Senior Key Account Manager, Co-Pack

Make a Difference in YOUR Career!

Our vision is both simple and ambitious: to put our drinks on every table.

We are the leading global independent beverage solutions provider. We serve a broad range of national and international retailers as well as Global, National and Emerging (GNE) brands. Our products are distributed worldwide from our production sites in Europe, North America, and Australia.

Although our own branding may not appear on the labels of the beverages we produce, there is a good chance you are reading this while sipping one of our drinks.

Our ambition is to continually improve and it’s what keeps us at the top of our game. We are solutions-based. We are innovative. We seek out new challenges and conquer them. This is our company ethos, but it’s our people’s too: Refresco is at the cutting edge of a fast-moving industry because we have passionate people pushing the boundaries of what’s best.

Stop and think: how would YOU put our drinks on every table?

Position Description

Reporting to the Director, Co-Pack Sales, the Sr Key Account Manager, Co-Pack you will be accountable for the ongoing growth and development of partnerships with an existing portfolio of customers. You will supplement that by finding and introducing new customers into the Refresco network.

To deliver this you will develop a clear understanding of Refresco’s current capabilities and capacities, and a set of strategies, that are aligned with the overall business objectives, and match them to your customer’s volume potential.

You will be accountable for maximizing our profit through a return on current assets, and by driving additional synergies within our operations and distribution network with your customer base.

Essential Functions

The following are essential duties and responsibilities for this position:

Account Management

• Work as part of a highly motivated dynamic sales team, to drive the sales initiatives of the organization.
• Serve as primary customer contact for technical and business issues related to assigned or potential customers

New Business

• Always be looking for customers whose brands we have the capability to make today and that are a strategic fit on a capacity basis
• Develop a ‘hit list’ of potential customers that meet those needs. Develop customer outline or “profile” that captures critical data that can be used by the co-pack sales team.

Project Management

• Interface with all appropriate internal functions to work through the on-boarding process for new customers or new items for existing customers.
• Validate the ongoing execution of supply chain processes by interfacing with external customer and internal supply chain team. Ensure proper strategies for raw material and finished good planning & inventories.

Information Provision

• Provide forecasting validation for our internal requirements and collaborative feedback to customers as required.
• Provide ongoing analysis regarding customer performance to prior year, to plan and to current forecast where applicable.
• Work with co-pack sales team in preparation of monthly, quarterly and annual sales projections and assist in the formation of annual sales budget.
• Review Key Performance Indicators and provide feedback or corrective action recommendations as required

Functional Job Duties

• Establish, develop and maintain business relationships with current and prospective customers.
• Research sources for developing prospective customers and gather critical information to help determine their potential.
• Take an active role in understanding key requirements and legal terminology for the development of customer supply agreements.
• Communicate and coordinate sales activities with marketing, sales management, finance, operations, logistics and technical services as required.
• Expedites the resolution of customer problems working cooperatively with internal and external team members as required.
• Working collectively with our team, help develop a competitive landscape summary which identifies advantages and potential gaps that if closed would aid in increasing sales.
• Analyze historical and current shipment data and develop strategies to improve business planning.
• Identify market trends within the total category to remain current with developments.
• Develop and maintain positive relationships with customers to gain trust and understanding.
• Take a lead role in the budgeting and forecasting processes, including variance analysis.
• Supply management with oral and written reports as required on customer needs, problems, interests, competitive activities and potential for new products or sales opportunities.

Required Skills

• Outstanding sales and negotiation skills.
• Must demonstrate excellent problem-solving ability and be results oriented.
• Be able to work independently and within a team environment possessing excellent communication skills.
• Excellent organizational, time and project management skills.
• Curiosity - Possess the ability to analyze and understand financial information around costing, operations, P&L modeling and forecasting.
• Ability to travel for onsite customer and team meetings as required. Travel requirements will average 25% - 40% of the time, however, may exceed 50% at times.
• Role will initially be based out of Tampa FL however may be remote based.

