CPG Sales Account Executive

SHANKMAN & ASSOCIATES; Erlanger (KY); Hybrid; USD 65,000 - 110,000; Full time

Job summary

SHANKMAN & ASSOCIATES is seeking a results-driven CPG Sales Account Executive to drive growth and retention with new and existing customers. You will manage the full sales cycle, from planning to financial reconciliation, including commissions.

You will work collaboratively across internal and external teams, prepare compelling presentations, and forecast with accuracy. Hybrid work flexibility supports a dynamic, fast-paced environment.

Qualifications

• BS/BA in Business Management or relevant field; MS/MA would be a plus.
• Outstanding communication and interpersonal abilities.
• Thorough understanding of diverse business processes and strategy development.

Responsibilities

• Drive and lead all facets of the Plan, Prepare, Execute, Follow-up and Measure selling process.
• Convert clearly defined, mutually agreed upon goals into actionable business plans.
• Collaborate with relevant resource groups to prepare effective presentations.
• Conduct sales presentations to execute the plans and gain customer acceptance.
• Inspect what you expect to ensure agreements are fulfilled.
• Measure and evaluate results and share learnings for perpetual improvement.
• Develop and maintain superior business relationships with key decision makers at customers and our manufacturer partners.
• Maintain a contemporary understanding of the account’s business and processes.

Skills

Selling

Relationship-building

Data analysis

Leadership

Professionalism

Teamwork

Communication

Problem-solving

Flexibility

Goal-oriented

Education

BS/BA in Business Management

MS/MA preferred

Tools

MS Office

Databases

Information systems

Job description

Summary

Primary responsibility is sales generation, working with internal and external teams to establish goals and achieve them. Emphasis is placed on both growth and retention, acquiring new customers and building incremental distribution and promotional activity with existing ones, while ensuring that the accumulated base of business continues its development. There is high emphasis on working as part of an integrated, collaborative, effective team with internal and external constituencies, but the CPG Sales Account Executive has ultimate responsibility for the entire business cycle, from sales planning through financial reconciliation, including commission collection.

Essential Duties and Responsibilities:

• Drive and lead all facets of the "Plan, Prepare, Execute, Follow-up and Measure" selling process
• Convert clearly defined, mutually agreed upon goals into actionable business plans
• Collaborate with relevant resource groups to prepare effective presentations
• Conduct sales presentations to execute the plans and gain customer acceptance
• "Inspect what you expect" to ensure agreements are fulfilled
• Measure and evaluate results, share with relevant constituents and learn and grow from each experience for perpetual improvement
• Apply the selling process to acquire new customers and new distribution and promotion with existing ones, while maintaining existing levels of distribution and promotion
• Ensure all systems and processes, internal and external are accurately and timely maintained
• Develop and maintain superior business relationships with key decision makers at customers and our manufacturer partners
• Maintain a thorough and contemporary understanding of account’s business and operational strategies and processes
• Always be prompt, complete and courteous in interactions and communications with others
• Conduct joint business planning and reviews with customers and clients to establish and review progress of mutually agreed upon objectives, KPI's and scorecards
• Responsible for accurate and timely sales forecasting and communication
• Understand and utilize syndicated and other data sources
• Support forecasting and budget planning processes
• Purposefully participate in trade events
• Achieve an "Essential" rating of excellence from all constituencies

Competencies:

• Strong selling and relationship building experience
• Strong entrepreneurial spirit
• Superior ability to work with data
• High degree of professionalism – competent, credible and knowledgeable
• Creativity
• Works well in a team environment
• Excellent people and problem‑solving skills
• Kindness
• Flexible, able to succeed in a dynamically changing, extremely fast‑paced environment
• Committed to perpetual improvement of the organization, self‑development and learning
• High integrity and committed to quality

Experience and Requirements:

• Self-starter with excellent organizational and leadership skills
• Outstanding communication and interpersonal abilities
• Thorough understanding of diverse business processes and strategy development
• Excellent knowledge of MS Office, databases and information systems
• BS/BA in Business Management or relevant field; MS/MA would be a plus
• Valid Driver’s License Required

Travel:

up to 5% of domestic travel required

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. This position requires frequent sitting, standing and walking in an office environment. You must be able to use a computer and other office equipment for extended periods of time. While performing the duties of this job, the employee is frequently required to talk to and convey detailed or important spoken instructions to other workers accurately, loudly, or quickly. Required to hear at normal speaking levels with or without correction and can receive detailed information through oral communication. May be required to stand, particularly for sustained periods of time. Will move about on foot to accomplish tasks. Use hands to handle or feel and reach with hands and arms. Use fingers to pick, pinch or type. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability, and physical demands required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Visual Acuity:

The employee is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures, viewing a computer terminal and extensive reading.

Work Environment:

Hybrid work environment with flexibility for remote and in‑office work. Sitting for prolonged periods of time are critical. Frequent use of company communication devices is required such as a computer, phone, and other office electronics. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability, and physical demands required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.