CPG Sales Account Executive

shankmanandassociates; Kentwood (MI); Hybrid; USD 60,000 - 110,000; Full time

Job summary

Shankman & Associates is seeking a CPG Sales Account Executive in Michigan to drive the full sales cycle, from planning to financial reconciliation, while growing new customers and expanding distribution.

You will collaborate with internal and external teams, deliver compelling presentations, forecast accurately, and participate in trade events in a dynamic, hybrid work environment.

Qualifications

• 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.

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

Skills

Sales experience

Relationship building

Data analysis

Team collaboration

Communication

MS Office proficiency

Education

BS/BA in Business Management

MS/MA would be a plus

Tools

MS Office

Databases

Job description

Summary

Primary responsibility is sales generation, working with internal and external teams to establish goals and achieve them. Emphasis 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 to5% 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 requirements are as follows: 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.