Manager, Commercial Account Management (P282)

84.51° Overview:

84.51° is a retail data science, insights and media company. We help The Kroger Co., consumer packaged goods companies, agencies, publishers and affiliates create more personalized and valuable experiences for shoppers across the path to purchase.

Powered by cutting-edge science, we utilize first-party retail data from more than 62 million U.S. households sourced through the Kroger Plus loyalty card program to fuel a more customer-centric journey using 84.51° Insights, 84.51° Loyalty Marketing and our retail media advertising solution, Kroger Precision Marketing.

Join us at 84.51°!

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SUMMARY:

As a Manager, Commercial Account Management, you are the account quarterback, internally and externally to a portfolio of clients, within the vertical to drive organic growth strategies for Media, Incentives, and Insights.  This includes the leadership of client goals and objectives across the commercial portfolio and overseeing the delivery of total business quarterly business reviews (Media Upfront, Incentives Plan, Insights Annual Plan).  You are effective at identifying and closing opportunities with client Kroger facing teams to deliver on budget and lead all insight subscription renewals (84.51 Stratum, Collab Cloud, Data Direct).  You leverage your consultative approach to drive insights utilization that delivers maximum value creation.  You sell in insights and activation to support key KR collaborative processes such as 3CM, store testing, etc. and ensure flawless commercial execution across the book of business.  You are curious and proactively explore and source ideas to drive larger portfolio account growth. You are also responsible for leading a group of G1-G2 account managers within your vertical.  

 

The Manager, Commercial Account Management will partner with cross-functional teams inclusive of Sales, Kroger teams, Data Science, Finance/Accounting and Product Strategy to ensure client experiences are consistently positive and engaging. The right candidate will bring an excitement, knowledge, and passion for our media, incentives, and insights portfolio.  This candidate needs a minimum 5-7+ years’ experience in a fast pace environment focused on account management or business development roles.   

 

RESPONSIBILITIES:

• Full-commercial portfolio account leadership that requires commercial acumen across entire portfolio.
• Understanding of Kroger business processes. Data-driven, customer-centric consultation.
• Oversees client goals & objectives across commercial portfolio, serving as primary point of contact for aligned clients. Budget retention through active client engagement. Oversee and deliver total business QBRs (Media Upfront, Loyalty Plan, Insights Annual Plan). 
• Identify and close opportunities with Kroger facing teams (Sales, Shopper Mkg, Cat Man, Shopper Insights) to deliver on budget.
• Lead all insights subscription renewals (84.51° Stratum, Collab Cloud, Data Direct).
• Maximize adoption of and value-creation Insights subscriptions. Consult on utilization of insights to support key merch processes (ex – shelf, assortment, price/promo, cat strat, supply chain, innovation) and bridge insights utilization into activation opportunities.  Strategically engage corporate data science orgs on data utilization (ex. 84.51° Collaborative Cloud consultation).  Support all insights-to-activation utilization.
• Ensure flawless commercial execution across book of business. Drives strategic recommendations and brand performance convos, leveraging full suite of commercial products.
• Owns overarching client performance & value creation conversations for aligned clients as well as leads strategic recommendations & questions for the overall business.
• Proactively explore & source ideas to drive larger portfolio offerings from client and industry, process & account support. 
• Management of G1-G2 success managers. Oversee & support a team of AM’s working across aligned accounts. Go-to within vertical for client troubleshooting.

 

QUALIFICATIONS, SKILLS, AND EXPERIENCE:

• Bachelor’s degree required
• 5-7+ years of account management and/or business development experience.  Media, Incentives, or Insights experience required
• Strong experience maximizing investment decisions across the portfolio
• Collaborative, energetic, and thrives as a key part of a cross-functional leadership team
• Adept at continual learning and ability to represent a broad portfolio
• Works well under tight turnaround and deadlines
• Motivate