Technical Account Manager, Food (Greater Atlanta)
The Technical Account Manager, Food is responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization. In conjunction with the Principal Managers, ensure that the business plans for each of our product lines are implemented.
Targeted Skills & Capabilities
Customer relationship management
Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
Develop prioritized account growth plans including annual forecasting and budget
Manage account profitability – profit contribution
Deliver assigned sales KPIs (call frequency/maintaining/building/reporting/progressing targets/identifying new targets)
CRM compliance against Call Prep and Product Reporting – Action items and account updates
Complete account coverage by Principal
Active participation in local industry events, trade associations, etc.
Execute sales activity relative to slow/dead stock
Monitor contract balances and advise customers of inventory still to be shipped.
The position is responsible for:
Sales Call Frequency:
Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
Sales representative is responsible for meeting call plan set for each account
Maintaining Existing Business / Profit Contribution:
Minimum requirement – maintain all existing business
Review variances regularly and report/take action as required
Ensure margin contribution is maximized (and maintained)
Review Sales Rep Summary and margin on sales to ensure margins are being maximizedand maintained
Developing / Progressing Targets:
Sales representative is responsible for progress on existing targets and identification of new targets
Minimum requirements – evidence of new business being landed and new opportunities being added on a regular and consistent basis.
Building / Cultivating Relationships:
Minimum requirements – thorough and complete understanding of the customer’s business
Multi-level relationship development initiated and planned by the sales representative
Involvement of other IMCD personnel and principals
Reporting:
Minimum requirements – submitted in timely manner
Follow guidelines for information required for Existing Business reports
Follow guidelines for Target Business reports
The sales representative is responsible for the accuracy and thoroughness of their product reports
Expected Qualification/Education:
Minimum 1 - 3 years’ experience in technical sales.
Degree in Science or similar training with post secondary degree education.
Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required.
Competency in SFDC, Sales Management Systems and Microsoft Office or equivalent.
Exceptional skills in developing and maintaining client relationships.
Proven track record in developing new sales and accounts.
Demonstrated enthusiasm and self motivation.
Must be hands on and enjoy a broad range of activities.
Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.
Will be persuasive and will have the ability to persuade.
Will be sufficiently mature to be able to move forward from setbacks.
Primary Job Location:
This is a remote based role. Ideal candidate will be located in the greater Atlanta, GA area.
Travel:
40%