Job Description

Job Description

Job Description

Position Summary:

The Senior Key Account Manager serves as an internal management function for the Alternate Sales Division (private label, retail, Ecommerce, and CWI Manufacturing). The primary responsibilities are to manage the flow of goods from MZB-USA to key accounts, which includes tracking and analyzing our green coffee position and providing input on appropriate timelines to adjust list prices. This includes:

• Manage key accounts by representing your team externally with key clients
• Internal collaboration with senior management and supporting positions
• Create and present pricing options protecting MZB margins while aligning with pricing goals of customer
• Frequent review of green coffee receiving and priced position
• Ensuring packaging inventories are aligned with production plans
• Input, track, and measure retail promotional activities, ensuring that opportunities for promotion are maximized by the customer
• Communicate all pricing adjustments to internal stakeholders and customer-level buyers.
• Analyze all requested margin adjustments

Job Duties:

Develop customer-facing relationships that are primary to the coffee category. This is inclusive of brokers, buyers, assistant buyers, and inventory control specialists on a worldwide basis

• Ownership in development of pricing scenarios for green coffee based on ownership position, and coordination with finance and commodities teams to align contracts and accruals to achieve customers target shelf price
• Negotiate pricing strategies with corporate buying teams and MZB-USA finance
• Execution of pricing adjustments after scenarios are accepted by account
• Provide sales support in the form of both presentation development and delivery of presentations to corporate buyers for private label business and regional buyers for control brands
• Sell control brand offerings to regional buyers
• Collaborate with relevant internal departments (Finance, Commodities, Operations, Quality Control, Marketing, Sales, R&D, Purchasing, and Logistics-Deductions) to comply with all customer policies, procedures, and sustainability goals
• Develop tailored solutions for customer needs and requirements, and increase customer loyalty by offering strategic solutions aligned with their goals
• Communicate with all appropriate buyers before any disruptions to business
• Review all invoiced orders with Key account coordinator to appropriately measure green coffee ownership position and price
• Ensure all records are updated as necessary for all locations, worldwide

Secondary Functions:

• Maintain records of customer policies and ensure MZB-USA is in full compliance
• Complete all necessary documentation as required by customer either directly (buy docs, margin adjustments, commercial invoices, and product stickering for international regulatory compliance) or through coordination with other MZB-USA departments (Quality Assurance, Operations)
• Understand and be proficient in utilizing MZB-USA reporting systems for internal reporting of sales activity
• Develop the ability to extract data and analyze trends using tools such as Power BI and SharePoint.

Qualifications & Requirements

• Bachelor’s degree, preferably with emphasis on finance
• Minimum of four years’ experience in a position that requires analytical support
• Experience in consumer product goods / private label brands and managing broker relationships
• National account experience with large club retailers, such as Costco, Sam’s Club, etc.
• Acute attention to detail, accuracy, and organization
• Capability to develop sales presentations
• Interest in developing sales skills with an openness to attend sales presentations
• Ability to manage/develop/improve processes and utilize tools to track and report progress against key initiatives
• Proven ability to analyze complex issues, suggest solutions, and embrace change that enables long-term value creation
• Excellent analytical, mathematical, and problem-solving skills
• Ability to work independently and as part of a team
• Knowledge of business principles, practices, and regulations.
• Must possess customer focus with a strong sense of urgency
• Must exhibit strong interpersonal communication skills for both internal and external communication
• Must have very strong computer skills (Word, Excel, PowerPoint, Outlook, Adobe Workfront) and the ability to function in customer proprietary software programs, additional capabilities with other presentation software packages a plus
• Willingness to travel for no more than 10% of time

Equal Opportunity Employer: disability / veteran. All qualified candidates will receive consideration for employment

without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran

status.

Massimo Zanetti Beverage USA is proud to be an equal opportunity employer and we are committed to creating an

inclusive workplace environment for our family of employees. MZB-USA recruits and advances qualified applicants

without regard to race, ethnic or national origin, gender, sexual orientation, genetic information, age, religion, marital

status, military service, veteran status, political affiliation, disability, or any other status protected by law. MZB-USA

also prohibits discrimination and harassment of any kind and is fully dedicated to the safety of its workforce.

General Statement

This is a summary description of the general duties and level of work assigned to this position. It is not a full and comprehensive list of all possible responsibilities and tasks.

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