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.