Summary
Overview
Work History
Education
Skills
Software
Timeline
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Jonathan Kimball

Strategic Account Manager
Howard,Oh

Summary

Resourceful and results-oriented Account Manager driven to meet strategic account objectives and support overall sales volume demands. Establishes productive professional connections with decision-makers for major accounts and learns customer business thoroughly. Proactively assesses, clarifies and validates customer needs via ongoing networking and timely personal attention.

Overview

17
17
years of professional experience
5
5
years of post-secondary education

Work History

Account Executive

BEYOND Technologies Inc.
Columbus, Oh
09.2021 - Current
  • Build trusted relationships with clients by understanding business critical pain points and leverage SAP capabilities and solution selling to address
  • Run lead generation efforts by prospecting potential, and current SAP clients, using cold calling, email, and leveraging inbound leads to maximize pipeline potential
  • Collaborate with marketing on building digital marketing campaigns specifically designed to address business critical issues strategically targeted at specific industry verticals
  • Maintain CRM and leverage for forecast sales activity and revenue forecast. Current pipeline $16 million
  • Develop relationship with SAP Account Executives on prospective opportunities and drive sales cycle across multiple SAP products and services.
  • Negotiate sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships in the mid-market space for SAP.
  • Build and strengthen relationships with new and existing accounts to drive revenue growth.
  • Cross-sell products and services to clients to secure additional business and grow revenue streams.
  • Service accounts and proposed new products and services to maximize revenue.
  • Collaborate with internal teams to develop account strategy.
  • Qualify leads, built relationships and executed sales strategies to drive new business.
  • Cold call obtain referrals from SAP AEs and current customer base to develop sales pipeline.
  • Conduct integrated sales presentations to illustrate value of product or service and tailor call-to-action.
  • Present product concepts and offerings to meet client specifications and preferences.
  • Stay up-to-date on emerging industry and product standards and trends to revitalize accounts.
  • Execute successful sales strategies to convert leads into customers.

Sr. Strategic Account Manager

Retail Solutions Inc
Columbus, Oh
07.2017 - 09.2021
  • Consulted daily with Key Strategic Enterprise Clients on relevant opportunities, driving measurable value in sales, category management, supply chain, store execution and other strategic initiatives
  • Built cross functional relationships across Key Strategic Clients at Corporate and Local team levels; ensuring seamless communication and crystal-clear goals of defining success
  • Helped to identify critical business needs leveraging BI reporting solutions that delivered against joint business goals
  • Developed value creating reporting solutions that drive value creation and create actionable insights based upon customer’s needs
  • Tracked and measured created value, building collaborative business environment with goal of client renewal, increasing engagement, and identifying upsell opportunities
  • Identified sales opportunities and collaborate with Sales to generate pipeline, close revenue and attain quota. 2018-2019: 100% , 2019-2020, +125% , 2020-2021, Renewal and 100%.
  • Built credibility and trust to influence client's buying decisions.
  • Partnered with internal resources to present additional value and expertise to clients.
  • Engaged functional areas across prospect or client organizations to uncover future business opportunities.
  • Created demand by matching business problems to product and service solutions.
  • Monitored sales performance metrics to achieve strategic account objectives.
  • Increased customer retention and satisfaction by coordinating go-to-market strategy, implementation and post-sales service experience.
  • Established client and market priorities to execute strategic course of action.
  • Suggested solutions and innovative ideas to meet client needs utilizing data sets from multiple retail verticals

Senior Key Account Manager

Anheuser-Busch
Dallas, TX
07.2015 - 07.2017
  • Managed Anheuser-Busch’s Walmart business across 4 states including Northern Texas, Oklahoma, Arkansas, and New Mexico exceeding $130 million in revenue
  • Worked jointly with National Account Team in Bentonville and Region 5 Retail teams to coordinate, and communicate, key sales and marketing strategies driving 2 out of 4 states positive in 2016
  • Collaborated with Buyers, Market Managers, and Store Managers to ensure seamless execution of Walmart’s priorities and execution of joint business plan
  • Created and maintained relationships with 37 unique AB wholesalers and their Key Account teams, keeping lines of communication open and flowing
  • Over communication key to leading country in distribution of new items for both spring and fall resets in 2016; +97%
  • Uncovered market level pricing, distribution or display issues and opportunities in over 370 Walmart stores; worked with wholesaler, AB field, and Walmart teams collectively to resolve or exploit
  • Built and communicated AB’s sales and marketing account level plans to field team and wholesaler partners to ensure seamless execution
  • Executed multiple display programs at greater than 84%, increasing displays by 6% in 2016 vs 2015
  • Drove share(+1%) and volume(.5%) by working closely with wholesaler key account teams during planning process to build localized plans aligning with both regional and national initiatives
  • Piloted Regional Account Manager program within the DFW area with focus on increasing execution. Results: 10% increase in displays and .5% share improvement
  • Analyzed key competitors to respond to competitive threats.
  • Created sales forecasts to target daily, monthly and yearly objectives.
  • Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
  • Analyzed sales to manage life cycle of product, inventory models and selling rates.
  • Conducted economic and demographic research and analysis to produce critical reports.
  • Fostered lasting relationships with wholesalers through effective communication and quick response, resulting in long-term loyalty
  • Selected correct products based on customer needs, product specifications and applicable regulations.
  • Recruited and trained new in position employees as part of a mentorship development training process, mentoring 2-3 per year.

