Key Account Manager (K-12 segment) Southern California

Purpose Statement

The Key Account Manager (K-12 segment) will be accountable for managing and growing their assigned territory within the K-12 segment.  Additionally, they will be responsible for executing key objectives aligned with the execution of the Food Service Division (FSD) strategic plan priorities and K-12 segment objectives. 

This professional will cover the Southern California market, and should be geographically based within an hour of this market.

Key Accountabilities and Outcomes

• Execute market plans within assigned geography including:
• Drive market growth and pentration of assigned K-12 operator base holding and generating new menu positions
• Drive growth within new/ underpenentrated accounts
• Aggressively help to create K-12 demand of new product priorities within the assigned market.
• Manage and leverage USDA commodity balances in the territory
• Lead intelligence gathering and support of the bid process in the territory.
• Coordinate with internal bid team as needed
• Participate in key K-12 events (school district and state).
• Achieve volume and margin plans by market: base solidification and growth, strategic category, and RONA/GM capture.
• Support FSD intelligence capture initiatives.
• Establish effective relationships with key distributor, customer and industry contacts within assigned territory
• Review reporting and analytics to effective plan for short and long term growth within assigned territory
• Accurately forecast demand for territory
• Responsible for entry of sales deals and is key liaison between customer order process and WHQ support teams.
• Proficient use of CRM to manage opportunity pipeline book of business

Knowledge, Skills, and Experience

• Bachelor’s degree strongly preferred (business management, finance, economics or marketing preferred)
• Minimum 3 years of sales experience in Food Service industry (schools segment), direct selling experience preferred
• Proven track record of territory management and growth
• Proven change management capabilities
• Excellent negotiation skills and influencing skills
• Solid written and verbal communications skills to include strong presentation skills
• Solid understanding of product and P&L’s
• Competency in multi-tasking/problem solving/troubleshooting
• Exceptionally self-disciplined and organized
• PC proficiency to include Microsoft Office and CRM management tools. Salesforce preferred 
• Serv-safe certification preferred

Physical requirements:

• Ability to lift up to 50 lbs (i.e.; product samples cases, etc.)
• Ability to stand for 6 or more hours during the work day (i.e.; trade shows, product demonstrations, etc.)
• Ability to travel up to 75% (majority will be in the assigned market, but some travel will be national for company wide events, industry trade shows, etc)

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