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 Responsibilities

Customer 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

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. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Essential Job Duties and Responsibilities

• Drive our clients business at assigned customer. Increase distribution, grow sales dollars/units/share/other KPI’s, while staying on spend
• Responsible for ensuring retail/merchandising execution and basic eCommerce execution
• Achieve P&L targets; manage business for each client(s) assigned
• Implement marketing strategies and analyze trends and results to achieve department/client income and expense budget goals
• Monitor and drive revenue growth through efficient management of promotional spending within guidelines on assigned lines; identify opportunities and align business unit resources to secure those opportunities
• Meet and/or exceed Client’s goals for sales, distribution, pricing, shelving and promotional volume
• Identify and provide standard available services to support the “Customer as Clients”
• Launch strategies to pursue new opportunities
• Manage and maximize manufacturer marketing/promotional funds to achieve sales goals while staying within financial guidelines
• Secures Client approved schematics for all Clients’ brands by providing directions and communication to our schematic, reset and retail departments
• Implement customer headquarter calls and penetrate key positions at retailer
• Organize business unit team to retain and expand upon all client relationships
• Assist team to navigate in the larger ASM organization to align needed resources and support to ensure specific client and/or customer initiative success
• Facilitate communication, opportunities, challenges, and workflow to other team members and attend all Client meetings and reviews

Supervisory Responsibilities

Direct Reports
- This position does not have supervisory responsibilities for direct reports

Indirect Reports
- Does not have direct reports, but may delegate work of others and provide guidance, direction and mentoring to indirect reports

Education Level: (Required): Bachelor's Degree or equivalent experience
Field of Study/Area of Experience: Business
8+ years of experience in applicable field

Skills, Knowledge and Abilities
• Strong sales presentation and development skills
• Strong interpersonal skills
• Strong written communication and verbal communication skills
• Well-organized, detail-oriented, and able to handle a fast-paced work environment
• Track record of building and maintaining customer/client relationships
• Working knowledge of syndicated data
• Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers

Travel is an essential duty and function of this job up to 20%

Environmental & Physical Requirements

Office / Sedentary Requirements: Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically, requires the ability to sit for extended periods of time (66%+ each day), ability to hear telephone, ability to enter data on a computer and may require the ability to lift up to 10lbs.

Additional Information Regarding Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job positions, or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by law.