Sr Account Executive - Snacks (TN, KY, OH)

OVERVIEW

The Snacks Operating Unit (OU) is seeking a Sr Account Executive (SAE) to lead our business across multiple Convenience Retailers, Distributors & Strategic Ownership of our CrossMark C-Store Partnership. In this role, you will be responsible for the strategic partnerships, customer development and execution of plans that deliver on customer needs as well link them to GMI product and service strategies.

The Sr Account Executive role provides opportunity for advancement within the sales career path, gaining a broadening experience through leading  multi business categories. Convenience is a channel of business where winning is built on strong business principles, complimented with strong business partnerships. GMI’s Convenience business success is driven by our center of the store core categories including Salty, Grain and Fruit Snacks in addition to developing our Foodservice business which includes key items like Pillsbury Biscuits, Cinnamon Rolls, Scones and Pillsbury Stuffed Waffles.

In this role, you will get the opportunity to lead customer relationships at top tier Convenience Retailers like Pilot, Thornton’s & Mapco coupled with Distributor Strategic Partners poised for year-on-year growth. This role will have exposure to high level leaders within the retailer and distributor partners and offers a great opportunity to hone negotiation skills on key aspects of the business. This role additionally assumes the C-Store partnership with CrossMark brokerage. The individual in this role will play a key role in driving our strategic direction within the channel.

In the North America Retail (NAR) Snacks OU Convenience Channel, candidates will have the opportunity to own nearly all aspects of the business allowing for the development of customer experiences not readily available at this level in other parts of the organization. In the NAR Snacks OU Convenience Channel, you will have the support of a channel specific trade team, and we are a channel committed to developing a strong culture based on our people, strong business results, and superior developmental opportunities.

Strong candidates will have a strong understanding of how to work with customers and the ability to independently lead accounts, demonstrate relationship building skills, and the ability translate the needs of our customers into growth opportunities for both GMI and our customers, with a clear focus on execution.

The preferred location for this role is Tennessee but open to consideration in Central Kentucky. 

KEY ACCOUNTABILITIES

SELLING EXPERTISE & LEADERSHIP

• Develop and maintain effective customer relationships.
• Strategically plan and execute with customers and business partners to propel sustainable growth
• Understands customer needs and links them to GMI’s product and service strategies to develop mutually beneficial business plans
• Leverage established GMI Sales processes to establish objectives, engage the customer, explore customer interests, explain solutions, and execute commitments
• Gain new product acceptance and merchandising levels in alignment with selling goals

EXECUTIONAL EXCELLENCE

• Take personal accountability and ownership for results, deeply understands consumers, delivers market leading innovation and prioritizes what’s important
• Meet annual sales targets and deliver profitable volume growth by exceeding C-Store growth strategies
• Develop retailer and distributor strategies to accelerate new item distribution while successfully exceeding volume targets
• Leverage established GMI sales processes to establish objectives, engage the customer, explore customer interests, explain solutions, and execute commitments
• Accelerate GMI's presence in the Foodservice space by mining for opportunities at the retailer and distributor level
• Financial management and responsibility for trade budget/spending and managing T&E budget
• Collaborate with internal teams to develop best in class promotional offer that reflect national trade strategies
• Collaborate with internal teams to develop promotional offers that reflect national trade strategies and optimize GMI resources

PROBLEM SOLVING & ANALYTICS

• Accountable for business forecasting and monthly MBR
• Build a bottom-up plan that encompasses a clear objective, goals, strategies, and actions for near and long-term success
• Understand and leverage category management principles to develop selling stories to drive and influence retailers and distributors
• Leverage enterprise-wide problem-solving tools and stakeholders to address business problems

ENGAGING LEADER

• Model Engaging Leader behaviors to foster an inclusive environment and embrace a learning mindset and demonstrate personal accountability.

MINIMUM QUALIFICATIONS

• Bachelor’s Degree 
• Minimum 2 years of relevant industry experience in sales, account management, trade funding, category management or other relevant experience
• Successful demonstration of analytical skills using various data sources
• Strong communication, influence, and collaboration skills
• Must be proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (Trade Planning)

PREFERRED QUALIFICATIONS

• Experience working/influencing cross-functionally
• Field sales experience in multiple channels/markets
• Experience managing trade
• Ability to provide clear direction to team members supporting the business
• Working knowledge of customer service, logistics and supply chain

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