Chain Account Manager

ESSENTIAL DUTIES AND RESPONSIBILITES:

• Responsible for consistently achieving sales targets that include product mix, volume, and margin in order to deliver consistent year over year growth 
  • Develop and actively manage sales plan for national chain accounts (50-1,000 locations)
  • Spend 50-75% of time in the market place – 3-4 days per week in the field
  • Manage budget (T&E, sales, new products, etc.)
  • Accurately forecast sales dollars (monthly, quarterly, by chain, by brand, etc.)
• Management of the assigned chains in terms of outlets and sales potential 
  • Assigned national accounts that represent the largest opportunities for Electrolux Professional Group
  • Identify and pursue new product opportunities  
  • Margin management: price discounts and margins, buying program leverage / deviated program pricing and rebates, support credit for prompt payment, etc.
  • Manage $5M+ account portfolio 
• Develop and maintain relationships with key chain account buying influencers, including R&D, procurement, operations, facilities, and others as appropriate. 
• Responsible for being an expert in the EPRO selling process 
  • Application selling of all EPRO Group products
  • Account development of emerging chains
  • Account acquisition – converting competitive business
  • Developing business plans for all accounts
  • Product expertise and application
  • Create pre-call plans 
  • Constant follow up based on sales plan
  • Call reports with follow up action plans – and follow up on each action item
  • Understanding & knowledge of competition
• Provide regular market feedback, including new product opportunities, competitive information, etc. 
• Attend chain shows and conventions as appropriate

KEY ACCOMPLISHMENTS IN THE FIRST 18 MONTHS:

• Develop a strategic plan that ensures significant growth (15-20% CAGR) over 3-5 years
• Establish relationships with all key buying influencers
• Develop a pipeline of emerging chains that ensures EPRO Group meets YOY growth expectations

PHYSICAL REQUIREMENTS:

Type

Rarely

0 -12%

Occasionally

12 – 33%

Frequently

34 – 66%

Regularly

67 – 100%

X

X

X

X

X

X

WORKING CONDITION:

• General office environment with extensive travel, 50-75% 

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

• Results driven
• Builds and manages collaborative relationships
• Strong interpersonal and persuasive skills
• Ability to travel extensively – 50-75% of the time
• Knowledge of cooking, refrigeration, ware-washing and ventilation equipment
• Strong verbal and written communication skills
• Ability to manage and prioritize multiple projects at once
• Budget management skills

EDUCATION AND EXPERIENCE: 

• Bachelor’s degree preferred
• 5+ years’ experience working with national chains in supplying equipment solutions.