and retailer with a global supply chain network, SpartanNash distributes grocery and household goods, including fresh produce and the Our Family® portfolio of products, to locations in all 50 states.

Our braggingly happy team members — ranging from bakery managers to order selectors; from IT developers to vice presidents of finance; from HR Business Partners to export specialists — create braggingly happy customers spanning national accounts, independent and chain grocers, e-commerce retailers, U.S. military commissaries and exchanges, and the Company’s own brick-and-mortar grocery stores, pharmacies and fuel centers.

Location

1100 Prosperity Road - Lima, Ohio 45801

Position Summary

This role is responsible to represent the company by maintaining a close, positive and effective relationship with key growth account(s) and cultivating new business based on providing effective solutions, guidance, strategies, retailer programs and tools that foster success in company's business. Regularly audits and analyzes retailers' operations and develops plans for improved performance.

Here’s what you’ll do:

• Act as the primary liaison between the company and the key account(s) by developing positive, strong, close and lasting customer relationships that enhance trust in the company, improve customer loyalty and longevity and ensure quick and effective communication and problem resolution.
• Engage in regular contact with customers to identify needs and provide integrated full scope solutions.
• Provide expertise to customers on operational and merchandising issues and recommend solutions.
• Ensure retailers understand all the services company provides, especially its ability to deliver quality fresh product to customers.
• Develop annual and seasonal business plan and sales & marketing strategy in alignment with company's overarching strategy to ensure attainment of revenue and profit goals.
• Create and execute sales and marketing plans specific to individual retailer, based upon consumer, category, and competitive insights that are aligned with the strategic role of the customer and focus on driving profitable growth and market share.
• Assist customers in planning for the future in terms of actively seeking buyers for customers' businesses known to be for sale, and/or guiding family succession to ensure the continuation of business.
• Increase sales by speeding up new item introduction, maximum product penetration, increasing quarterly perishable sales, capitalizing on marketing trends, selling and utilizing merchandising and marketing programs, planning and assisting retailers in special event and seasonal programs.
• Increase concentration of purchases with existing key accounts by driving top 25 plus items into plan-o-grams and using other sources of leverage to enhance sales results.
• Prepare and provide formal business reviews for individual customers on a quarterly basis, identify retailers' strengths and weaknesses, help them respond to their weaknesses and assist in the development of longer‑term plans for improved performance.
• Measure the success or failure of business‑building initiatives and identify opportunity gaps that can be corrected as needed to ensure growth.
• Negotiate supply agreements that drive improved financials.
• Provide corporate management with updates on key account sales, programs, and services, and present new ideas to upper management to increase sales.
• Additional responsibilities may be assigned as needed.

Here’s what you’ll need:

• Bachelor's Degree (Required) in Business Administration or related field or equivalent combination of education and experience.
• Five years of combined experience in sales and account management. Experience in a grocery, wholesale, or food industry environment preferred.
• Two years of supervisory experience.
• Excellent ability to prioritize and self‑motivate.
• Excellent oral and written communication skills, and interpersonal skills including a strong ability to present new ideas and persuade individuals and thrive on networking.
• Strong financial acumen and analytical skills, including evaluating possible outcomes.
• Strong working knowledge of products and services, and industry trends.
• Ability to evaluate and understand the actions and needs of customers and business, convey a positive attitude and viewpoint, and to provide business knowledge and emotional support to customers.
• Proficient with Microsoft Office including Excel, Word and PowerPoint.
• Ability to travel up to 80%.

Physical Requirements

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

May be required to lift and/or move 20 pounds. The associate is frequently required to sit/stand/walk. While performing the duties of this position, the associate is subject to a typical office environment and is rarely exposed to outside weather conditions. Temperatures may vary for those subject to any of the following areas: computer/server room, print shop, production area). The noise level in the work environment is usually low to moderate but may be high in distribution settings. Travel requirements vary by assignment.

As part of our People First culture, SpartanNash is proud to offer a robust and competitive Total Rewards benefits package.

SpartanNash is an Equal Opportunity Employer that invests in Associate development, recognizes and celebrates success, fosters two‑way communication, and promotes a sense of belonging. We are committed to providing equal employment opportunities to all individuals, including those with disabilities and Veterans.

We are not able to sponsor work visas for this position.

Company: SpartanNash

Job Area: Distribution

Job Family: Sales

Job Type: Full time

Req ID: R87719