National Account Manager - AFH/Foodservice (CPG)

Overall Goal The Position:

The National Account Manager (NAM) AFH position is accountable for the achievement of established volume objectives, account management, forecast accuracy, promotional execution, new item penetration, SBI Branded focus and overall AFH Sales Execution. This position is responsible for both distribution and end user customers in all channels and segments as outlined by the Director – AFH National Accounts and VP AFH. This position will be responsible for leading both the penetration of existing accounts as well as prospecting and selling into new accounts. The NAM position is responsible for delivering creative, fact-based solutions and thought leadership that will help build Sauer Brands at assigned customers.

Job Summary:

Responsible for proactively managing, monitoring, evaluating, and holding the accountability for the overall business plan to meet all volume, profit and share objective.  Primary focus is to (a) Achieve all sales objectives and specific volume goals through new customer acquisition, customer management, execution of account plans and brand strategies that will meet key performance indicators (KPIs), (b) manage relationship with customers, distributors, and internal resources (c) manage trade plans where needed and profitability of SKU mix. Role reports to AFH Sales Manager, National Accounts.

Key Duties and Responsibilities:

• Achievement of sales objectives and specific volume goals through customer and SBI AFH initiative management, execution of account plans and brand strategies.
• Manage trade funds to support marketing and promotional plans at the local level through internal support and communication of Headquarter programs.
• Develop and leverage relationships at all levels of assigned customers.
• Leverage category, brand, and consumer insights from internal marketing team.
• Actively pursue, develop, and close new foodservice accounts (C-Store Chains and Distributors, Non-Commercial, Theatres, Regional Chains) while achieving goals quotas.
• Build, foster and grow relationships with key decision makers at customers across R&D, Culinary, Marketing, Operations & Supply Chain
• Develop and deliver customer plans to achieve objectives within budget.
• Deliver short- & long-term solutions through best practice thought leadership.
• Work closely cross functionally to produce timely business updates for senior leadership.
• Detailed activities, updates, and communication within CRM/Zoho system.
• Work internally to ensure in-full deliveries through accurate forecasting.
• Work as an escalation path with Credit and Collections for past due accounts.
• Manage projects and complex sales with cross functional team members
• Work with our internal culinary support to drive Sauer Branded (Duke’s) products into menu placements within our Account network
• Broker management responsibility

Performance Standards (the criteria that will be used to evaluate performance):

• Business Key Performance Indicators
• • Commercial-Revenue, Gross Margins, Distribution
  • Branded volume growth, Distribution growth, channel development, YOY sales growth, Branded points of distribution growth
• Spending Effectiveness
• • Trade spending optimization
  • Pricing negotiations
• What you do and how you act
• • Leadership and contribution to overall success of SBI
  • Personal effectiveness-meeting timelines and productivity requirements (quantity and quality of work)
  • Personal interaction, communication, and teamwork with internal and external parties

What We Are Looking For: 

• Performance History
• • Documented history of making improvements in assigned work area/responsibilities
  • Demonstrated progression in size and scope of responsibilities
  • Stellar references based on contributions and performance
• Demonstrated proficiency in the following areas
• • Ability to present information, internally and externally, in a succinct manner to drive to decision making.
  • Skilled at building relationships with key stakeholders, including customers, brokers and internal cross functional teams.
  • Utilize data to analyze situation and make decisions.
  • Understanding of forecasting models and tools
  • Ability to work and thrive under time constraints and prioritize responsibilities.
  • Demonstrated strategic thought leadership
  • Team oriented, collaborative, diplomatic, and flexible
• Education & Experience:
• • BS/BA degree in business or related technical discipline
  • 8-10 years of CPG selling experience desired, with a minimum of 5 years of significant interactions with relevant accounts
  • Condiment experience a plus.
• Other:
• • Travel required (50-60%)
  • Preferred location: Southeast Region 

What Is In It For You?

Our company acknowledges talented people are attracted to companies that provide competitive pay, comprehensive benefits packages and outstanding advancement opportunities. For this reason, we offer a Comprehensive Benefits Plan that includes the following:

• 401K 
• Medical/Dental/Vision Coverage
• Vacation, Sick Days and Holidays
• Parental Leave
• Flexible Spending Accounts
• Tuition Reimbursement
• Employee and Dependent Life Insurance
• Voluntary Disability Insurance
• Other Voluntary Insurance Options

Sauer Brands, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.