Salesforce
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
Strategic selling
Marketing strategy implementation
Written and verbal communication
Goals and performance
Vendor management
Account management
Software
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