Senior Chain Account Executive

MillerCoors is built upon a foundation of more than 288 years of brewing heritage. It is a legacy driven by our founders to brew the highest quality beers, and a commitment that continues today. Our vision is to create America's best beer company by driving profitable growth. And we insist on building our brands the right way through quality brewing, responsible marketing, and a commitment to sustainable development and community investments.

Accountable for profitably managing business results (volume, share, profit) for assigned chain account(s). Develops the account sales plan and facilitates its implementation. Ensures that products and programs are sold to and executed in chain retailers by coordinating the sales, distribution, and program execution through chain buying offices and MillerCoors system. Builds value-enhancing relationships with retailers through category management application, responsive problem solving and proactive relationship management.

Develop and maintain account plan

• Annual plan and trimester updates
• Customer priority and opportunity discovery
• Align with class of trade and regional strategy
• Volume and profit forecast
• Identify make plan imperatives & needed resources
• Management unit alignment, communication
• After-action review; implement changes

Sell plan to the customer

• Call on buyer, retail operations and any internal/external resources that can influence execution
• Follow MillerCoors call planning and reporting routines
• Execute the call and sell single sales objectives. Applies appropriate presentation and selling techniques.
• Communicate call results to network; coordinate execution.

Customer stewardship. Improve MillerCoors’ relationship and alignment with the account(s).

• Penetrates customer organization to identify decision makers and influencers
• Builds rapport, trust and credibility
• Champions assigned account through MillerCoors system
• Shares customer Best Practices across team, regions and distributors

Category management & performance analysis

• Brings category knowledge and retail solutions to the customer
• Understand and applies appropriate services and retail solutions
• Guides analyst resources to uncover performance issues and opportunities
• Sells category/space management initiatives
• Chain P&L management
• Monthly volume and profit forecast
• Track & evaluate performance
• Drive favorable mix to achieve volume, share and profit goals

Execution management

• Coordinate alignment of programming with mgt units and distributors
• Work with marketing resources to develop and deliver customized programming.
• Coordination distributor price reporting for customer
• Align supply chain resources to satisfy customer requirements, aligned with strategy
• Regional/store visits to check on execution and opportunities

Requirements

• Bachelor’s degree required
• 3 to 5 years sales or marketing experience
• Possesses selling skills to manage the selling process with chain buyers and executives
• Can coordinate execution across functions. Ability to communicate internally and externally to drive results.
• Ability to form value-added relationships with customers, distributors and co-workers.
• Ability to synthesize and analyze information from numerous sources and apply to business plans.

Preferences

• CPG experience
• 2-3 years experience within a Sales role would be beneficial
• Broad based knowledge of beverage marketing, sales and merchandising strategies.
• Advanced knowledge of category management principles, process, strategy, and applications
• Utilizes all company selling tools, resources, and best practices to secure and maintain current business