Job Overview:

The 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 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.

Job Responsibilities:

Account Management & Strategic Sales Planning

• Serve as the primary point of contact for assigned key account(s), owning the overall customer relationship

• Lead day-to-day engagement with customer buyers and stakeholders to drive alignment and results

• Develop strong, trust-based relationships that position the company as a preferred strategic partner

• Translate customer needs into actionable internal plans across teams

• 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

• 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

• Act as the voice of the customer internally, ensuring needs are clearly communicated and addressed

• Partner with broker, vendor, and internal stakeholders to support customer objectives

• Lead regular customer meetings, business reviews, and performance updates

• Resolve day-to-day issues and escalate as needed to ensure customer satisfaction

• 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

• Analyze sales performance, promotional effectiveness, and category trends

• Provide insights and recommendations to improve sales, assortment performance, and customer outcomes

• Track against goals and report progress to leadership

• Identify risks and opportunities and adjust execution accordingly

• 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 of 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.

About UNFI: We are North America’s premier grocery wholesaler, delivering the widest variety of fresh, branded, and owned brand products to community grocers and retail chains alike. A pioneer in natural and organic foods, we are growing and transforming to meet the needs of an evolving workplace. Our 29,000+ employees work across America in our 50 Distribution Centers and corporate offices. Learn more: Organic, Natural and Conventional Food | Wholesale Food Distributors | UNFI