Acosta USA (Texas)

  • Field Account Manager

    Work State CA-BC-Coquitlam
    Job ID
    2018-140377
    Work City
    Coquitlam
    Position Type
    Regular Full-Time
    Work Zip
    V3K6V7
    Starting average hours per week
    37.5 +
  • Overview

    Maternity Leave Contract - 12 months 

     

    The Field Account Manager actively works with the Distribution Account Manager (DAM) assigned to the distributor on a regular basis handling the “day to day” sales side of the business.  This individual will need to be able to work closely with the Distributor Account Management Teams to support our principal’s needs as well as those of the distributor.  This individual must know who the top 10 independent operators are at the assigned distributor and must build a business relationship with these operators.  The Field Account Manager must earn the respect of the distributor so when they are asked by principals who they would recommend for a line. The FAM is responsible for an assigned account base and territory along with designated sales targets they must achieve.

     

    Position Purpose:

    To identify, assess and develop opportunities within new or established accounts within a defined territory and/or segment/channel of customers

    To manage a defined territory as a business owner.  Infused with an entrepreneurial approach and guided with a strict discipline ensuring corporate objectives and return on investments are achieved.

    Responsibilities

    Duties and responsibilities:

    • Planning – average of 15% of weekly hours
    • Ensure principal key strategies and objectives are infused into annual plans for top 20  operator accounts and distributors. 
    • On a quarterly basis, prepare a gap analysis by principal.  Identify gaps, assess for return on investment and work with Business Development Manager (and principals) to finalize strategies/tactics and develop opportunities. 
    • Weekly, review territory and plan for future business opportunities in a concise and effective manner ensuring maximum return on time invested 

    Business Development:

    • Achieve/overachieve each principal budget with each Top 20 and, where applicable distributor/direct accounts
    • Continually evaluate and scrutinize accounts managed and targeted for development.  Ensure accounts have long term potential with multiple principal applications
    • Identify both traditional and non-traditional product/category/channel applications within existing and prospective accounts 
    • Achieve/overachieve annual Bonus Incentive Plan (BIP) targets and quarterly Short Term Initiatives (STI’s) for each principal for your portfolio of accounts 
    • Utilize and master KPI’s for role to ensure best practices are developed and KPI’s are achieved each month/quarter
    • Where applicable ensure an appropriate return on investment for trade or operator fund spending.  Assess opportunities against alignment to principal branding/category management strategies
    • Attends all customer partner trade shows, distributor and key operator events 

    Administration: 

    • Ensure all sales call and account details are entered into CRM by the end of each business day 
    • Ensure expense record management and reports are complete, current and submitted according to schedule as per Business Development Manager
    • Effectively prepare for all business development meetings with Business Development Manager.  Be clear on agenda items and respective objectives
    • Prepare any additional reports, assessments etc.  as per Business Development Manager requests 

    Human Resource Development:

    • Self-review Individual Development Plan (IDP) along with Annual Evaluation Goals/Living the Values monthly to ensure on target to achieve goals/plans  
    • Be proactive in your discussions with your Business Development Manager regarding your IDP and Annual Evaluation Goals

    Additional Items: 

    • Other duties as they arise from time to time and as assigned to Territory Manager

    Qualifications

    General:
    • Strong planning and prioritization skill sets 
    • Articulate written and verbal communication skills 
    Specific:
    • 3+ years of experience within traditional and non-traditional Canadian Food Away from Home Industry managing operator territory and small direct/distributor accounts 
    • Ability to manage a geographical territory where multiple priorities exist per account
    • Effective and current Microsoft Office skills especially within Excel and Outlook Calendar
    Core Competencies:
    • Decision Quality
    • Drive for Results
    • Managing and Measuring Work 
    • Negotiating
    • Planning
    • Self-Knowledge
    Physical requirements:
    • Some lifting is required however scope of lifting is limited to the employee’s abilities 
    • Assisting with set up and dismantling of trade show booths/materials

     

    Acosta Sales & Marketing is an Equal Opportunity Employer

     

     

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