KENNETH SURBER
Austin,TX
Summary
Seasoned Senior National Account Manager with robust history managing and growing key national accounts. Demonstrates solid leadership in team building, strategic planning, and decision-making. Known for strengthening client relations, optimizing sales strategies, and delivering impactful results in previous roles. Exhibits strong negotiation skills and ability to drive revenue growth and a collaborative team culture.
Overview
17
17
years of professional experience
Work History
Senior National Account Manager
Tropicana Brands Group
Austin, TX
07.2024 - Current
- Currently working wholistically with Albertsons Corporate and Division Levels on Tropicana Brands total portfolio including Orange Juice and chilled beverages, Naked Juice Smoothies, Pure Leaf Artisan Teas, Kevita Kombucha and Starbucks chilled coffee.
- Collaborating with multiple category lead buyers in dairy, produce, Carbonated Soft Drinks and Grab & Go for the grocery channel
- Worked closely with internal partners such as finance, operations, logistics, and legal, ensuring alignment of resources needed to achieve business objectives.
- Collaborated with marketing teams to create promotional materials for targeted customers.
- Conferred with management to offer feedback on operations and promotions based on customer preferences and purchasing habits.
- Analyzed sales space capacities based on system parameters, securing high stock availability.
- Created presentations for prospective clients outlining product features and benefits.
- Maintained detailed records of customer interactions, including updates on account activity and changes in customer needs or expectations.
- Managed monthly forecasting process for all assigned accounts.
- Boosted profit opportunities, generating new accounts and successfully managing existing customer base to meet advertising needs.
- Worked effectively in team environments to make the workplace more productive.
- Utilized CRM software systems such as Salesforce, IRI and Nielsen to track account activities and progress towards sales unit and revenue goals.
- Assisted in developing pricing models based on market conditions and client needs.
- Researched industry trends, competitor activities, and other relevant information necessary for effective decision making.
- Grew brand awareness by increasing market penetration with customer-focused approaches.
- Created new product penetration and retail market opportunities to improve bottom-line profits.
Director of National Accounts
ZOA Energy Drinks
Austin, TX
09.2023 - Current
- Direct Contact for key National Customers in small Format, Large Format and Drug Channel - Central, West, Southeast Predominately
- Direct relationships in the following national accounts:
- Circle K National - worked directly with national procurement team to manage and build 2023 and 2024 contracts for national placement in most or all divisions (Currently in 5 divisions of Circle K with active relationships in the remaining divisions and discussions to expand to all 13 divisions upcoming this month)
- WAWA - Currently placed in 200 locations and active working relationship to expand over 500 locations in 2024
- HEB - Solidified relationship with over 8 years of partnership with multiple buyers and categories
- Key customer in 2024 with ZOA selling over 100 Units per store per Week, actively on display and one of our leading volumetric partners in the united states with ZOA Energy
- Sheetz - Placement in over 700 locations, leading price, promo and marketing activation for 2024 planning
- Kroger / Albertsons - Experience working with Albertsons Nationally and Division level - ZOA placed in 4 divisions of Albertsons and 5 divisions of Kroger and working to national expansion
- Key Regional Account Relationships:
- Central - HEB, Circle K TX, 7-11 - FOA, United Albertsons, Loves, Pilot
- West - Jacksons, Save Mart, Raleys, Chevron, AMPM/Thorntons, Terrible Herbst
- Northeast - WAWA, Sheetz, CVS
- Southeast - Circle K, Cumberland Farms, Publix
- Additional Skills:
- Vast experience working with Distributor alignment
- Utilization of key data platforms to build factual based sales strategy and designed fully integrated 360 plans with defined goals, objectives, Actions, Deliverables and Timeframes (IRI, Nielsen, Margin Minder)
- Developed core pricing & promotional strategy with National partners with manageable and attainable goals from Buyer to distributor and field team
- 2023 Key Wins - Gained placement in 600 AMPM locations in 2023, Placement in 5 of 13 Circle K Business Units in 2022 selling over 980K units in L52Weeks, ZOA is the #8 selling Energy Drink in Circle K Texas in less than 2 years
- Drove ZOA energy to the #3 selling Energy brand in HEB in the Healthy Living Category
- Assisted in National Placement in 7/11 beginning in March 2024
Sr. Division Sales Manager
Reynolds American Inc.
