Chain Account Manager

ESSENTIAL DUTIES AND RESPONSIBILITES:

• Responsible for consistently achieving sales targets that include product mix, volume, and margin in order to deliver consistent year over year growth

• Develop and actively manage sales plan for national chain accounts (50-1,000 locations)

• Spend 50-75% of time in the market place- 3-4 days per week in the field

• Manage budget (T&E, sales, new products, etc.)

• Accurately forecast sales dollars (monthly, quarterly, by chain, by brand, etc.)

• Management of the assigned chains in terms of outlets and sales potential

• Assigned national accounts that represent the largest opportunities for Electrolux Professional Group

• Identify and pursue new product opportunities

• Margin management: price discounts and margins, buying program leverage / deviated program pricing and rebates, support credit for prompt payment, etc.

• Manage $5M+ account portfolio

• Develop and maintain relationships with key chain account buying influencers, including R&D, procurement, operations, facilities, and others as appropriate.

• Responsible for being an expert in the EPRO selling process

• Application selling of all EPRO Group products

• Account development of emerging chains

• Account acquisition - converting competitive business

• Developing business plans for all accounts

• Product expertise and application

• Create pre-call plans

• Constant follow up based on sales plan

• Call reports with follow up action plans - and follow up on each action item

• Understanding & knowledge of competition

• Provide regular market feedback, including new product opportunities, competitive information, etc.

• Attend chain shows and conventions as appropriate

KEY ACCOMPLISHMENTS IN THE FIRST 18 MONTHS:

• Develop a strategic plan that ensures significant growth (15-20% CAGR) over 3-5 years
• Establish relationships with all key buying influencers
• Develop a pipeline of emerging chains that ensures EPRO Group meets YOY growth expectations

PHYSICAL REQUIREMENTS:

Type

Rarely

0 -12%

Occasionally

12- 33%

Frequently

34 - 66%

Regularly

67 - 100%

Seeing:

X

Hearing:

X

Standing/Walking:

X

Climbing/Stooping/Kneeling:

X

Lifting/Pulling/Pushing:

X

Fingering/Grasping/Feeling:

X

WORKING CONDITION:

• General office environment with extensive travel, 50-75%

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

• Results driven
• Builds and manages collaborative relationships
• Strong interpersonal and persuasive skills
• Ability to travel extensively- 50-75% of the time
• Knowledge of cooking, refrigeration, ware-washing and ventilation equipment
• Strong verbal and written communication skills
• Ability to manage and prioritize multiple projects at once
• Budget management skills

EDUCATION AND EXPERIENCE:

• Bachelor's degree preferred
• 5+ years' experience working with national chains in supplying equipment solutions.