Key Account Manager

About Philip Morris International (PMI)

Be a part of a revolutionary change! At Philip Morris International (PMI), we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future. With huge change, comes huge opportunity. So, if you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions. Our success depends on people who are committed to our purpose and have an appetite for progress.

This position sits with our Swedish Match affiliate. Swedish Match North America LLC, develops, manufactures, and sells quality products with market-leading brands such as ZYN nicotine pouches and other smokeless tobacco products. Our vision is “A world without cigarettes,” and our mission is to provide adult consumers with alternatives that are enjoyable but have a lower risk than smoking. We are one of the fastest-growing consumer-packaged-goods (CPG) producers and ZYN is the number one selling nicotine pouch in the US.

Philip Morris International is headquartered in Stamford, Conn., and its U.S. affiliates have more than 2,300 employees. PMI has been an entirely separate company from Altria and Philip Morris USA since 2008. PMI’s affiliates first entered the U.S. market following the company’s acquisition of Swedish Match in late 2022. Philip Morris International and its U.S. affiliates are working to deliver a smoke-free future. Since 2008, PMI has invested $12.5 billion globally to develop, scientifically substantiate and commercialize innovative smoke-free products for adults who would otherwise continue to smoke with the goal of transitioning legal-age consumers who smoke to better alternatives. In 2022, PMI acquired Swedish Match – a leader in oral nicotine delivery – creating a global smoke-free champion led by the IQOS and ZYN brands. The U.S. Food and Drug Administration has authorized versions of PMI’s IQOS electronically heated tobacco devices and Swedish Match’s General snus as Modified Risk Tobacco Products and renewal applications for these products are presently pending before the FDA. For more information, please visit www.pmi.com/us and www.pmiscience.com. #PMIUS

About the Role: Key Account Manager

In order to continually promote and create innovative products that support our vision, we are currently seeking Key Account Managers in the following locations: Houston, TX; Chicago, IL; Westchester, NY.

The successful candidate will develop a comprehensive business plan for his/her Region Accounts that actualizes the overall objective of the Region sales mission and its strategic direction to efficiently grow operating profits and revenues from year to year.

Your Day-to-Day Responsibilities

Leadership/People Development

• Reinforce the performance appraisal process through coaching, to increase growth and development of the sales organization.
• Provide a development plan for each Account Rep to ensure they have the necessary knowledge, skills and characteristics that will enable them to be considered for further advancement. Encourage through coaching.
• Evaluate Account Reps and recommend for reward and recognition. This requires the ongoing monitoring and upgrading of performance objectives and role standards.
• Participate in the process of evaluating and hiring Account Managers for the organization when the need arises. Corporate Human Resources, Business Development Manager, and the Region Director of Sales will support the process.

Space and Business Vitals

• Develop, lead and actualize a strategic business plan that will grow operating profits and revenue year to year with his/her assigned customer group. The focus will be against distribution, merchandising execution, identifying region growth opportunities, brand displacement, and category management.
• Understand and utilize syndicated data (I.R.I. Nielsen, and consumer) to identify space dimension opportunities. The purpose is to assist the BDM in setting region goals and objectives, develop the sales presentation, and support and assist in the region planning process.
• Identify and mobilize internal (BIM, customer service, marketing, sales leadership, sales operations, financial, production) and external resources that actualize specific space dimension improvement goals for top strategic region customers. (Space dimensions: pricing, distribution, display, displacement, mental).
• Manage and allocate local trade and promotional spending budgets with the objective of being aligned to region guidelines.
• Assess and evaluate the business results of his/her assigned customers and recommend strategic change strategies if necessary.

Operational/Structural/Conceptual

• Understands and translates national and regional policies, procedures, operating strategies, and plans to his/her account associates. This includes transferring knowledge and understanding of all personnel and vital business information.
• Create an environment where cooperation, credibility, candor, consistency and a commitment to exceptional performance exists. Focus on building growth opportunities and encourage individual thinking.
• Develop value-added customer and consumer strategy to maximize the sales mission of increasing operating earnings and revenue.

With Customers

• Develop and recommend strategies for internal and external customers business and review their coverage.
• Develop preferred relationships with customer's key decision-makers at all levels within the customer organization. Focus on being the customer's Category Manager to gain their respect and "top of mind" position.
• Review customer account to include assessment process; recommend improved strategies where needed.
• Understand customer and consumer needs and provide value-added products. Create leadership within the OTP category.

Who We’re Looking For

• College Degree or equivalent experience in key account responsibility preferred.
• Minimum five years or more experience in consumer goods area.
• Proven ability to communicate both verbal and written. Good presentation development and delivery skills are mandatory.
• Good analytical skills.
• Strong computer skills with Word, Excel, and PowerPoint.
• Developed computer skills.
• Ability to work with various class of trade accounts.
• Legally authorized to work in the U.S.

Compensation

Annual Base Salary Range: $90,000 to $120,000

Equal Opportunity Employer

PMI is an Equal Opportunity Employer. 28385

Key skills/competency

• Account Management
• Sales Strategy
• Business Development
• Customer Relationship Management
• Strategic Planning
• CPG Industry
• Data Analysis
• Presentation Skills
• Negotiation
• People Development