National Account/Sales Executive - Dallas, TX in Dallas, TX at Reddy Ice

Date Posted: 10/18/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Dallas, TX
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    10/18/2018

Job Description

Worker Time Type

Full time

Worker Sub-Type

Regular

Job Description

POSITION PURPOSE:

Responsible for execution of Reddy Ice product and package strategies at the national account level that deliver the Reddy Ice annual sales and profit plan.  Responsible for understanding the customer’s key objectives and strategies and creating comprehensive customer “Play Books” that define Reddy Ice and customer strategies, objectives and tactics that result in business plans that deliver long-term mutual growth.  Manage the interface at the customer; ensure national account sales strategies align with Reddy Ice strategies to achieve revenue and growth objectives.  Responsible for implementing strategies and plans with the customer through to retail execution at the store level.  Manage the interface with Reddy Ice Operations to ensure thorough communication and understanding of account issues and opportunities.  Role is the primary point of contact to the customer.  Position will be located geographically and aligned with customer decision points.

DUTIES AND RESPONSIBILITIES:

Attain sales, volume and profit objectives by increasing the current product volume and maximize product penetration within the assigned customer list.

Partner with key accounts and ensure optimization of retail resources and results.

The key performance measures for success is (including but not limited to the following areas): new distribution, out of stocks, closing distribution voids, and Ice Factory placement objectives.

Consult with customers on changing trends and opportunities to core business areas as well as new business opportunities.

Oversee, build and maintain customer relationships - penetrate customer and establish business relationships that enable collaborative business planning initiatives - penetrate and establish relationships across multiple decision points within customer (Purchasing, Category Management, Supply Chain, Retail Operations and Marketing).  Develop close working relationships with all critical levels at assigned customers through personal sales calls, participation in association events and shows, and entertainment.

Build, manage and execute against customer/account “Play Books” with the objective being to grow customer/account revenue and profitability.  Own and lead development of business planning activities in the “Play Book” with the customer, which may include HQs and/or retailer groups/divisions, ensuring achievement of business plan or “Play Book” objectives.

Proactively source retail sales leads and opportunities to ensure revenue opportunities are maximized. Direct responsibility for growth with regards to new and existing customers.

Manage retail sales efforts at the customer including activities of local sales representatives, negotiation and sales functions, and monitoring of national and market pricing.

Lead and own account or customer plans or objectives in areas of revenue management, pricing analysis/capture, and packaging initiatives.

Maintain an acute understanding of customer financial pricing and models (proforma’s) and how such models impact the revenue and profitability of Reddy Ice.  Ability to analyze Reddy Ice performance versus the customer performance and/or like channel performance.  Understand the broader economic factors that affect overall business performance.

Provide complete information regarding customer needs to internal support groups to determine profitability, capability and capacity.

Understand and work through customer contracts.  Develop strategies that will grow business and ensure renewal of contracts as they come up for renewal.

Work collaboratively with Senior Vice President of National Accounts, Operations and Reddy Ice Senior Management as well as appropriate support resources to deliver sales objectives and exceed customer expectations.

Stay within pricing and operating budgets.

Travel required.

National Account Executives receive a competitive base salary plus bonus along with a comprehensive benefits package.  National Account Executives may be awarded stock or stock option grants but only at the discretion of Senior Management and the Board of Directors. 

CONTACTS:

Internal: COO, CCO, SVP National Account Sales, VP Sales, AVP Operations, AOM’s, RSM’s

External: Director Grocery, Category Manager, Buyer, VP Merchandising, Distribution, Operations

OPERATING RESPONSIBILITIES:

Responsible for managing volume, sales and relationships with Top 50-75 Reddy Ice customers (+60% or Reddy Ice volume and sales dollars)

SUPERVISORY RESPONSIBILITY:

No direct supervisory people responsibility.  Manages both Operations and Field Sales teams in-directly as related to customer specific sales plan execution.

EDUCATION/EXPERIENCE/BEHAVIORS:

Bachelor’s degree 5-10 years of relevant key or national account retail CPG sales experience Strong work ethic.  Demonstrates a sense of urgency to deliver results Excellent communication and presentation skills Works collaboratively.  Solid background developing and maintaining relationships with both internal team and external customers Organized and structured.  Plans and manages effectively Experienced at influencing and directing others Solves problems Manages and measures work Customer business development and planning experience Effective project management skills Effective sales and negotiation skills Savvy with information / technology – ability to utilize syndicated and consumer data Flexible team member who can prioritize and react to multiple demands and priorities Any other combination of relevant education and experience that meet the required competencies for the role


WORKING CONDITIONS/PHYSICAL REQUIREMENTS:

Work out of corporate office or home based office.  Must be willing to travel (at times travel is extremely heavy).  Must be able and willing to manage stress and conditions of heavy business travel.

Location

City:

Dallas

State:

Texas

CHECK OUT OUR SIMILAR JOBS

  1. Sales Jobs
  2. Sales Manager Jobs