Key Account Manager

The Key Account Manager will proactively anticipate, strategize, plan, execute and grow chain and key account business in both the off and on-premise channels throughout the entire Ecliptic Brewing footprint.
BreweryEcliptic Brewing
LocationPortland, OR
Employment TypeFull Time
Pay Range70,000.00 - $85,000.00/year
Our Purpose: Creating joy in the universe. Collaborative: • Works well with others towards a common goal • Understands how we are interconnected • Demonstrates respectful and free-flowing communication Good Ambassador: • Passion for your job and industry • Provides friendly, caring, and mindful experiences Innovative: • Passion for knowledge • Creative and proactive problem solving • Pushes the boundaries of beer and food to lead the industry Quality: • Produces the best beer, food and service possible • Take pride in your work Does the Right Thing: • Accountable to ourselves, colleagues, the company, and the community • Do what you say you’ll do, and do it with integrity • Do the hard things, even when no one’s looking Position Description: This position will work closely with the Sales Manager to build our business while promoting and fostering brand engagement, development, and loyalty. The ideal candidate would be an experienced advocate of craft beer, extremely organized and detail oriented, a self-starter by nature, responsible and hard working. They should also be able to embrace and demonstrate Ecliptic Brewing’s company values. Essential Duties and Responsibilities • Establish strong relationships and maintain a high level of interaction with on and off premise chains and key accounts. You will be the key point of contact for all communications within these channels. • Grow sales within the off and on-premise key account base while maximizing exposure and volume. • Strategize based upon Ecliptic priorities vs. product mix and gaps in distribution for Spring and Fall resets at all major chains. Analyze, plan, build presentations, and present for each of these. • Work with chains outside of reset times to pitch new and missing items. Identify and set distribution objectives within assigned accounts and develop the action plan to successfully close against objectives. • Analyze internal and external data resources to help develop presentations that support business plans, including but not limited to VIP, IRI & Nielson data. Monitor and communicate competitive activity. • Present and sell in all pre-ordered beers available for buy-in opportunities at all participating chains • Pursue, plan, present and manage for all possible Programming, Ad, Planner and Promotional Offer activity in the grocery channel and beyond. • Includes all possible programs such as ad flyers, digital and mail in rebates, post offs, BOMs, app-based promotions, buy ones etc. • Create and deliver account specific programs that are consistent with the overall brand image. • Effectively communicate with Sales Manager, Territory Managers and distributor network to ensure flawless execution against chain authorizations and programs. • Owns and executes all Item Maintenance, Item Set-up and New Item Forms required by retail partners within the time frames given. • Work with Marketing team to help create retail level programs with a focus on maximizing branding and POS and improving share of visibility of our brand with permanent point-of-sale through retail execution. • Participate in all appropriate store level resets. • Plan and manage all in-store guest demo activity. • Budget, plan and manage all charitable/donation related activities connected to Key Accounts. Prepare and present quarterly reviews for Sales Manager & Owner highlighting execution against plan, as well as current opportunities and the plan to capitalize on those. • Conduct daily business while being highly aware of time constraints, financial guidelines, and company ethics. • Assist with Ecliptic pricing strategies and ensure proper execution of pricing. • Assist with sales forecasting and volume projections. • Assist with Annual Business Planning as needed. • Work with Production team to ensure forecasted beer needs can be and are met • Work with Sales Manager to maintain proper beer inventory at distributors to cover all ads, promotions and new placements. • Ensures that the expense policy guidelines are followed. • Actively participates in applicable manager meetings, all staff meetings, annual meetings, team building events, bi-weekly sales meetings and quarterly sales meetings. • Regularly engages, both on Slack and in person. • Exhibits and embraces Ecliptic Brewing company core values, setting a positive example in all aspects of the business. Skills and Experience/Qualifications • Craft beer experience and understanding is a must. Understands the market and can predict change, understands the industry and the competition. • Three+ years’ experience in a sales role required, preferably in a position which involved working with distributors and knowledge about the three-tier system. • Proven track record of growing business within the key account channel. • Strong analytical and problem-solving skills with the ability to get necessary tasks completed and hit market goals. • Advanced knowledge in analyzing data including VIP, IRI and Nielson; being able to use this to develop and deliver detailed presentations. • Ability to translate product features to benefits, good listening skills and is sensitive to customers’ needs. • Effectively give and receive feedback. Offer new ideas and lead initiatives to implement them. • Strong written and oral communication skills, including ability to develop and deliver top level presentations. Negotiates well, while using closing skills appropriately. • Demonstrates resourcefulness in getting things accomplished and solving problems with a sense of urgency. Delivers projects and initiatives on time and with accuracy. • Self-starter, able to work independently without supervision or reminders of deadlines, ability to manage multiple tasks while staying organized and meeting deadlines in a fast-paced environment, inquisitive nature, not afraid to investigate solutions independently. • Strong interpersonal, communication and customer service skills. Responds positively and quickly to Slacks, voicemails, emails, coworker and customer concerns, both internally and externally. • Ability to think outside the box and propose new ideas. • Experience working with the following chains a plus: Safeway/Albertsons, Costco, Kroger, Winco • Strong computer skills are a must, including experience with Microsoft Office Suite and Google Suite. • Ability to travel frequently (up to 40% of the time). Able to work late nights, early mornings, weekends and over 40 hours a week. • Valid driver's license, clean driving record and the ability to use your personal vehicle for work. • Must be 21 or over to apply. What we offer • Competitive base salary plus bonus potential • Available PTO: 80 hours per year PTO, 24 hours of Personal Time, 7 Special Holidays, 8 hours Birthday PTO, 8 hours Volunteer PTO • Additional PTO potential: 16 hours following one complete year of employment, 24 hours following 2 years of employment • 50% paid Health Insurance premiums following waiting period • Food, Beer and Merchandise benefits • Free Employee Assistance Program and Telemedicine • 401k with match

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