National Client Manager

Remote

Full Time

Manager/Supervisor

POSITION DESCRIPTION

BROAD FUNCTION AND SCOPE OF THE POSITION: The National Client Manager serves as the primary Affinity Group leader responsible to plan and facilitate and deliver the sales execution plan on behalf of the assigned clients. With knowledge of the respective client plans and objectives, the National Client Manager provides direction regarding the activities of the collective group of region-based client managers who in turn manage market specific sales objectives and local market execution via effective trimester planning and specific follow-through. The National Client Manager also closely monitors the various activities and performance results and takes necessary corrective actions to ensure Affinity Group maximizes all standard and incentive commission opportunities.

principal continuing Responsibilities of the position in order of importance:

Proactively manage the relationship and engage with sales management and cross functional leaders for assigned clients; demonstrate a deep understanding of their respective plans and objectives, sales strategies and GTM approach, and product portfolio dynamics and priorities.
With effective communication to appropriate region client managers, develop and prioritize specific business development strategies to deliver the sales goals of the assigned clients while leveraging the clients’ GTM strategies and the Affinity Group trimester planning process, CRM utilization, business analytics, etc.
Maintain and effectively communicate the clients’ GTM strategies, growth initiatives and innovation plans to the assigned region client managers; properly summarize and condense all client related communications to provide relevant insights and highlight what is most important and a priority for efficient and effective field execution.
Specific to the Trimester Playbook, is responsible to simplify, prioritize, and facilitate sales execution strategies on behalf of assigned clients, meet or exceed sales goals, and deliver mutually beneficial results; ensures clients meet necessary guidelines and timelines in accordance with Affinity Group’s trimester planning cycle.
Proactively analyze assigned client business results and collaboratively address any underperforming markets as needed with the corresponding region client management teams, particularly the Regional Vice Presidents/Directors of Client Management.
Maintain a complete understanding of contractual obligations/commitments made for assigned clients and ensure appropriate regional execution is commensurate with mutually agreed upon expectations, i.e. CRM sales call activity and pipeline reporting, national/regional business reviews/ check-in’s, scorecards, etc.
Construct, coordinate and lead top-to-top client business reviews that provide compelling insights that effectively highlight sales performance results with agreed upon KPI’s; provided drafts of the respective client business reviews to the respective region teams for review and possible modifications while also ensuring all region-level business reviews are consistent in format and content.
Along with the routine reviews of client business results, closely monitor Affinity Group sales execution and results in comparison to the requirements to maximize incremental commission incentives/bonus opportunities; devise and execute any corrective or enhanced actions with Affinity Group region contacts to ensure the client objectives are achieved and Affinity Group maximizes corresponding commission income.
Consistent with the above, work closely with the Regional Vice Presidents/Directors of Client Management to devise and execute any corrective or enhanced actions needed to ensure any incremental annual incentive provided by the assigned clients are achieved; oversee/manage the assigned clients’ annual bonus programs.
Are on the point and directly involved in any and all artificial intelligence (A.I.) opportunities with assigned clients; works effectively with the Sales Enablement team on client targeting, proposal drafting, negotiations, and execution which may also include the field sales teams; sets expectations for timing and execution with the client and sales.
Maintain a thorough understanding of the competitive and distribution market conditions including pricing, availability, customer contracts, promotion and new product launches that will generate growth by positively impacting the sales and profits of the assigned client products.
Lead new client on-boarding process working collaboratively with the client and internal sales and cross functional teams to ensure proper wiring/integration of the business.
Identify and share best practices among the Affinity Group team and work to maximize/fully leverage best-in-class execution techniques nationwide.
Bi-annually, work with Affinity Group reconciliations team to audit the commissions of the assigned clients; communicate and act appropriately with clients that have outstanding issues.

Knowledge, Skills, and Abilities:

7 to 10 years of experience in a manager role in a foodservice sales agency, or same experience with foodservice manufacturer(s) who utilize a contracted sales agency network.
Bachelor’s degree in management is preferred, but a degree in marketing, economics or finance is acceptable.
Proven track record of working as a business partner with sales agency management in the design and implementation of effective and efficient business development strategy and GTM execution.
Skilled leading individuals, teams, and an entire organization to embrace stated objectives and perform at a higher level.
Proficient in Excel spreadsheet and PowerPoint software.

Supervisory and Reporting Responsibilities:

Reports to Vice President, Client Management for Affinity Group

Physical Requirements/Working Conditions:

Predominately sedentary light office position with high frequency of keyboarding/computer work required (67% - 100% of the workday).
Flexible work hours to accommodate all US time zones
May require travel up to 50% of the time

The Affinity Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need.

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