Key Account Sales Manager

We are seeking a highly motivated Key Account Manager to build national brand awareness, exposure, and sales through successful key account relationships. The Key Account Manager should successfully coordinate a fast-paced, detail-oriented and high energy key account sales environment. As a Key Account Manager with VIETRI, you will oversee all Key Account sales, marketing, and training functions. You will work directly with our Sales, Marketing and Customer Service teams in the coordination, tracking, reporting and maintenance of the key account sales and marketing agenda. Candidates seeking to become a key contributor within a company that is an industry leader should apply for this critical role. Position reports to the National Sales Manager.

Cross-Functional Management

·        Work cross functionally with Customer Service Manager to monitor EDI processes, chargebacks, cancel dates, shipping windows, back-order status, special orders.

·        Work closely with VIETRI purchasing department to forecast inventory needs based on key account purchases

·        Monitor profitability of key accounts with support of CFO and ensure all budgeting and expenses for the department are handled

·        Responsible for the management and the development of the Key Account Coordinator

·        Work with IT/Customer Service to onboard new KA & WO partners, ensuring all partner inventory feeds are running, and EDI requirements are documented

Sales and Marketing Support

·        Lead sales and strategic planning of key account business to achieve sales and revenue goals

·        Share appropriate marketing and promotional plans for each key account based on internal programs

·        Identify growth opportunities, oversee special projects/custom products, and build relationships with key account partners

·        Coordinate and schedule all advertising, promotional opportunities and events on a quarterly and as needed basis

·        Strategize with KA’s on marketing initiatives, provide product suggestions for emails, marketing banners, social posts, and ensure stock availability

New Business Opportunities

·        Identify, research, and lead new business opportunities with support of National Sales Manager

·        Participate in and develop broad networks of alliances with others to exchange knowledge and information about learning and change in support of growth initiatives.

 In-Store Presence &Merchandiser Support

·        Ensure that key account stores have optimal space and best in store adjacencies through negotiation with buying teams.

·        Conduct in store visits to current and potential new store locations and to ensure spaces are a strong brand reflection

·        Hire, manage education, training, schedule, and evaluation of key account merchandisers and DSA’s

·        Develop training tools and collateral for merchandisers and department managers

·        Review monthly registry reports and share insights with merchandising teams

·        Assure timely delivery of sales tools and marketing materials to key account merchandisers

·        Complete requests received from Merchandisers and Department Managers in merchandiser reports

Digital and Web Only Support

·        Ensure all key accounts partners follow VIETRI’s MAP policy

·        Optimize visual presence in all digital channels

·        Audit KA and WO websites quarterly and suggest updates to ensure VIETRI’s brand standards are consistently met

·        Provide updated content and collateral to support digital sales

·        Coordinate digital support for online only accounts

·        Provide timely set up spec sheets, images, and marketing support

·        Provide advanced notice to KA partners of internal operating schedules, i.e. inventory, warehouse sales

·        Provide brand guidelines to ensure visual presence maintains brand standards

·        Develop product assortments based on newness, best sellers, and seasonality

Tabletop Trade Show Planning and Organization

·        Create strategy for Tabletop trade show planning and promotion

·        Supervise all other aspects of Tabletop trade show (complete show checklist, marketing materials, rep communication, show appointments, catering, product labels etc)

·        Implement all New York Tabletop marketing collateral and email efforts

·        Spearhead New York tabletop appointments, prep for business discussions, learn trends, and identify future assortments with key accounts.

Reporting and Analysis

·        Maintain all Key Account Partner Master Documentation, ensuring its accuracy

·        Responsible for developing and managing KA forecasts, sales budgets, & projections in partnership with each Key Accounts

·        Review MTD/STD/YTD selling reports from KA partners and analyze for trends, business opportunities and registry performance.

·        Analyze weekly key account selling reports and communicate re-order and replenishment opportunities

·        Work with Purchasing Department to communicate sales order forecasts

·        Provide end-of-season business recaps to KA partners detailing and analyzing sell-through performance, ranking, productivity, and stock-to-sales

·        Track and coordinate sales associate and merchandiser incentives

·        Review KA OH reports to identify product swaps, cancellations, RTV’s, and door expansions or exits.

OTHER REQUIREMENTS

·        Strong computer skills including experience using web-based service and/or ecommerce tools

·        Strong customer service skills – telephone communication, writing, listening and speaking

·        College degree or comparable work experience preferred

·        Personal computer experience; data entry/typing skills

·        Excellent organizational and math skills with the ability to multitask

·        Working knowledge of Internet, MS Word, and MS Excel required

·        Ability to travel up to 30% of the year

·        Willing to support other company activities as requested

CANDIDATE CHARACTERISTICS

·        Dependability — Reliable, responsible, and dependable

·        Attention to Detail — Thorough in completing all work tasks

·        Adaptability/Flexibility — Openness to change

·        Achievement/Effort — Establish and maintain challenging goals & exert effort toward mastering tasks

·        Stress Tolerance — Ability to accept criticism and deal effectively with high stress situations

·        Cooperation — Display a good-natured, cooperative attitude

·        Initiative — Willingness to take on responsibilities and challenges

·        Innovation — Ability to use creativity and alternative thinking to develop new ideas

·        Leadership — Willingness to lead, take charge, and offer opinions and direction