Senior District Manager

Anheuser-Busch
Alexandria, Va
04.2014 - 07.2015
  • Managed 4 wholesaler markets across Northern Virginia, totaling 7 million cases: approximately $121 million in annual revenues
  • Drove and built accountability through daily interaction with key wholesaler management to ensure execution for Targeted: Displays: +95%, Distribution: 97%, and Trade Programs: 96%
  • Coordinated and communicated with Anheuser-Busch Key Account Managers, marketing, and key account activities to wholesalers, driving volume +0.5% vs LY and maintaining share in craft centric market at +0.01
  • Communicated and developed relationships with Military branch buyers and coordinated with AB Military teams on programs regarding pricing, new products, sampling, and volume driving programming: Results 2% lift in volume vs PY
  • Collaborated with sales teams to develop optimized go-to-market strategies during wholesale planning process, aligned plans with regional and national initiatives leveraging newest sales and merchandising procedures
  • Implemented and developed price calendars, promotions and plans with PPM and Region teams to maximize revenues and share within market.
  • Revitalized operations and realigned plans to better capture new opportunities and take advantage of changes in customer habits.
  • Built positive and productive relationships with key accounts, wholesalers, store and field leadership.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Optimized in-store merchandising and monitored inventory availability to increase sales.
  • Coordinated with other district managers to actualize performance improvement strategies.
  • Held meetings with wholesale and regional teams to identify techniques to overcome sales obstacles.

District Manager

Anheuser-Busch
Bloomington, IL
07.2011 - 04.2014
  • Managed 5 complex markets in Central Illinois producing ~ 6 million cases and ~+$84 million in revenues
  • Collaborated across departments to build localized plans to drive incremental, sales, and share through both independent and retail channels.
  • Increasing market volume in 2011: +0.5 and 2012: +1.07%
  • Managed variable FOB pricing across district including multiple price zones in Bloomington MCAs
  • Optimized team performance with newly implemented sales and merchandising procedures based upon consumer buying and market trends
  • Modeled best practices for sales and customer service.
  • Optimized in-store merchandising and monitored inventory availability to increase sales.
  • Coordinated with other district managers to actualize performance improvement strategies.
  • Built positive and productive relationships with wholesaler, store and field leadership.
  • Ensured regional and national objectives were cascaded and aligned throughout wholesaler sales organization resulting in City Beverage AOE winner, and 3 out of 5 wholesalers attaining Gold status
  • Aided in 3 EAM/Successor manager transitions
  • Volunteered member 2012 Performance Improvement Team member, focus on engagement (Communication): Results: 3% engagement improvement score.

Sales Representative

Anheuser-Busch
Canton, OH
04.2005 - 07.2011
  • Consistent top 3 performer in Pay for Performance
  • Drove execution of objectives in both on and off premise accounts to maximize key AB initiatives to achieve local, regional, and national goals. Maintained +90% execution 2007-2011
  • Maximized account level plans to obtain territory objectives within assigned account list
  • Lead wholesaler in distribution percent behind brand launches of Bud Lt Lime, Bud American Ale, and Bud Select 55
  • Worked with key chain and independent accounts to deliver sales-oriented goals that were tracked and measured monthly, delivering positive sales 2008-2010, 2010 (+1.35%)
  • Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
  • Tailored sales approaches and techniques to specific client needs to increase marketing effectiveness.
  • Evaluated inventory and delivery needs and optimized strategies to meet customer demands.
  • Increased sales by offering consultation on products and services and applying customer service and upselling techniques.


Education

Bachelor of Science - Business; Marketing

Ohio State University
Columbus, OH
09.1999 - 12.2004

Skills

    Relationship building and management

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Software

Salesforce

Gainsight

IRI

Microsoft Office

Timeline

Account Executive

BEYOND Technologies Inc.
09.2021 - Current

Sr. Strategic Account Manager

Retail Solutions Inc
07.2017 - 09.2021

Senior Key Account Manager

Anheuser-Busch
07.2015 - 07.2017

Senior District Manager

Anheuser-Busch
04.2014 - 07.2015

District Manager

Anheuser-Busch
07.2011 - 04.2014

Sales Representative

Anheuser-Busch
04.2005 - 07.2011

Bachelor of Science - Business; Marketing

Ohio State University
09.1999 - 12.2004
Jonathan KimballStrategic Account Manager