National Account Manager: Costco & BJ's

Utz Quality Foods is seeking a National Account Manager: Costco & BJ's to join our Sales team. The National Account Manager of Costco & BJ's Wholesale will build and develop strategic customer growth, partnerships and the total business in assigned target markets with the primary purpose of accelerating performance for our Power Brands: Utz, Boulder Canyon, On the Border (OTB) and Zapp's brands across the Club channel.

The Account Manager of Costco & BJ's Wholesale will cultivate strong business relationships with key decision makers. The Account Manager will have an entrepreneurial spirit, sales intellect and strategic selling skills and will provide customer, consumer insight and category growth strategies to develop customer centric solutions, driving category results for both Utz and our partners. The Account Manager will have a strong understanding of trade spend and investment strategies and numerous additional tools that drive sales. The Account Manager will be responsible for managing key Costco regions and BJ's to unlock new opportunities at Costco and BJ's.

This is a remote position with up to 30-40% travel.

Prior background working directly with Costco is required for this position.

Responsibilities

• Build brand equity and profitably increase sales volume on all assigned brands.
• Achieve assigned sales targets through the maintenance and expansion of distribution, merchandising and promotional activity for each assigned brand.
• Deliver share growth across all sub-categories across all customers.
• Build strategic partnerships with all customers, bringing our strategic selling concepts to life.
• Establish strategic relationships with buyers.
• Partner with cross-functional teams, including Finance; Retail, Grocery and Mass: Revenue Growth Management: Marketing; Sales Operations; Manufacturing; R&D and Logistics. Share best practices.
• Develop & execute multi-year strategies and annual operating plans that includes the overarching strategies and tactics to deliver sustainable results.
• Create selling stories utilizing insights, facts, consumer, brands and our retailer's insights leveraging the strategic selling model.
• Deliver trade and revenue goals.
• Drive regional development, distribution and sales of the Boulder Canyon, OTB, Utz, Zapp's and overall portfolio of brands.
• Identify opportunities to maintain and expand distribution on existing business and find unique opportunities for incremental sales and profit.
• Comply with all company policies, instructions and directions for the fulfillment of company objective and to maximize profits from sales.
• Be alert to competitive products and merchandising practices; keep management informed of updates.
• Prepare weekly sales reports and expense reports as required.
• Prepare and submit special reports, acceptance of products or competitive conditions, as may be requested by management or as observed in the marketplace.
• Ensure observance of safe work practices to include the immediate work area, visits to customer sites and operation of a vehicle used for company business.
• Own and develop the strategic selling process (our selling stories) that will enable our long-term success both for this team as well as the organization. This also includes customer wiring up partnerships across all levels of the customers organization.
• Develops and enhances partnerships through participation in customer events, industry functions and entertainment within company standards.
• Works with management and fellow associates to ensure Food Safety programs are followed.

Requirements

• 5+ Years sales experience within the consumer products goods industry developing strong relationships with Costco regional buyers.
• Preferred - experience managing Costco D12 Buyers and BJ's Salty Snacks Category.
• 3+ years of experience utilizing syndicated data.
• Experience, knowledge and how-to of Digital Marketing, eCom and omni programs
• Must possess excellent written and oral communication skills.
• Ability to analyze CRX data to develop actionable insights.
• This position requires extensive use of computer equipment. Must have a demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook. Familiarity with Nielsen or IRI programs is preferred.
• Requires a valid driver's license.

Skills

Analytical Skills

• Integrates the findings and observations from quantitative and qualitative data and other forms of information received from sales operations, sales analytics team and other sources into account strategies.
• Strategic customer budgeting, forecasting and logistics planning across DTW (and DSD) to drive execution and plan attainment.
• Responsible to manage Strategic Customer P&L reporting and analysis.
• Interfaces with Strategic Customer Co-op/COGs budgets.
• Continues to monitor sales outcome by conducting frequent store reviews and communicating performance results.
• Stays abreast of industry and competitive trends - shares with key leaders of the business.
• Uses knowledge of the usage of syndicated data/Shopper card data.

Communication Skills

• Communicates in a professional manner to account contacts, external partners and our internal organization.
• Has complete knowledge of all levels of Strategic Customer structure, wired to key decision makers at each account.

Leadership and Learning Organization Skills

• Incorporates ethical standards of practice as the basis of all interactions with organizations, communities and individuals.
• Ensures the measuring, reporting and improvement of account performance.
• Proven experience using large volume of data, product knowledge and customer familiarity and successfully applying it to negotiation strategies.
• Able to work closely and successfully interact with internal and external customers.
• Willingness and ability to remain flexible and perform at levels that will meet peak demands in periods of high sales volume and activity.

Education

• Bachelor's Degree from an accredited college with a focus in business and/or food science, preferred.

External Recruitment Process

• Easy Application (5 mins): Introduce yourself and answer a few key questions to get started.
• Engaging Chat Interview (20-25 mins): Share your experiences in an online chat, highlighting how your values align with ours.
• Live Interview: Selected candidates will meet with the hiring manager to explore their alignment with the team and overall Utz company culture.

Base Salary: $120k to $130k

Continuously Pursuing Excellence!

Here at Utz, we have a passion for exciting and delighting consumers with delicious snack foods made from high quality ingredients. After over a century with a strong family heritage, our diverse portfolio of brands includes Utz, Zapp's, Boulder Canyon, and On the Border. Our associates are the reason for the success of this company, so it is important we provide a supportive, caring and inclusive environment that offers opportunities for career growth and advancement. We also help take care of our associates by providing benefits, resources, and programs that ensure they live their healthiest lives. Our benefit package includes medical, dental, and vision plans, an employer match 401k, profit sharing plan, employee stock purchase plan and much more. Join our world class team and help us become the fastest growing pure-play U.S. snacking company of scale!

Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

• 7+ years proven sales experience in a related position within the consumer products goods industry with direct account responsibility.
• 3+ years of experience utilizing syndicated data.
• Must possess excellent written and oral communication skills.
• Ability to analyze and evaluate several sources of data to develop actionable insights.
• This position requires extensive use of computer equipment. Must have a demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook. Familiarity with Nielsen or IRI programs is preferred.
• Requires a valid driver's license.