Key Account Manager

  • Kod KEA01062
  • Utworzono dnia Poniedziałek 19 Listopad 2018
  • Malteurop North America
  • Milwaukee, WI, USA
  • Pełny etat

Malteurop Malting Company is a leading supplier of craft malt for brewers across North America.

As a farmer- owned company, Malteurop believes in controlling our complete barley and malt supply chain - from farmer to brewer - and collaborating and innovating with our growers to create malt that exceeds the exacting standards of craft brewers.

The result is a portfolio of premium base, specialty and distillers malts that enable craft brewers to deliver the quality and consistency they demand in every beer they brew.

 

Job Purpose and Reporting Structure:               

The Craft Key Account Manager, under the directions of Director of Commercial Sales, is responsible for the management and growth of key craft brewing accounts and business development in our Craft market segments by building long term strategic relationships and offerings. The KAM is responsible for developing and executing a strategy for key account customers that will drive volume, growth, and maximize opportunities for the customer. The KAM will be responsible for growing profitability by building the market position, identifying growth opportunities and leading the development and delivery of new products to the customer and achieving growth goals

The KAM will develop and maintain key contacts in the key account to ensure the maintenance of highly beneficial and long-term relationships to maximize current and future sales volumes and revenue. The KAM must demonstrate excellent coordination and facilitation of cross business initiatives, leadership through influence, effective resource management, follow-up, and communications skills. The KAM is the customer's advocate within Malteurop Malting Co. and serves as the primary point of contact.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned to suit business needs and developments as required.

50% Account Management:  create and execute commercial and craft strategy by account that defines the potential business available and details the process for capturing the business.  This includes identification of key decision makers, products, pricing, technical support needs, and other resources required to close sales.

  1. Identify, develop and promote relationships with identified customers in the target market segment
  2. Define a value proposition for each customer and implement action that builds customer loyalty around this proposition.
  3. Align malt varieties, qualities and inventories with customer specifications, to assure a consistent supply of malt to meet each customer’s needs.

20% Business Development: translate customer needs, identify and close technical gaps in Malteurop Malting Co. offering that will distinguish value for customers in the commercial and craft segments. Effectively communicate value propositions with multiple functions, resulting in increased value for customer and Malteurop Malting Co. Offer solutions to customer and influence customer to make purchase commitment based upon MALTEUROP MALTING CO. distinctive value.  Maintain appropriate margin contribution and adheres to sound pricing principles.

  1. Develop and execute selling strategies in line with Malteurop Malting Co. sales objectives to meet or surpass budgeted targets.
  2. Organize and lead volume, pricing and specification negotiations with key account customers.
  3. Develop key performance indicators that will drive craft sales to assure preferred supplies status for customers.
  4. Coordinate the execution of contracted sales within the Malteurop Malting Co.

20% Relationship Management: Develop and maintain multi-level relationships to better understand customer objectives and provide relevant solutions. Create “C-Level” relationships to understand strategic needs of market segment and determine how to help the customer succeed. Promote the customers within MALTEUROP MALTING CO., and collaborate with internal partners to discover approach and solutions.

10% Metric Analytics: Develop and leverage understanding of targeted craft segment to drive understanding of customer issues and potential solutions, leading to becoming supplier of choice for key and strategic craft customers.

  1. Perform various supply/demand and market growth analysis for selected strategic market opportunities.
  2. Monitor competitor’s business strategies and maintain Malteurop Malting Company’s position within the craft brewing industry.

Qualification Requirements:

  • Bachelor’s Degree: Sales & Marketing, Business Administration or other related disciplines.
  • 10+ years of experience in Food and Beverage industry; Strongly Prefer Malting/Brewing experience.
  • 7+ years of commercial or technical sales experience or sales business development.
  • Diploma or certificate in brewing, distilling or malting from a recognized program would be a valuable plus. Additional training about barley and malting will be provided as needed.
  • Salesforce.com experience a plus however experience using a CRM system is required.
  • 5 Years - Managing Major Strategic Accounts.
  • Strong communication/presentation and organization skills and ability to interact with all levels of an organization.
  • Strong understanding of customer development and ability to develop custom solutions.
  • Ability to deal with conflict, complexity & ambiguity internally & externally in a rapidly growing and evolving industry.
  • A clearly demonstrated and articulated passion for the craft beer, craft distilling and/or craft malting business.
  • Ability to develop & leverage deep customer knowledge & insights: builds trust & strong relationships with customers; shares customer knowledge and insights within Malteurop Malting Co.; creates a positive customer experience that sets us apart from our competitors.
  • Strong conceptual thinking and time management skills.
  • Computer proficiency in Excel, Power Point and Word.
  • Strong leadership skills and takes initiative.
  • Strong strategic negotiation skills.
  • Ability to travel domestically 50%.

Malteurop Group is an international leader in the malt producing industry. Our success began in the 1960 with our first malting plant in France. Today, our growth has allowed us to expand into 14 countries worldwide. We are present in all of the major malt sectors, including malt for brewers and distillers, as well as malt-based ingredients for the agribusiness industry.

As an integral part of the Malteurop Group, Malteurop North America, headquartered in Milwaukee, Wisconsin, has malting facilities located in Milwaukee, Great Falls, Montana, Winona, Minnesota and Winnipeg, Manitoba, Canada. Our rich history provides employees with a culture of teamwork and stability, focused on our values of trust, mutual respect, spirit of initiative and sharing of experience. We are innovative in our malt product line with the recent launch of Craft Master Malt, providing our craft brewing customers unparalleled malt quality and flavor.

Malteurop North America is an Equal Opportunity Employer.

Malteurop North America offers an excellent benefit package, including health, dental and vision insurance, prescription drug coverage, life insurance, education reimbursement, fitness reimbursement, pet insurance and 401(k) with company match.