Sr Key Account Manager

Summary

The (Senior) Key Account Manager, NYC Accounts, will work closely with FDM’s clients and Brand Managers to develop and execute winning strategies for FDM clients in NYC Accounts.  This individual will have responsibility to direct and orchestrate activities related to launching and managing our clients’ products in retailers within the specified channel(s).  Based remotely, the (Senior) Key Account Manager (KAM) will primarily execute strategies and tactics to increase market penetration and on-shelf placement as well as top line sales for client brands in the assigned account(s).  This leader will be responsible for also maintaining current business for the client brands in their accounts, including promotional planning, while identifying and seizing new business opportunities (based on client approval and direction).  Additional responsibilities include building and maintaining strong account relationships and leading a team of cross functional internal stakeholders to deliver successful outcomes.Key ResponsibilitiesCustomer Understanding & Advocate

• Provide insights and direction to the client for the assigned accounts. Must possess a strong understanding of customer’s distribution network and customer related metrics.  Understand and explain what it takes to do business with that retailer:  cost of entry, promotional planning and requirements, margin expectations, distribution/logistics, etc.
• Knowledge expert in the NYC Accounts (Wakefern, Keyfood, D’ags, Kings/Balduccis etc.) and a deep understanding of the customers’ strategies and executional imperatives.
• Analyze market trends, sales data, and customer feedback to identify opportunities for growth and improvement using a data-driven approach.
• Manage customers’ as well as clients’ expectations appropriately.

Customer Engagement & Planning

• Direct customer engagement for assigned accounts and customize engagement approaches based on need and capabilities.
• Manage numerous category review schedules/deadlines and new item submissions across multiple accounts and for various clients.  Communicate this information effectively and timely, utilizing the team’s project management platform (Asana). 
• Must demonstrate strong financial acumen and the ability to conduct ROI analyses for clients, as well as provide trade investment recommendations.
• Understand and leverage syndicated data (where applicable) to uncover key insights and build effective selling stories to optimize the client’s GTM plan for the channel.
• Lead the retailer sales meetings and pitch presentations along with client; provide suggestions and guidance to the client regarding their sales materials, product positioning, product prioritization and assortment, merchandising strategy, and pricing/promotions.
• Represent the company at industry events, conferences, and trade shows, promoting our clients’ brands and cultivating strategic partnerships.
• Network and build strong relationships with key customer decision makers and key internal stakeholders.

Qualifications

• Minimum 4-year degree required; MBA Preferred
• 10+ years’ experience working with NYC Accounts within consumer retail industry
• Selling experience within food and beverage consumer products, preferably across multiple brands or product lines
• Ability to analyze syndicated and panel data
• Data based selling, experience turning insights into action
• Experience with a managing a large book of business and large numbers of customers and clients
• Knowledge of accounts, market characteristics, competitive environment, growth opportunities, etc.
• Experience managing and / or influencing others
• Exceptional negotiation and persuasive selling ability
• Outstanding communication, presentation, and people skills
• Strong conflict management/composure skills
• Excellent time management skills and superior attention to detail
• Computer skills (e.g., PowerPoint, Excel, Word, Power BI, etc.)
• Ability to thrive in a fast-paced matrix environment
• Proven ability to lead cross functional team with encouragement and positivity
• Must be open to travel approximately 20-25%

Job Will Remain Open Until Filled

Responsibilities

The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management, and marketing services to manufacturers, suppliers, and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics, and home centers.