Job Title: Account Executive

This position reports to the Sales Manager 

Job Code:

Date of Position: 

Department:  Food & Consumer Division

Name: 

• Responsible for growing volume and sales revenue in assigned accounts through development of plans and relationships with key retailers
• Owns the assigned customer relationships and is responsible for commercializing those relationships.
• Development and execution of yearly sales plans; provision of monthly updates  
• Responsible for achievement of core brand distribution and sales execution of all promotional plan in assigned sales channels.
• Provide market intelligence input based on current trade and channel evaluation. Monitor and communicate competitive activity.
• Full accountability and understanding of the Accounts Receivable status for assigned customers

1. Drive channel volume and value growth by assessing and building on areas of momentum; capitalize on product/pricing opportunities and course-correct with innovative sales tactics to improve sales performance with assigned accounts.

2. Develop, cultivate and maintain strong relationships with customers and identify opportunities to increase sales.

3. Share development of Joint Business Plans for key customers within assigned customer base.

4. Develop strategic sales plan for complex accounts leveraging market and competitor trends, account insight and goals to achieve sales targets and align with brand and category objectives.

5. Full responsibility for maintaining product distribution targets and pricing strategy within assigned customer base.

6. Analyse daily/weekly/monthly sales reports. Develop and execute strategies to achieve sales targets.

1. Quarterly performance/planning reviews with key customers to deliver ongoing volume driving activities

8. Maintain an accurate database to track and develop customer and product portfolios.

9. Analyse, plan, establish and maintain an efficient and productive daily call pattern as agreed with manager

2. Know, in depth, the features and benefits of products and programs compared to competition

3. Present new items and promotions (including sales and special offers) to existing customers and keep them abreast of any price changes.

Identify and solicit potential new customers.

4. Assist in developing programs for promotions, workshops, seminars, or trade shows as determined by the Manager

13. Managing customer accounts with respect to inventory, following up on back orders, credits, damages etc. on a timely basis

5. Use handheld electronic devices, effect sale as per outlined process. 

15. Liaise with the Credit Control, Billing and Warehouse departments to ensure that orders are processed, and deliveries made promptly.

6. Any other related duties as requested by management.

1. Increase market/account share while maintaining sales targets.

Attain and surpass set targets by exploring all potential areas of sales fully and professionally.

2. Schedule visits to customers weekly to discuss product performance, distribution and potential solutions for any commercial challenges identified, and feed information to the sales and marketing team in a timely manner.

3. To be developed and presented quarterly.

4. Built annually but reviewed based upon competitor responses or market trends.

Quarterly review meeting with key customers to ensure that agreed brand and account objectives are attained.

5. Ensure product mix and prices are in line with agreed commercial strategy.

6. Visit weekly as determined; fully covering assigned portfolio in each store/location.

7. Must be presented to customers within one week of receiving information.

8. Keep well-organized files on the agreements and meeting details of key customers.

9. Analyze customer’s sales history, review activity performance and consistently deliver win-win outcomes for company and customer

10. Complete knowledge of the products, prices and special offers, and an awareness of the related competing brands.

11. Must be presented to customers within one week of receiving information.

12. Equal participation in                    supporting marketing initiatives, including product launches and special promotions.

13. Ensure all matters are reported and resolved in a timely manner.

14. All orders must be processed according to company process or as outlined by Line Manager
1. Error free
2. Correct prices
3. Approved by customer

15. Keep customer A/R in line with company policy and collect all payments in full and on time.

Keep customers up-to-date with the status of their order.

16. This will be determined by Management.

Education:  Tertiary education in Management, Marketing or business-related study would be an asset

Experience:  2 years trade and industry experience would be an asset

Skills:    Good communication and numeracy skills. The ability to multitask and think strategically is essential.