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California: Chain Account Manager

As a premium global beverage company conducting business across 150 countries, Foster’s offers an exciting and diverse portfolio of career opportunities. Our people are innovative, passionate and energetic – working as one team with one high-performance culture.

Foster’s is committed to creating an ‘inspiring workplace’ which attracts and retains highly skilled people. At Foster’s, we recognize and value employee diversity.
Don’t let this great opportunity to work with a dynamic and energetic group of individuals pass you by, please apply now! EEO/AAP.

Responsible for achieving distribution and growth objectives for Foster’s Wine Estates Americas brands within a specific geographic area for chain accounts through effective key account and distributor management. Territory would include South Bay, Los Angeles, San Fernando Valley and Ventura County.

KEY RESPONSIBILITIES & ACCOUNTABILITIES include the following. Other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

– Key Chain Account Management
– Call on Top 20 Chain Accounts to ensure focus and execution at the account level
– Develop strong relationships with key store personnel in top accounts
– Coordinate merchandising, POS, and promotion execution for assigned chain accounts. Manage merchandising standards
– Coordinate execution of chain programming in partnership with Regional Chain Manager
– Provide value add training and education to staff within key accounts to support their business objectives

– Distributor Management
– Generate incremental key account sales and distribution within a geographic region
– Grow key account base within assigned territory
– Attend distributor sales team meetings to ensure focus and execution in line with company standards
– Develop effective relationships and motivate distributor sales teams
– Monitor and ensure distributor execution of display / merchandising / POS programs through chain channel
– Improve distribution levels, shelf space, and feature/display activity
– Develop local sales collateral as needed to support programs
– Provide prompt response and action to key account and / or distributor grievances, complaints and requests
– Business Tracking
– Use Nielsen / Marketing data at the chain level to determine local priorities and develop sales materials
– Provide management with market intelligence including sales trends, product developments and competitor activity
– Responsible for providing accurate and timely filing of reports including weekly sales reports, retail pricing surveys, meeting minutes, market management, expense reports, etc.
– Responsible for managing activities in compliance with state and federal laws and regulations
– Other Responsibilities
– Undertake various promotional activities, such as tasting, presentations to members of the trade and consumers, and attendance at special promotions, such as wine tasting dinners, etc.

– Bachelor’s degree in Business or related required.
– Excellent verbal and written communication skills required. Strong persuasive presentation skills, including the ability to speak before large audiences both internally or externally, required.
– Must possess strong negotiation and mediation skills with the ability to influence and motivate others to meet objectives under sometimes-restrictive timelines.
– Ability to manage tasks and to exercise independent judgment without supervision.
– Strong analytical skills required. Ability to develop customer / distributor strategies, programs, and promotions based on competitive data to meet overall company objectives while meeting customer needs essential.
– Excellent organization skills, multi-tasking, and project management skills required, including the ability to manage multiple competing priorities essential.
– Knowledge of wine, wine terms, and growing techniques not required but helpful. Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.
– Ability to maintain positive work atmosphere by communicating effectively with clients, management, peers, and subordinates.
– Must be a person of high integrity and commitment and possess a strong work ethic.
– Significant travel within assigned territory required.
– Valid driver’s license required
– Must be able to lift a case of wine (45 pounds) up to 10 times per day

– Minimum three to five years-minimum industry field sales experience at the distributor or supplier rep level required.
– Distributor management experience desired but not required. Wine / alcohol beverage industry experience required.
– Computer proficiency in Microsoft Office (Word, Excel, PowerPoint), desktop publishing programs. Experience with Essbase and Pricer preferred.

– Occasional delivery of samples weighing approx. 40lbs.
– 50% travel – combination of vehicle and air.
– Home based office – will require ergonomically compliant set up.
– 30% of time in field – will require walking, standing, bending and lifting.
– 70% of time divided between meetings, presentations and desk work – will require long periods of sitting.

More info here

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