Customer Account Manager – Alternate Channel

• Sell, negotiate, and execute business plans across alternate channels.
• Create selling stories using business intelligence data.
• Drive new business development and channel expansion across airports, theme parks, sports and entertainment venues, hospitality, higher education, healthcare, and other alternate channels.
• Grow and optimize existing accounts through business planning, assortment expansion, promotional execution, and data-driven account management.
• Build scalable channel strategies using consumer insights, cross-functional partnerships, and distributor relationships.
• Create new-item presentations with data-specific information to hold and gain shelf space.
• Create and modify sales forecasts for each category.
• Negotiate monthly customer promotions.
• Understand customer contracts and work within guidelines to ensure policy compliance.
• Manage trade spend to maximize profitability while maintaining customer relationships.
• Analyze promotion effectiveness through data reporting.
• Execute Dreyer's Grand Ice Cream priorities.
• Collaborate with Customer-Facing Supply Chain, Finance, Category Sales Development, and other functional groups.
• Check products in stores and locations, provide retail-experience feedback, and challenge issues as needed.
• Maintain frequent customer interaction to implement annual plans, gain distribution, activate customer category strategies, support shopper marketing, and address service-level or product-quality issues.
• Identify gaps between customer plans and feedback and propose resolutions.
• Ensure achievement of customer targets and KPIs, including category growth, sales, customer service, and in-stock levels.
• Develop and execute strategic business-development plans.
• Cultivate prospective and existing customer relationships through engagement, business reviews, industry networking, and collaborative planning.
• Identify market gaps, competitive threats, and emerging channel trends, then develop and present solutions.
• Lead prospecting, pipeline management, customer presentations, contract negotiations, and onboarding.
• Partner cross-functionally on customer strategies, new-item launches, and growth initiatives.
• Deliver business-development KPIs including new account wins, revenue growth, distribution gains, volume, profitability, and customer retention.
• Track net sales, trade spend, share growth, gross margin, forecasting accuracy, and promotional-plan reporting accuracy.

Requirements

• Experience managing or selling into non-traditional retail channels such as airports, hospitality, theme parks, sports and entertainment venues, foodservice, higher education, healthcare, or other alternate channels.
• Experience working with GPOs to create centralized product demand.
• Strong network of industry contacts and decision-makers across key alternate channels.
• Proven track record securing new placements, expanding distribution, and delivering profitable growth.
• Demonstrated success developing new business while growing existing accounts through customer partnerships, distributor management, and joint business planning highly preferred.
• Ability to take initiative, identify customer issues, recommend solutions, and execute resolutions.
• Proven ability to build effective relationships with customers and internal associates.
• Strong negotiating skills to create win-win outcomes.
• Strong oral, written, and interpersonal communication skills.
• Ability to achieve performance goals with minimum direction and supervision.
• Solid forecasting skills.
• Ability to research data from Circana, Power BI, Numerator, Kwikee, Run Report, and Trade Rate Report.
• Experience in the ice cream category preferred.
• College or undergraduate degree preferred.
• Core Competencies

Demonstrates expertise in business development and account management across non-traditional retail channels, leveraging data-driven insights and strong negotiation skills to drive growth and optimize customer relationships.

• Highest-signal resume keywords
• Business Development
• Account Management
• Negotiation Skills
• Data Analysis
• Customer Relationship Management
• ATS Optimization Keywords
• Hard Skills
• Sales Forecasting
• Promotional Execution
• Business Planning
• Channel Strategy Development
• Market Gap Analysis
• Soft Skills
• Interpersonal Communication
• Initiative
• Problem Solving
• Collaboration
• Relationship Building
• Industry Keywords
• Non-Traditional Retail Channels
• Airports
• Hospitality
• Theme Parks
• Healthcare
• Tools & Technologies
• Circana
• Power BI
• Numerator
• Kwikee
• Trade Rate Report
• #J-18808-Ljbffr