Associate Regional Account Manager

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Manages accounts that are between $2Million - $5Million in annual sales.
• Plans and executes a sales strategy/plan throughout a country or an assigned territory.
• Sales strategy/plan should result in year over year increased sales dollar/units as communicated by the Sales Manager or VP of Sales and Marketing.
• Meets and exceeds established sales goals and reports to sales management on a timely basis.
• Develops forecast plan for each account and aligns with the company’s internal departments (i.e. marketing, purchasing). Develops price models and pricing strategy for accounts within territory to ensure product competitiveness and profitably maximizes sales goals. Maintains awareness of competition pricing activities with international customers to ensure competitiveness within the market and accounts.
• Conducts market research to better understand the market and opportunities. Develops market strategy and marketing promotional decisions based on this knowledge. Partners with the marketing department for marketing support.
• Builds undeveloped accounts, defines their sales potential, focuses on accounts that can produce more revenue, and increases overall revenue in the territory.
• Develops sales relationships by providing company and product information, advising and answering questions, purchase schedules, discounting and buying patterns; responds to customer service issues by phone and email; communicates with customers regarding policy changes, important dates, new products, payment terms and negotiations regarding credit terms.
• Communicates with the credit team, on qualifying, payment terms and credit terms for new and existing accounts. Ensuring proper communication between sales, credit and shipping teams on all orders processed and released.
• Works with the legal team to understand, learn and put together contracts for current and prospective customers.
• Cooperates with the purchasing, scheduling, and planning team with regard to the product availability, inventory planning and forecasting process where necessary.
• Performs regulatory requirement activities to ensure both NOW and the customer is in compliance with all required laws and documentation.
• Responsible for new product registration. Gathers all required documentation and partners with documentation team to evaluate and ensure company can provide all requested and required documentation.

• Provides technical information and support (with the assistance of Product Info, Quality Assurance and Quality Control teams).
• Sets up and maintains files and folders for related documents and correspondence for customers such as customer questionnaires and profiles, correspondence, international documentation for shipping and product registration, contracts and agreements, and other relevant documents.

• Learns and is able to execute on order entry, order uploads, calculating discounts, availability reports, running performas, running sales reports and ensuring all necessary steps in the order process is followed and completed.
• Travels to visit customers and prospects to build business and solicit orders as necessary.
• Complies with all safety and cGMP requirements.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

• Bachelors of Degree from four-year college or university. MBA a plus +
• Minimum of three - five years of account management or outside sales experience.
• International sales or business development experience preferred.
• Proficiency in other languages is a plus
• Knowledge of the regulatory requirements in the assigned territory. Knowledge of trademarks and contract experience working with distributors (NDAs, LOAs, AIDA).

OTHER SKILLS and ABILITIES

• Communicate effectively both verbally and in writing with customers and individuals both inside and outside the company.
• Ability to communicate effectively in a foreign language specific to the sales territory is a plus.
• Strong computer skills, including experience in word processing (Microsoft Word) and spreadsheets (Microsoft Excel).
• Organize time and set/adjust work priorities to achieve sales goals.
• Be tactful, diplomatic, self-motivated, persuasive, and proactive with a people-oriented personality for sales contacts.
• Flexibility, creativity, strong initiative, professionalism, and openness to change.
• Work cooperatively in a team environment.
• General support of and commitment to the health/natural food movement and willingness to learn product lines and their functions.
• Knowledge of health food industry and its products a plus.
• Curiosity and initiative to improve sales skills and increase industry knowledge.
• Ability to analyze sales report data to plan sales activity.
• Use initiative, judgment and creativity to solve problems.
• Ability to travel internationally possibly up to 3-4 times a year.
• Work flexible hours as needed for the business, due to the time differences in the territories. Early morning and evening hours may be required.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.