Account Executive-Virginia & Eastern Shore Maryland

OVERVIEW

The Account Executive's key responsibility is to attain the established sales volume program. As an Account Executive in this market, you will own building the business by understanding the unique needs of the distributors and operators in the marketplace. Your ability to think and act strategically, in conjunction with strong analytical and communication skills will be essential as you work to develop and execute impactful sales plans, execute impactful trade and programs with your distributors and operators. The capacity to be fully accountable, manage multiple projects, customer focused, pro-active, creative, with solution selling is a core expectation of this position. Travel is expected across Virginia/Maryland territory. You can expect approximately 30% day and overnight travel expected with this role.

The established territory will have a direct responsibility for managing 6 distributors in the Virginia marketplace, along with working in tandem with other team members to cover and call on top operators in the established geography.

The ideal location for this role is Richmond, Virginia or surrounding cities

KEY ACCOUNTABILITIES

Operator and Distributor Responsibilities:

• Responsible for managing 5 distributors (Sysco Eastern Maryland, Sysco Hampton Roads, PFG Virginia, Richmond Restaurant Supply and Goldstar VA (Dori) along with supporting 125+ major operators in the established geography regardless of distribution. Accountable for driving differentiated sales growth within the established customer base.
• Develop strong relationships with-in all levels of the distributor and operator through regular calls that leads to accelerated business growth.
• Have strong product knowledge focused on providing solutions to the DSR and operators in the market.
• Responsible for proactively managing and implementing operator and distributor trade (DPP), along with executing against corporate distributor programs. Manage all trade within spending budgets.

Business Planning, Strategy and Sales Execution:

• Develop Semi- Annual Sales Execution Plan on your Core 74 accounts within Salesforce identifying incremental volume opportunities to focus on and close that will lead to exceeding sales program targets.
• Meet/ Exceed Operator/Distributor interactions of 10+ weekly.
• Develop business plans that deliver strategies consistent with established foodservice priorities.
• Proactively manage K12 bid process to ensure General Mills is positioned to win in K12.
• Proactively plan and invest local distributor trade funds (DPP).
• Successfully launch new products, gaining distribution through your distributors.
• Work to develop action plans in the Non-Commercial segment; build volume in non-compliant areas and to close key operator opportunities. Establish a strong working relationship with the National account teams. Execute local programs as outlined by Corporate & National Account Managers
• Work with Distributor Sales Reps to identify incremental targets and opportunities for growth. Especially in the commercial segment.

Budget Management Responsibilities

• Responsibility for T&E and distributor/operator trade budgets
• Management of local trade funds via CTM / trade reporting, with accountability for managing within the established trade budgets. Responsibility for approvals, periodic budget reviews (scrub), CTM program management.
• Accountable for monitoring, analyzing, forecasting, and reporting on their business.

Other Responsibilities

• Strong Communication and Follow up with partners to deliver volume needed for customers.
• Provide support and insights to the Region Manager and the Corporate/National Account Managers
• Be a source of field-based information.
• Coordinate activities and best practices with the Region Manager and local sales team members.
• Conduct food shows, sales meetings, and operator/DSR product training.
• Other duties as assigned.

MINIMUM QUALIFICATIONS

• High School Diploma/GED and 3+ years of Foodservice sales or equivalent business-to-business sales experience
• Business management skills to deliver outstanding results that lead to exceeding volume program.
• Demonstrated track-record of consistently meeting or exceeding sales targets.
• Comfortable interacting with all levels of management, including Senior Leadership
• Operator management experience
• Self-starter with ability to maintain workload from remote office.
• Estimated travel 30% across Virginia territory.
• Proficiency in Microsoft Office (PowerPoint, Excel)
• Strong problem solving, analytical skills, negotiating and influencing skills.
• Ability to lead, excel and bring value in a high performing team environment.

PREFERRED QUALIFICATIONS

• Experience in management of foodservice distributors
• Experience with Salesforce

ADDITIONAL CONSIDERATIONS

• Applicants must be currently authorized to work in the U.S. General Mills will not sponsor applicants for a U.S. work visa.
• International relocation not available.

We exist to make food the world loves. But we do more than that. Our company is a place that prioritizes being a force for good, a place to expand learning, explore new perspectives and reimagine new possibilities, every day. We look for people who want to bring their best - bold thinkers with big hearts who challenge one other and grow together. Because becoming the undisputed leader in food means surrounding ourselves with people who are hungry for what's next.

Salary Range

The salary range for this position is $81000.00 - $121700.00 / Annually. At General Mills we strive for each employee's pay at any point in their career to reflect their experiences performance and skills for their current role. The salary range for this role represents the numerous factors considered in the hiring decisions including, but not limited to, educations, skills, work experience, certifications, etc. As such, pay for the successful candidate(s) could fall anywhere within the stated range. Beyond base salary, General Mills offers a competitive Total Rewards package focusing on your overall well-being. We are proud to offer a foundation of health benefits, retirement and financial wellbeing, time off programs, wellbeing support and perks. Benefits may vary by role, country, region, union status, and other employment status factors. You may also be eligible to participate in an annual incentive program. An incentive award, if any, depends on various factors, including, individual and organizational performance.

Reasonable Accommodation Request

If you need to request an accommodation during the application or hiring process, please fill out our online accommodations request form by following this link: Accommodations Request.