Key Account Manager

Summary

• The Stadium and Venue Key Account Manager position is critical to the success of
• Columbia's On-Premises business. This individual needs to be a self-starter,
• highly motivated, and a creative problem solver as it relates to improving
• Columbia's business in these high visibility key accounts. The Key Account
• Manager is the primary contact for the assigned concessionaires at each Venue or
• Stadium. As such, building relationships, using fact-based selling, and
• collaborating across departments and teams are all foundational skills needed to
• exceed in this role.

Primary Responsibilities

• Accountable for attainment of annual volume, gross profit, share and safety

goals for assigned regional chain accounts

• Develop and execute distributor, supplier and retailer business plan annually

and on a trimester basis

• Leverage go to market strategies to achieve sales and revenue plans through

distribution, promotion and project driven initiatives

• Develop superior retailer relations through fact-based selling, product and

market insight, pre and post sales analyses, marketing promotions, and

accurate and timely pricing submissions

• Assess retail execution and results through market and account surveys

measuring results acting on opportunities that are discovered

• Ensure timely and accurate chain and product communication to all

stakeholders

• Accurately plan and forecast distribution, volume and revenue by assigned

accounts on a monthly, trimester and yearly schedule

• Routinely survey the marketplace with Management and Suppliers
• Identify and communicate opportunities seen within the market to Senior

Management and proactively suggest recommendations to remedy

• Establish vertical call coverage goals for assigned accounts and lead the

company's relationship with top-volume chain accounts, their buyers and their

senior managements

• Participate in company-sponsored training and education program that build's

individual competencies in sales skills, channel insights, syndicated data,

and category management

• Actively participate in the company's involvement with various business and

community functions, including industry organizations and charities which

partner with key chain customers

• Manage individual position expense and sales line to budget
• Enforce all liquor laws according to state law and regulations regarding

product sales

• Complete all other tasks or projects as assigned
• Demonstrate behaviors consistent with those of the Company's Core Values at

all times

• Key Competencies
• Detailed knowledge of industry, products and categories
• Proficiency with Microsoft Office suite
• Excellent oral and written communication skills
• Ability to develop strong relationships with internal and external customers
• Ability to build presentations and develop business reviews utilizing

standard computer software programs

• Demonstrate flexibility in overcoming problems and personalities
• Demonstrate leadership
• Ability to focus and work cross functionally across many levels of

organization

• Strong project management skills with the ability to meet tight deadlines
• Knowledge of budgetary processes and influence on business objectives

People Management

• This position will manage a diverse group of employees from individual
• contributors to middle management people leaders.

Work Environment

Work indoors with occasional outdoor work.

Physical Demands

• Lift/Carry and Push/Pull up to 50lbs
• Bend/stoop/crouch/squat/use arms/wrists/hands/grasp
• Use of industry tools: hand truck, six-wheeler, manual pallet jack, box

cutter

• Work indoors and outdoors
• Must be able to drive and operate a vehicle

Expected Hours of Work

This is a full-time position, days/hours of work vary, and may include weekends.

Travel

Ability to travel throughout the day for visits to customer accounts.

Required Education and Experience

• High School diploma or GED required
• Valid driver's license and auto insurance required
• Minimum of three (3) years previous beverage industry sales experience

Preferred Education and Experience

• Bachelor's or advanced degree
• Experience with an AS400 system

• Reports to: Director of Sales
• Classification: Outside Sales Exempt