Key Account Manager – Wholesale, Two Positions Available (Remote)

Chicken of the Sea International; El Segundo (CA); Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a dynamic sales professional to drive growth in the wholesale seafood market. This role involves daily sales execution, customer relationship management, and strategic collaboration with internal teams. The ideal candidate will have over a decade of experience in seafood sales, showcasing a proven track record with wholesale accounts. You will leverage your strong financial acumen and interpersonal skills to negotiate effectively and present compelling business strategies. Join a company proud of its heritage and committed to transformation, where your contributions can significantly impact business growth and success.

Qualifications

• 10+ years of sales experience in seafood and proven track record in wholesale.
• Strong financial acumen and communication skills are essential.

Responsibilities

• Execute daily sales and cold calls to grow the wholesale customer base.
• Collaborate with internal teams and manage customer accounts effectively.

Skills

Sales Experience

Financial Acumen

Communication Skills

Negotiation Skills

Project Management

Interpersonal Skills

Consultative Selling

Networking

Education

Bachelor's Degree

Tools

Microsoft Applications Suite

SAP

Power BI

Job description

Chicken of the Sea is an iconic American brand that was founded in 1930. Today, Chicken of the Sea enjoys broad distribution across all major retail channels, with growth opportunities in foodservice and outside the U.S. Besides its eponymous brand, Chicken of the Sea also sells Genova and King Oscar premium seafood products.

Chicken of the Sea International (COSI) has been wholly owned since 2000 by Thai Union (TU), the largest global producer of ambient seafood. Chicken of the Sea Frozen Foods is a sister U.S. company that focuses on frozen and chilled seafood sales.

COSI is an organization that is very proud of its heritage. The company is currently undergoing a significant business transformation aimed at accelerating business growth.

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, discussing inherent knowledge of market triggers/levers.
• Ability & autonomy to negotiate off COSFF price sheet as the account managers book of business, on major buys.
• Travel face to face as needed to ensure core account touch points.
• 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.).
• 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 workshops, food shows, and reading publications.
• Develops strong working relationships with a wider team at COSFF and internal cross-functional teams.
• 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.
• 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, and facilitating top to top contact for all customers in the wholesale channel.
• 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.
• Ensure promotional activity is a justifiable expense, properly planned and accounted for.

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 approximately 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.
• 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.
• 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.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is regularly required to sit, stand, communicate, move around the office to various locations for meetings, and reach or carry materials with arms and hands. The employee is required to operate telephones, computers and other standard office equipment. Employee may, on occasion, be required to lift up to 35 lbs.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties and responsibilities of the job.

We are an Equal Opportunity Employer