Key Account Manager (Wholesale Accounts)

Joining King's Hawaiian makes you part of our `ohana (family). We are a family-owned business for over seventy years, respecting our roots while thinking about our future as we continue to grow and care for our customers and the communities we serve. Our `ohana members build an environment of inclusivity as they freely collaborate, pursue learning through curiosity, and explore innovation as critical thinkers. Beyond that, we are also passionate about supporting the long-term health and well-being of our employees and their families. If you're excited to rise with our team, come and join our `ohana!
Who Are We:
Irresistible Foods Group is a growing family of authentic consumer brands like King's Hawaiian, Grillo's Pickles, and Killer Brownie. Our Sales team partners closely with our operating companies to expand distribution, deepen customer relationships, and win in the perimeter of the store where our brands shine. With the support of IFG's capital, capabilities, and strategic guidance, Sales leaders are empowered to think like owners and act like builders. Across IFG Sales, you'll find curious, caring, and driven people who are having a lot of fun creating long-term value together.
Summary:
Reporting to the Team Lead of Sales, the Key Account Manager will be responsible for leading our sales and merchandising efforts to achieve sales and product mix goals by gaining distribution and merchandising support for IFG Brands in the assigned customers. Employees in this position may interact with their leader several times a week, to receive guidance and feedback. Some non-routine activities may require their leader's advance approval, but routine decisions within the general scope of the role may be made independently.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

• Develops and Executes Business Plans and Sales Strategies for Regional and National Wholesale Accounts with guidance and support from Team Lead of Sales.
• Develop and maintain strategic long-term, value creating relationships with high volume customers to accomplish organic growth and long-term company objectives.
• Leads planning and implementation of trade promotions within approved limits.
• Develops Value Creating Relationships at all levels, including, but not limited to: Category Manager, Director, VP, and Operations.
• Analyzes market potential, problems and opportunities for attention and outlines action plans to achieve desired business outcomes.
• Forecasts sales on existing and new products and promotions on a monthly basis.
• Analyzes effectiveness of Trade and Omni-Channel programs.
• Coordinates with the Customer Service Department and other functions, as appropriate, to communicate important information and maintain a cohesive relationship.
• Coordinates with the Marketing Department on plans and issues.
• Manages Market Development Funds so as not to exceed allocated funds, while achieving or exceeding sales goals.
• Regularly attends and manages trade shows, coordinating logistics, exhibitor activities, and customer engagement.
• Perform other duties as required or assigned which are reasonably within the scope of this role.
• Call on a variety of wholesale customers and distributors including but not limited to UNFI Corporate, Cub Foods, Festival Foods, Amazon, Door Dash and more.
• Oversees and provides day-to-day leadership and guidance to a Business Development Manager

BASIC AND PREFERRED QUALIFICATIONS (EDUCATION and/or EXPERIENCE)

• Bachelor's degree from an accredited 4-year college or equivalent relevant experience required.
• At least 5 years of related Key Account Management experience in the CPG industry required.
• Prior experience working with wholesale customers and distributors, including but not limited UNFI, Amazon, DoorDash, etc. required, including experience managing customer relationships, leading account planning, and driving sales growth within a complex distributor environment.
• Demonstrated direct leadership experience managing sales or account team members required.

ADDITIONAL QUALIFICATIONS (JOB SKILLS, ABILITIES, KNOWLEDGE)

• Proficient understanding of Nielsen/IRI Data and ability to mine the data for consumer and customer insights.
• Proficient ability in data exploration, ETL processes, and visualization.
• Proficient ability in Microsoft 365 Excel or Power BI, Excel and Tableau.
• Ability to build and leverage data tools to help broader team become more proficient and data literate.
• Working understanding of sales and customer interactions to better support sales team with relevant data insights and actionable recommendations.
• Ability to support mentorship and training of broader organization to improve the team's base level knowledge and confidence in data literacy and support capabilities among diverse learning levels.
• Ability to deliver key insights based on data analysis to provide recommended solutions and drive smart business decisions.
• Ability to define proper KPI's and ways to measure results based on specific OpCos
  • Focus: increasing revenue, profits, units/volume, velocity, door count, placement density / depth, etc.
• Ability to identify data systems new OpCo's utilize and how to leverage and extract insights for the Sales Team
• Ability to support business integration efforts (systems and applications).
• Location Preference: Remote role with a preference for candidates located in the Central, Midwest or Eastern United States. West Coast applicants are generally not being considered due to business and operational requirements.
• Ability to travel up to 60% of the time.
• Ability to consistently demonstrate the values of excellence, dignity, saying it like it is in a way it can be heard; and curiosity, collaboration, critical thinking and emotional intelligence.

Compensation Range: $85,000 - $115,000 + bonus
King's Hawaiian is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for our ohana.