The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Warehouse Delivered Products (Hot and Cold) in the Grocery channel of trade, with responsibility for Wakefern associated Retailers (ShopRite, PriceRite, etc.) The NAE will serve as a key member of the sales team who contributes to the strategic direction of the customer relationship. This role contributes to volume, profit, and share growth by driving distribution and availability across key KDP brands, and by developing and executing a net sales and margin strategy at retail across the KDP Portfolio platforms.
The ideal candidate will bring five or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers for a super-regional or national chain account. They will have experience building a strategic annual operating plan (AOP), as well as demonstrated use of syndicated data in a solution-selling environment. Knowledge of the Grocery Channel and specifically Wakefern would be considered a plus as would a background in warehouse delivered product sales. Additionally, this position will partner with established Broker HQ Assist and Broker Retail Execution team to drive sales.
This individual must proactively partner with internal KDP resources that influence and help drive execution of the strategic plan, and assist with budget management to maximize results and return on investment. This role will be located in the US Mid-Atlantic/Metro NY/PHL/NJ area and will require some business travel as needed to and from corporate meetings and business opportunities. This is a remote position that can be based in Philadelphia, New York or New Jersey.
-Cultivate and maintain effective business relationships with WAKEFERN buyers and WAKEFERN key Owner Group personnel as well as internal key stakeholders such as KDP operations, various routes to market, and the KDP leadership team.
-Develop short and long term joint business plans (JBP) for WAKEFERN by engaging multi-functional internal support teams including; Revenue Growth Management, Shopper Marketing, Shopper Insights, Finance, Category Management and the Distributor Systems to plan, align, sell and execute the plan in accordance with account needs and KDP plan.
-Manage promotional processes from the planning stage, to development, to execution, ensuring all retailer timelines are met, deliverables are executed, and communication is timely to internal parties and the retailer.
-Manage promotional plans within assigned trade budgets to optimize net sales and margin
-Customize consumer marketing programs utilizing WAKEFERN marketing platforms to facilitate brand building and profitable volume growth with our aligned shopper resources.
-Sell/communicate key initiatives to Owner Group decision makers, ensuring alignment and execution of internal strategies and the JBP.
-Utilize internal, syndicated and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives
-Ability and alignment to work cross functionally across all facets of the business to derive best in class selling to the Group Owners.
-Bachelor’s degree from an accredited institution
-5 years of CPG sales, or sales support experience call on National Grocery Retailers
-5 years experience working with brokers and/or distributors
-Minimum 2 years’ experience using IRI, Nielsen Scantrack, or other syndicated data
-Minimum 5 years’ experience using MS Office products like PowerPoint, and Microsoft Excel
•Becoming a Business Advisor- Adds customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers.
•Builds Trusting Relationships- Uses appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
•Decision making- Identifies and understands issues, problems, and opportunities; compares data from different sources to draw conclusions; uses effective approaches for choosing a course of action or developing appropriate solutions; takes action that is consistent with available facts, constraints, and probable consequences.
•High Impact Communication- Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.
•Managing Work- Effectively managing one’s time and resources to ensure that work is completed efficiently.
•Sales Disposition- Demonstrates the traits, inclinations, and outlooks that characterize successful salespersons; exhibits behavioral styles that facilitate adaptation to the demands of the sales role.
•Sales Negotiation- Effectively explores alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.
•Sales Opportunity Analysis- Understands and utilizes economic, financial, industry, and organizational data; accurately diagnoses customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
•Work Standards- Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
•Driving for Results- Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.
Keurig Dr Pepper Inc. is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper Inc. recruits qualified applicants and advances in employment its employees without regard to race, color, religion, sex, gender, sexual orientation, gender identity, gender expression, age, disability, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law. EOE Minorities/ Females/ Protected Veterans/ Disabled.