Job Overview:

The Manager Account is responsible for providing high-quality, streamlined service with a focus on corporate initiatives for assigned chain or independent account(s). They operate as a team conductor to manage, direct, and coordinate all sales plans and programs.

The Manager Account is responsible for strategic selling, bringing core product expertise, and leveraging specialists when needed. They are responsible for creating partnering relationships of trust, integrity, customer satisfaction, and loyalty and ensuring customer compliance. They collaborate with their teams to achieve the objective of building out the store.

Job Responsibilities:

Core Responsibilities

Account Management & Strategic Sales Planning

·       Execute sales plans and goals designed to increase sales, profit margin, and minimize expenses.

·       Develop joint business plans.

·       Identify and manage new sales opportunities and servicing of existing accounts.

·       Forecast profit, volume growth, and other related goals as determined. Assist with the preparation of a sales budget for assigned accounts.                                                               

·       Makes key decisions on addressing and identifying customer needs and concerns for assigned accounts.

·       Bridge between Sales and Ops to manage through challenges and resolve for customers.

Deliver Account Results

·       Analyze sales reporting and create strategies to drive sales.

·       Operates as the account conductor and owns the specialty sales deployment process.

·       Develops and maintains a JBP that drives sales and profit margin. 

·       Responsible for sales and profit margin results for assigned account(s).

·       Focuses plans to drive sales and profit margin across products and services.

·       Delivers corporate goals to deliver synergy and cross-selling capabilities to customers.

Manage Relationships

·       Create and maintain partnerships with vendors, brokers, and other trade partners.

·       Meet or exceed client expectations and established deadlines.

·       Drives proactively the company’s initiatives to ensure the success of the customer.

·       Focuses efforts on mutual sales and profit growth.

·       Owns one or more key account customers.

Manage Execution

·       Conduct regular reviews of sales activities and effectiveness. May develop promotions and incentives to increase sales and improve performance.

·       Coordinate with a cross-functional team of resources to ensure account goals are achieved. Works collaboratively with Merchandising, Product Specialists, and Professional Services to identify strategic selling opportunities for account(s).

Performs other duties as assigned.

Job Requirements:

Education/ Certifications:

·       Bachelor’s degree is strongly preferred.

Experience:

·       Minimum 3 years of sales experience preferred.

·       Understanding and knowledge of products.

·       Development and execution of business plans, sales plans, and/or commission programs.

·       Familiarity with sales opportunities.

·       Understanding of sales forecasting, programs, promotions, and related techniques.

·       Understanding of margin and company profitability.

·       Proven track record of meetings and exceeding customer expectations.

·       Ability to work in a result-driven environment.

·       Proficiency in Microsoft Office Suite and company systems.

·       Demonstrated ability to drive new business and close sales.

Knowledge/Skills/ Abilities

·       Excellent communication, negotiation, and presentation skills.

·       Aptitude for financial reporting.

·       Ability to lead without reporting authority.

·       Ability to interact at all levels of the business.

·       Able to manage and coordinate projects.

·       Able to excel at customer service skills, problem-solving, attention to detail, and organizational skills.

·       Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

Work Environment:

Remote Role:

·       This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.

Travel (major):

·       Travel is required up to (50)% for this position.

·       This position may require the associate to travel to company offices, distribution centers, or retail locations for specific meetings or other business reasons.

Physical Environment/Demands:

Office Roles:

·       Most work is performed in a temperature-controlled office environment.

·       Incumbent may sit for long periods of time at a desk or computer terminal.

·       While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  

·       Incumbent may use calculators, keyboards, telephones, and other office equipment during a normal workday.

·       Stooping, bending, twisting, and reaching may be required in the completion of job duties.

The above statements are intended to describe the general nature of the work performed by the employees assigned to this job. All employees must comply with Company policy and applicable laws. The responsibilities, duties and skills required of personnel so classified may vary within each department and/or location.