National Account Executive at Keurig Dr Pepper in Minneapolis, MN

Job description

Job Overview: National Account Executive – Department Specialty The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Coffee Systems portfolio (brewers/coffee/accessories) at select customers. This role is a balance between managing existing, established Department Specialty customers such as Kohl’s and the Hardware channel while exercising entrepreneurial spirit through securing and cultivating new business. Opportunities for new business exist in Home Improvement, Department and Kitchen Specialty, Value/ Off-Price and Outdoor Recreation channels. While new business development efforts are currently underway across these channels, this NAE will accelerate efforts in addition to identifying new opportunities to drive revenue and bring the Keurig Coffee System to all customers. The NAE will serve as a key member of the sales team who contributes to the strategic direction of all customer relationships. This role contributes to volume, profit, and share growth by driving new distribution and programming across KDP brands, and by developing and executing a holistic net sales and margin strategy across the KDP Hot business unit. The ideal candidate will bring 5 or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers, for a national chain account. They will have experience building a strategic annual operating plan (AOP), managing a customer joint business plan (JBP), as well as demonstrated use of syndicated data in a solution-selling environment. The ideal candidate will also have a proven track record of generating growth through new business development across channels and markets. This is a hybrid role with the candidate ideally located near Burlington, MA or Minneapolis, MN. This role is aligned to the Coffee Operating Unit. Primary Responsibilities • Responsible for delivery of KDP net sales and profit objectives as defined in our Annual Operating Plan (AOP) for the Target & Department Specialty CFT. • Cultivate and maintain effective business relationships with existing buyers, planners, inventory analysts and related support teams at established customers. • Drive alignment and execution of multi-year growth plans with existing customers, ensuring KDP is set up to grow and win share. • Develop & manage annual joint business plans (JBP) at existing customers, where applicable, by engaging cross-functional support teams including Revenue Growth Management, Finance, Category Management and Supply Chain to plan, align, sell, and execute the plan in accordance with account needs and KDP priorities. • Accelerate new business development initiatives in above channels while identifying and unlocking new business opportunities for KDP with responsibility for all aspects of new business development including program negotiation, customer onboarding and ongoing management/ annual sales planning. • Exhibit thought leadership across all facets of the business and drive Commercial team cohesiveness. • Manage promotional plans within assigned trade budget to optimize net sales and margin. • Customize omni-channel marketing big bet and/or retailer specific programs to facilitate brand building and volume growth within the retailer. • Lead development and maintenance of sales outlook in coordination with cross-functional partners. • Utilize internal, syndicated, and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives. Core Competencies • Being 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