Account Executive-Virginia & Eastern Shore Maryland

General Mills•Richmond, VA

13d•$81,000 - $121,700

About The Position

The Account Executive’s key responsibility is to attain the established sales volume program. As an Account Executive in this market, you will own building the business by understanding the unique needs of the distributors and operators in the marketplace. Your ability to think and act strategically, in conjunction with strong analytical and communication skills will be essential as you work to develop and execute impactful sales plans, execute impactful trade and programs with your distributors and operators. The capacity to be fully accountable, manage multiple projects, customer focused, pro-active, creative, with solution selling is a core expectation of this position. Travel is expected across Virginia/Maryland territory. You can expect approximately 30% day and overnight travel expected with this role. The established territory will have a direct responsibility for managing 6 distributors in the Virginia marketplace, along with working in tandem with other team members to cover and call on top operators in the established geography. The ideal location for this role is Richmond, Virginia or surrounding cities

Requirements

High School Diploma/GED and 3+ years of Foodservice sales or equivalent business-to-business sales experience
Business management skills to deliver outstanding results that lead to exceeding volume program.
Demonstrated track-record of consistently meeting or exceeding sales targets.
Comfortable interacting with all levels of management, including Senior Leadership
Operator management experience
Self-starter with ability to maintain workload from remote office.
Estimated travel 30% across Virginia territory.
Proficiency in Microsoft Office (PowerPoint, Excel)
Strong problem solving, analytical skills, negotiating and influencing skills.
Ability to lead, excel and bring value in a high performing team environment.

Nice To Haves

Experience in management of foodservice distributors
Experience with Salesforce

Responsibilities

Responsible for managing 5 distributors (Sysco Eastern Maryland, Sysco Hampton Roads, PFG Virginia, Richmond Restaurant Supply and Goldstar VA (Dori) along with supporting 125+ major operators in the established geography regardless of distribution. Accountable for driving differentiated sales growth within the established customer base.
Develop strong relationships with-in all levels of the distributor and operator through regular calls that leads to accelerated business growth.
Have strong product knowledge focused on providing solutions to the DSR and operators in the market.
Responsible for proactively managing and implementing operator and distributor trade (DPP), along with executing against corporate distributor programs. Manage all trade within spending budgets.
Develop Semi- Annual Sales Execution Plan on your Core 74 accounts within Salesforce identifying incremental volume opportunities to focus on and close that will lead to exceeding sales program targets.
Meet/ Exceed Operator/Distributor interactions of 10+ weekly.
Develop business plans that deliver strategies consistent with established foodservice priorities.
Proactively manage K12 bid process to ensure General Mills is positioned to win in K12.
Proactively plan and invest local distributor trade funds (DPP).
Successfully launch new products, gaining distribution through your distributors.
Work to develop action plans in the Non-Commercial segment; build volume in non-compliant areas and to close key operator opportunities. Establish a strong working relationship with the National account teams. Execute local programs as outlined by Corporate & National Account Managers
Work with Distributor Sales Reps to identify incremental targets and opportunities for growth. Especially in the commercial segment.
Responsibility for T&E and distributor/operator trade budgets
Management of local trade funds via CTM / trade reporting, with accountability for managing within the established trade budgets. Responsibility for approvals, periodic budget reviews (scrub), CTM program management.
Accountable for monitoring, analyzing, forecasting, and reporting on their business.
Strong Communication and Follow up with partners to deliver volume needed for customers.
Provide support and insights to the Region Manager and the Corporate/National Account Managers
Be a source of field-based information.
Coordinate activities and best practices with the Region Manager and local sales team members.
Conduct food shows, sales meetings, and operator/DSR product training.
Other duties as assigned.