Key Account Manager - Chain

JOB DESCRIPTION

Reporting to the Director of Chains, the Key Account Chain Manager is responsible for driving sales growth and expanding the presence, distribution, and performance of the entire company portfolio across assigned key chain accounts. The Key Account Chain Manager develops strong relationships with chain buyers, operators, and key decision-makers to identify opportunities, secure new placements, expand existing distribution, and drive sustainable account growth. This position works closely with MBG supplier partners while maintaining a portfolio-first approach, identifying opportunities across the entire MBG portfolio based on customer needs, market opportunities, and company priorities.

The Key Account Chain Manager is accountable for achieving established sales, distribution, placement, and account-development goals while coordinating with internal teams to deliver exceptional service and execution.

Chain Assignments: Sedanos, Fesco Y Mas, CVS/Navarro, MIlams, Gopuff

Note: Assigned chains are subject to change based on business needs and at the direction of the President.

Morales Beverage Group Values

All-In: Being Accountable; If it’s to be, it’s up to me.

People: Growing and building partnerships within a family dynamic.

Future Thinking: Innovative and disruptive in our approach.

DUTIES AND RESPONSIBILITIES

·       Full-Portfolio Selling: Consistently present and promote the entire MBG portfolio to assigned chain accounts, ensuring customers are aware of relevant brands, categories, new products, and supplier offerings.

·       Portfolio Expansion: Identify opportunities to broaden the number of MBG brands and products represented within each assigned account, with a focus on increasing distribution and PODs across the portfolio.

·       Sales & Account Growth: Develop assigned chain accounts to achieve established sales, distribution, POD, placement, and revenue goals.

·       Customer Relationships: Build and maintain strong relationships with chain buyers, operators, and other key decision-makers to establish MBG as a valued portfolio and business partner.

·       Account Presentations: Lead sales calls, portfolio presentations, business reviews, and negotiations to secure new placements, expand existing distribution, and introduce additional MBG products.

·       Account Strategy: Develop account-specific sales strategies that leverage the breadth of the MBG portfolio and align customer opportunities with company and supplier priorities.

·       Supplier Collaboration: Partner with MBG supplier partners to understand brand objectives, develop opportunities, and support presentations while maintaining responsibility for representing the complete MBG portfolio within assigned accounts.

·       Distribution & POD Growth: Continuously identify opportunities to increase authorized items, points of distribution, shelf presence, displays, and placements across assigned chains and individual store locations.

·       Shelf & Store Execution: Partner with the Execution Team to optimize shelf space, improve product visibility, increase PODs, and ensure approved programs and placements are successfully executed at the store level.

·       Performance Accountability: Monitor sales, distribution, PODs, placements, and other established KPIs and take proactive action when performance is below expectations.

·       Market Intelligence: Monitor competitive products, pricing, promotions, assortment, and market trends to identify opportunities for MBG brands and categories.

·       Customer Issue Resolution: Proactively resolve customer concerns and service issues while protecting MBG's relationships and long-term business interests.

·       Logistics Coordination: Partner with Logistics and Operations to support timely delivery execution and address service issues that may affect assigned accounts.

·       Territory Coverage: Manage account routing and territory coverage to maximize selling opportunities, customer contact, and market presence.

·       Systems & Reporting: Utilize Encompass, MyDay, and company reporting tools to track account activity, sales, distribution, PODs, opportunities, execution, and progress toward established goals.

·       Brand & Company Representation: Serve as a professional market ambassador for MBG and its supplier partners, representing the company and full portfolio with strong product knowledge and a customer-focused approach.

·       Ownership & Follow-Through: Maintain accountability for account commitments, opportunities, follow-up, and results from initial presentation through placement and execution.

·       Perform additional sales and account-development responsibilities as assigned based on business needs.

BEHAVIOR AND COMMUNICATION EXPECTATIONS

·       Collaborate with peers and your supervisor to strategize on issues that disrupt goal achievement

·       A high level of professionalism and confidentiality is crucial to this role

·       Establish and maintain effective working relationships with staff, department leaders and executive leadership with the purpose of:

o   Being approachable at all times

o   Being known as a trusted resource for knowledge and guidance

·       Desire to deliver excellence – Always looking for the very best product in what we do

·       Living Above the Line – Exhibiting ownership, accountability and responsibility

·       Engaged – Ensuring we all care about MBG and the work we do, from the top - down

·       Responsive – We do what we say in a timely manner

·       Respected – As professionals, we are known for accuracy in all we say and do

·       Confident – Trust in our ability to be successful and make good decisions

COMPETENCIES

·       Customer Focus: Dedicated to meeting the expectations and requirements of customers, ensuring high levels of satisfaction and fostering strong relationships.

·       Negotiating: Skilled at negotiating with clients to secure favorable outcomes, understanding customer needs, and aligning them with company goals.

·       Drive for Results: Demonstrates a strong commitment to achieving business targets and consistently pushes for excellence in performance.

·       Time Management: Effectively manages time by prioritizing tasks, meeting deadlines, and balancing multiple responsibilities efficiently.

·       Interpersonal Savvy: Relates well to all kinds of people, building constructive and effective relationships, and is adept at navigating through complex interactions

PHYSICAL REQUIREMENTS

·       Physical demands with activity or condition for a considerable amount of time may include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or mobile device

·       Physical demands with activity or condition may include walking, bending, reaching, standing, squatting, and stooping

·       Require lifting/lowering, pushing, carrying, or pulling up to 45 lbs.

·       Requires driving daily to and from customer accounts within assigned territories

QUALIFICATIONS

·       21 years or older, High School Diploma or GED

·       Industry sales experience preferred

·       Demonstrated success achieving goals in competitive markets

·       Ability to manage multiple projects effectively and professionally

·       Excellent communication skills and the ability to interact across teams in a fast-paced environment while building relationships

·       Must be proactive, resourceful, and efficient

·       This position requires attendance at local meetings, local travel and occasional out-of-town travel

·       Hold a valid and current Texas driver’s license within MVR policy guidelines throughout employment

·       Ensure reliable, insured transportation, in accordance with company policy

o   The policy must include the following minimum coverage: $100,000 for bodily injury, $300,000 for liability, and $50,000 for property damage

·       Must be able to pass a background and drug screening for hire and randomly throughout employment

Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice

Morales Beverage Group provides equal employment opportunities (EEO) to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This EEO policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Drug-Free Workplace: The Company is committed to maintaining a safe, healthy, and productive work environment. Employees are expected to report to work free from the effects of illegal drugs, alcohol, marijuana/THC, or any substance that may impair their ability to perform their job safely and effectively. Employment may be contingent upon successfully passing applicable drug and alcohol screenings, and employees may be subject to testing as permitted by company policy and applicable law.

Employment with Morales Beverage Group is at will. This means employment is for an indefinite period of time and it is subject to termination by you or Morales Beverage Group, with or without cause, with or without notice, and at any time.