Job Summary:
The North America Account Manager of Hops Brewing Solutions is responsible for cultivating and managing business relationships between Kalsec and select accounts and Channel Partners in the North America region. This role will drive growth and profitability by delivering on sales and profit goals for Kalsec’s hop acids and hop oil portfolio and cultivate internal business relationships to support future development of Kalsec hops sales throughout the NA region.
Essential Job Responsibilities:
- Deliver on sales growth and margins aligning with the business plan for hops that are directly assigned to you. Implement sales strategies that maximize sales revenue and gross profit for Kalsec hops products at select National and Multinational accounts.
- Collaborate with the Hops Sales Director to establish commercial strategies and initiatives to support hops sales growth in North America region.
- Use Key Account Plans, coupled with market research and analysis to create detailed business plans on commercial opportunities.
- Monitor Global Contract draw-offs in assigned region and accounts.
- Work with Business Unit Leadership to support and execute consistent pricing policies for the region.
- Build and maintain long-lasting, strong relationships with existing customers while partnering with them to better understand their business objectives and needs. Develop new customers, always striving to increase the quality of communication between Kalsec and the customers.
- Effectively communicate value propositions through presentations, product demonstration, and sales workshops.
- Facilitate and enhance communication between the key contacts at customers, Channel Partners and Kalsec management, commercial, customer service, laboratory, customer experience, regulatory, production and technical staff.
- Develop short- and long-term sales forecasts. Provide input for the Kalsec budgeting process.
- Utilize Kalsec data systems, tools, and resources in support of meeting sales targets; on a quarterly basis, review sales targets, project progression, pipeline size, hotspots, MBO tracking and forecasts.
- Analyze monthly, quarterly, and annual forecasts with the Kalsec Demand Plan team for assigned accounts with the objective of delivering or exceeding profit goals established through the strategic and budget planning process.
- Collaborate with Marketing and Product Management to:
- Develop sales strategies for potential new or modified products.
- Develop activities in support of both new and existing product growth at industry trade meetings and conventions.
- Understand industry-specific trends and landscapes.
- Gather and assess competitive information on pricing, product quality, end-user applications and competitive activity.
- Identify needs in beverage industry to the development and positioning of Kalsec Hops Brewing Solutions which meet those needs.
- Travel to designated customers for business development and meetings. Support Channel Partners with travel where necessary.
- Actively use the established CRM platform, Salesforce.com, to manage your account relationships, review and track progress of your assigned market developmental opportunities. Keep the opportunities records up to date and follow company protocols.
- This job description includes the requirement for the incumbent to be aware of the company’s QA policy and objectives, to observe these policy provisions and fulfill in all respects the requirements of his/her job. QA procedures as defined in the quality manual shall be strictly observed.
Education/Experience:
Required:
- Bachelor’s Degree required.
- 5+ years of relevant brewing experience. 5+ years of B2B food ingredient selling experience into beverages with strong business development experience.
- Demonstrated success in sales and relationships with key customers.
- Solid knowledge of performance reporting and budgeting processes.
- Excellent organizational and leadership skills.
- Outstanding communication and interpersonal abilities.
- Experienced user of MS Excel, MS Word, MS PowerPoint, MS Team, Zoom, CRM (preferably Salesforce).
Desired:
- MBA preferred, Degree in Brewing; or experience as Brewmaster or Brewer.
- Brewing raw material selling experience.
- Brewing and Beverage industry selling experience and knowledge.
Equipment Operation:
- General office equipment.
- Microsoft Office Suite.
- Salesforce (SFDC).
- LinkedIn.
Physical Requirements:
- Prolonged periods sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Must be able to access various departments of a given location.
- Bilingual preferred with an emphasis on Spanish.
Travel:
- Greater than 50% travel with assigned accounts.
- International travel as needed.
- Periodic weekend-travel.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
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