Customer Account Manager – Alternate Channel
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Job Description
Customer Account Manager expanding Dreyer’s frozen-treats distribution across U.S. alternate channels. Building partnerships, negotiating promotions, forecasting sales, and driving profitable growth.
Responsibilities:
- Sell, negotiate, and execute business plans across alternate channels.
- Create selling stories using business intelligence data.
- Drive new business development and channel expansion across airports, theme parks, sports and entertainment venues, hospitality, higher education, healthcare, and other alternate channels.
- Grow and optimize existing accounts through business planning, assortment expansion, promotional execution, and data-driven account management.
- Build scalable channel strategies using consumer insights, cross-functional partnerships, and distributor relationships.
- Create new-item presentations with data-specific information to hold and gain shelf space.
- Create and modify sales forecasts for each category.
- Negotiate monthly customer promotions.
- Understand customer contracts and work within guidelines to ensure policy compliance.
- Manage trade spend to maximize profitability while maintaining customer relationships.
- Analyze promotion effectiveness through data reporting.
- Execute Dreyer’s Grand Ice Cream priorities.
- Collaborate with Customer-Facing Supply Chain, Finance, Category Sales Development, and other functional groups.
- Check products in stores and locations, provide retail-experience feedback, and challenge issues as needed.
- Maintain frequent customer interaction to implement annual plans, gain distribution, activate customer category strategies, support shopper marketing, and address service-level or product-quality issues.
- Identify gaps between customer plans and feedback and propose resolutions.
- Ensure achievement of customer targets and KPIs, including category growth, sales, customer service, and in-stock levels.
- Develop and execute strategic business-development plans.
- Cultivate prospective and existing customer relationships through engagement, business reviews, industry networking, and collaborative planning.
- Identify market gaps, competitive threats, and emerging channel trends, then develop and present solutions.
- Lead prospecting, pipeline management, customer presentations, contract negotiations, and onboarding.
- Partner cross-functionally on customer strategies, new-item launches, and growth initiatives.
- Deliver business-development KPIs including new account wins, revenue growth, distribution gains, volume, profitability, and customer retention.
- Track net sales, trade spend, share growth, gross margin, forecasting accuracy, and promotional-plan reporting accuracy.
Requirements:
- Experience managing or selling into non-traditional retail channels such as airports, hospitality, theme parks, sports and entertainment venues, foodservice, higher education, healthcare, or other alternate channels.
- Experience working with GPOs to create centralized product demand.
- Strong network of industry contacts and decision-makers across key alternate channels.
- Proven track record securing new placements, expanding distribution, and delivering profitable growth.
- Demonstrated success developing new business while growing existing accounts through customer partnerships, distributor management, and joint business planning highly preferred.
- Ability to take initiative, identify customer issues, recommend solutions, and execute resolutions.
- Proven ability to build effective relationships with customers and internal associates.
- Strong negotiating skills to create win-win outcomes.
- Strong oral, written, and interpersonal communication skills.
- Ability to achieve performance goals with minimum direction and supervision.
- Solid forecasting skills.
- Ability to research data from Circana, Power BI, Numerator, Kwikee, Run Report, and Trade Rate Report.
- Experience in the ice cream category preferred.
- College or undergraduate degree preferred.
Benefits:
- Remote-based position
- Career growth and business-leadership development opportunities
- Hands-on exposure to Sales, Marketing, Operations, Finance, and Supply Chain
- Equal opportunity employer valuing diversity
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