Competencies

Demonstration of excellence in the following sales competences

• Preparation & Planning
• Consulting
• Listening & Collaborating
• Presenting
• Negotiating
• Closing & Contract Development
• Partnership Development

Proficiency Level

• BS or BA degree in business, sales management or related discipline
• Ideally possess minimum of 8 years progressive sales experience working with a CPG company.
• A strong awareness and applicable understanding of supply chain and manufacturing operations

Education and Experience

• University Degree/Diploma in Business Management or related discipline required
• A minimum of two years Account Management experience, preferably in the CPG industry with a major grocery retailer.

Working Conditions

• Physical – Continuously sitting for prolonged periods, as the job is administrative in nature.
• Visual/Sensory – This position requires attention to detail, requiring attention with one or two senses at a time.
• Work environment – Work and environment fasted paced, requiring ability to remain focused under pressure.
• Mental Stress – There is pronounced pressure from deadlines, project management, accuracy or similar demands.

Travel Requirements

• Travel requirements will average 25% - 40% of the time, however, may exceed 50% at times.

Other Duties

• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

A Career with Refresco

Refresco Beverages US Inc. offers the following competitive pay and comprehensive benefits:

Pay Range

$135,000 - $155,000, plus eligibility for performance-based bonuses based on company objectives.

Status: Exempt

• Medical/Dental/Vision Insurance
• Health Savings Accounts and Flexible Spending Accounts
• Life and AD&D Insurance, critical illness, hospital indemnity, and accident insurance
• Short-term disability and long-term disability
• Pet Insurance
• Legal Benefits
• 401(k) Savings Plan with Company Match
• 12 Paid Holidays
• Vacation Days and Paid (Sick) Time Off Days
• Well-being Benefit
• Discount and Total Reward Programs

The applicant who is hired will receive wages within the range that will be based on several factors, including, as applicable, criteria such as years and type of experience, relevant education, training, qualifications, certifications/licensing, skills, geographic location, performance, market considerations, seniority system, merit system, systems that measure earnings by quantity or quality of production, and business or organizational needs.

Join Refresco TODAY and enjoy a rewarding CAREER!

Any employment agency, person, or entity that submits a résumé to this career site or a hiring manager does so with the understanding that the applicant's résumé will become the property of Refresco Beverages US, Inc.  Refresco Beverages, US Inc., will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person, or entity.

Employment agencies that have agreements with Refresco Beverages US, Inc., and have been engaged in a search shall submit a résumé to the designated Refresco recruiter or, upon authorization, submit a résumé to this career site to be eligible for placement fees.

Refresco Beverages US Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity, gender expression, Veteran status, or any other classification protected by federal, state, or local law.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

Skills

Alliance/Partner Management, Analysis Skills, Beverages, Budgeting, Business Development, Business Plan, Communication Skills, Competitive Research, Consulting, Consumer Branding, Consumer Packaged Goods, Corrective Action, Customer Relations, Customer/Client Research, Data Collection, Dental Insurance, Detail Oriented, Develop and Maintain Customers, Diploma of Business, Diploma of Management, Distribution Operations, Financial Analysis, Financial Operations, Forecasting, Insurance, Inventory Planning, Logistics, Manufacturing Operations, Market Trend Analysis, Marketing, Negotiation Skills, Onboarding, Organizational Skills, Performance Metrics, Problem Solving Skills, Process Improvement, Profit & Loss Forecasting, Project/Program Management, Regulatory Requirements, Reporting Skills, Return on Assets (ROA), Revenue Growth, Sales, Sales Forecasting, Sales Management, Sales Prospecting, Strategic Planning, Supply Chain, Supply Chain Operations, Team Player, Time Management, Trend Analysis, Variance Analysis, Vendor/Supplier Management, Vision Plan, Willing to Travel

About the Company

Refresco