Account Manager (Commodity Sales)

Job purpose

Reporting to the Sales Manager, the Account Manager will be responsible for managing the sales of Conestoga Meats’ (CM) fresh and frozen domestic portfolios. This role is responsible for managing and growing our customer relationships and sales through pricing proposals and growth plans. This role is also a product and market expert and is often the face of the business with customers onsite or at industry events. Metrics are in place that this role is held accountable to, such as achieving sales volume and financial objectives.

Duties and Responsibilities

• Act as a strategic partner with medium to large, multi-level and/or national accounts with several key contacts for each customer
• Nurture customer relationships and solicit orders daily
• Recommend mid to long-term pricing strategies based on product cost parameters and customer requirements
• Create customized proposals and recommendations for customers that address customer needs, additional opportunity areas for success, and utilize market data
• Develop customized growth strategies for customers, understanding their business objectives, pain points, and long-term goals. Create actionable plans that align with these objectives
• Review customer performance monthly for trends, growth/lost business, and upsell opportunities
• Analyze and understand buyer behavioural styles to tailor approach when closing the sale
• Consistently meet or exceed on sales targets, taking the business to the next level, driving profitable volume growth and achieving optimal pricing levels
• Skillfully navigate contract terms, pricing, and conditions; reaching mutually beneficial terms and preparing reports on account status and contract outcomes
• Proactively monitor daily volume and inventories versus forecast and assist in the facilitation and disposition of surplus products
• Strong understanding of product specifications and processes, serving as a brand ambassador for existing and new products
• Partner with sales teams to ensure seamless execution of selling and category optimization
• Confidently conduct customer tours in all areas of the plant
• Research and gather industry market intel from internal experts and external sources; building a network, and reviewing industry newsletters/market reports
• Demonstrate and mentor others on building strong product/process knowledge
• Represent the company at industry events, networking with potential clients and reinforcing existing relationships

Other:

• Manage expenses within approved budget parameters 
• Adhere to all company policies and business code of ethics
• Be a champion for upholding, growing, and stewarding the Conestoga Way culture and our core values
• Other duties and responsibilities as assigned

Qualifications

• 3-5 years of sales experience
• Post-secondary education in a related field
• Experience working in the fresh protein/disassembly industry preferred
• Excellent interpersonal skills
• Strong understanding of customer and market dynamics
• Knowledge of principles and methods for showcasing, promoting, and selling products
• Ability to work independently and handle multiple projects at the same time with limited supervision, excellent planning, time management and decision-making skills
• Proficient in the Microsoft Office suite, especially Word and Excel
• Technologically savvy and able to learn various enterprise systems
• Possess strong mathematical, verbal, and written communication skills
• Maintain excellent communication and relationships with others; be a team player; maintain a positive attitude, and work collaboratively and cross-functionally   
• Proactive problem solver with a focus on continuous improvement
• Strong initiative and drive to succeed

Key Competencies

• Accountability and Initiative
  • Takes initiative and demonstrates a “do whatever it takes” work ethic to get the job done
  • Helps to assess the pros and cons of taking a risk, and makes recommendations on the best course of action

• Service Excellence
  • Maintains genuine relationships with customers and stays on top of changing business needs
  • Displays personal ownership and a sense of urgency over any issues or complaints that arise from the customer experience

Key Performance Indications

• Sales Volume, Contribution Margin targets are met or exceeded
• Customer strategies are prepared and executed
• Ensure unsold inventory targets are met
• Timely and accurate completion of weekly sales reports
• Good communication/understanding cross-functionally
• Customer Satisfaction