Account Executive, Channel Business Development

Starbucks - Charlotte, NC 28262
Starbucks - Charlotte, NC 28262
Starbucks - Charlotte, NC 28262
Job Description
Job Summary and Mission

This account executive position is responsible for representing the Starbucks at home coffee business within assigned accounts. This position contributes to Starbucks success by driving market share, increasing gross revenue, net revenue and effective trade management. The successful candidate will effectively develop customer-specific sales, category, and marketing plans within the assigned retail customers.

Current assigned customers for this role include but not limited to:

- Dollar General
- KVAT / Food City
- Lowes Foods
- Ingles

Summary of Key Responsibilities

Responsibilities and essential job functions include but are not limited to the following:


Setting goals for the work group, developing organizational capability, and modeling how we work together

- Identifies and communicates key responsibilities and practices to ensure the immediate team of peers promotes a successful attitude, confidence in leadership, and teamwork to achieve business results.
- Supports the implementation of company programs to ensure the success of the Company
- Provides leadership to brokerage counterparts, field Retail Operations Teams and partners via ongoing communications, market visits, customer-specific program presentations and individual coaching
- Manages cross functional relationships required to ensure that agreements and initiatives are developed fully
- Maintains appropriate internal controls to ensure Starbucks assets are safeguarded
- Leads discussions and pre-planning process in preparation for Joint Business Planning meetings

Planning and Execution

Developing strategic and operational plans for the work group, managing execution, and measuring results

- Prepares, communicates and educates client groups and team on changes in policies and practices within the organization
- Plans and manages business unit and department processes and practices to ensure that programs are aligned with company business goals and objectives
- Develops and implements CPG retailer-specific annual sales plans focused on product distribution, placement, pricing and promotional activity in line with established Starbucks Sales Fundamental Guidelines
- Manages Starbucks promotion funds efficiently and effectively and in line with internal controls by leading the customer to use and manage promotional funding in an efficient and productive way
- Works in conjunction with Shopper Marketing Manager to design and recommend consumer marketing programs to the customer
- Works closely with Category Management teams to analyze data and trends relevant to the Category Review Process
- Sell new item initiatives to meet and or exceed brand objectives
- Manages Starbucks internal sales planning tool to deliver customer-specific business plans to drive assigned sales and profit goals
- Implements key customer initiatives and business goals
- Prepares for the negotiation process with team members and Sales Agency ensuring all are in alignment with the goals and expectations of the process with customer

Business Requirements

Providing functional expertise and executing functional responsibilities

- Manages all details related to the day to day business i.e.: volume-forecasting-deductions, price changes, and all administrative issues
- Plans, directs, and communicates monthly, quarterly and annually business plans to internal (CPG
- Leadership, Brands, SCO, Planning, etc.) and external (Acosta) stakeholders
- Provides a link between the customer and Sales Planning organization at Starbucks
- Delivers business and category reviews, including product and merchandising initiatives, performance measures, and on-going tactical plans
- Builds strong relationships with assigned customers up to the director level of their organization
- Updates and advises leaders to business challenges requiring gap planning and process improvement
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