Job Overview:

The Key Account Manager is responsible for providing dedicated service to assigned key account(s). They operate as a team conductor to manage, direct, and coordinate all sales plans and programs. 

The Key Account Manager will create partnering relationships of trust, integrity, customer satisfaction and loyalty, and ensure customer compliance. They collaborate with their teams to achieve the objective of building out the store.

What does it mean to be part of the Sales team?

The Sales team is responsible for providing high quality, streamlined service with a focus on corporate initiatives for their assigned customer(s). Our sales team is crucial in delivering the widest variety of fresh, branded, and owned brand products to community grocers and retail chains alike. With an ever-expanding selection of 1,000 new products every month, our team helps maximize sales with the right assortment of products based on customers' demographics and lifestyle. We are responsible for creating relationships of trust, integrity, customer satisfaction and loyalty to help our customers achieve their goals, delivering better together.

Job Responsibilities:

Account Management & Strategic Sales Planning (25%)

• Execute sales plans and goals designed to increase sales, profit margin and minimize expenses

• Develop joint business plans

• Manage new sales opportunities and servicing existing accounts

•  Forecast profit, volume growth and other related goals as determined. Assist with the preparation of a sales budget for assigned accounts                                                           

• Makes key decisions on addressing and identifying customer needs and concerns for assigned accounts

•  Leads forecasting, pre-booking, show ordering, etc.

Deliver Account Results (25%)

•  Analyze sales reporting and create strategies to drive sales.

• Operates as the account conductor and owns the specialty sales deployment process

• Develops and maintains a JBP that drives sales and profit margin.

•  Responsible for sales and profit margin results for assigned account(s).

• Focuses plans to drive sales and profit margin across product and services

Manage Relationships (25%)

• Create and maintain partnerships with vendor, broker and other trade partners.

• Meet or exceed client expectations and established deadlines.

•  Drives proactively the company’s initiatives to ensure the success of the customer.

• Focuses efforts on mutual sales and profit growth.

• Owns one or more key account customers.

Manage Execution (25%)

•  Conduct regular reviews of sales activities and effectiveness. May develop promotions and incentives to increase sales and improve performance.

• Coordinate with a cross-functional team of resources to ensure account goals are achieved. Works collaboratively with Merchandising and Services leaders to ensure department sales specialists are supporting their account goals  

• Performs other duties as assigned.

Job Requirements:

Education/ Certifications:

• Bachelor’s degree strongly preferred

Experience:

• Minimum 3-5 years sales experience required

• Experience with Key Accounts preferred

• Understanding and knowledge of products

• Development and execution of business plans, sales plans, and/or commission programs.

• Familiarity with sales opportunities

•  Understanding of sales forecasting, programs, promotions and related techniques

• Understanding of margin and company profitability

• Proven track record of exceeding customer expectations

• Ability to work in a result-driven environment

• Proficiency in Microsoft Office Suite and company systems

• Demonstrated ability to drive new business and close sales

Knowledge/Skills/ Abilities

• Excellent communication, negotiation, and presentation skills
• Aptitude for financial reporting
• Ability to lead without reporting authority
• Ability to interact at all levels of the business
• Able to manage and coordinate projects
• Able to exceed at: customer service skills, problem solving, attention to detail and organizational skills.
• Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

Work Environment:

Remote Role:

• This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.

Travel (major):

• Travel is required up to 50% for this position.

Physical Environment/Demands:

Office Roles:

•  Most work is performed in a temperature-controlled office environment.

• Incumbent may sit for long periods of time at a desk or computer terminal.

• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  

•  Incumbent may use calculators, keyboards, telephones, and other office equipment in the course of a normal workday.

• Stooping, bending, twisting, and reaching may be required in the completion of job duties.