Chicago, IL
07.2020 - 09.2021
- Lead team of Account Sales Managers covering the Midwest geography consisting of over 800 convenience gas/grocery and tobacco/vapor outlets
- Responsible for 3 Regional Markets of Key Accounts (Circle K Heartland, 7-11-Corporate IL and Casey's Convenience Midwest)
- Identify specific opportunities with field sales team and coach on building SMART goals to maximize territory volume output across all categories
- Lead customer/consumer engagement skill certifications with emphasis on Critical Selling Skills, Strategic Storytelling and Identifying Marketplace Opportunities
- Develop high performing diverse culture with focus around data analytics, leadership capabilities and personal development
Key Account Manager
Reynolds American Inc.
Austin, TX
01.2018 - 06.2020
- Develop customer relationships and execute customer strategic growth plans that align with corporate growth and financial goals
- 49 store chains to secure our Elite Vapor Program netting an additional $230,000 in retail sales in 2020 (31 Account Managers total)
- Ranked #1 Account Manager in Peer Rankings in the Southern US Sales Area in 2020
- Managed category programs, pricing strategies and business building relations with Mid-level Regional/Area Account Management to include key accounts Murphy USA, Circle K, 7-11 and larger regional accounts in West TX totaling 530 outlets
- Conducted monthly sales meetings with stakeholders around tobacco performance, target areas of development, brand education and category profitability
Regional Account Manager
Reynolds American Inc.
Idaho Falls, ID
01.2014 - 03.2017
- Increased territory Nicotine alternative products by 65% year over year in 2017
- Trusted Tobacco Business Advisor for 375 retail convenience gas/Tobacco/Vapor outlets across Southeastern Idaho and Northern Utah
- Executed Point of Sale, tobacco category presence and consumer engagement activities
- Developed territory business plans around top performing outlets to execute pricing, product availability and brand presence
- Was awarded with High Performance ratings all 3 years in position
Account Sales Manager
Admiral Beverage (Pepsi Distributor)
Idaho Falls, ID
01.2008 - 01.2014
- Worked directly with key Account stakeholders/owners in Regional Convenience Gas and Grocery outlets to align brands to business needs
- Directly managed 3 Class A rated Route Delivery Drivers and 4 Convenience Gas/Grocery store merchandisers
Education
Bachelor of Science - Organizational Leadership
Arizona State University
01.2017
Some College (No Degree) - Football Scholarship
Northwest Missouri State Univ.
High School Diploma -
Shoemaker High School
Killeen, TXSkills
- STRATEGIC PLANNING AND DEVELOPMENT
- PROJECT MANAGEMENT
- SUPPLY CHAIN MANAGEMENT DSD & DIRECT
- WHOLESALE ALIGNMENT-COOP CONVENIENCE
- MICROSOFT EXCEL/OFFICE
- SALESFORCE
- JOINT BUSINESS PLANNING
- FORECASTING AND ANALYTICS IRI, NIELSEN
- DIGITAL MARKETING AND ACTIVATION
- PDCA TRAINING CERTIFICATION
References
- Gibran Jones, Director, Numerator, (773) 469-8693
- Elly Villescas, Senior Key Account Manager, Smuckers, (502) 381-9661
- Eric Martin, National Account Manager, Newell Brands, (517) 795-9590
Timeline
Senior National Account Manager
Tropicana Brands Group
07.2024 - Current
Director of National Accounts
ZOA Energy Drinks
09.2023 - Current
Sr. Division Sales Manager
Reynolds American Inc.
07.2020 - 09.2021
Key Account Manager
Reynolds American Inc.
01.2018 - 06.2020
Regional Account Manager
Reynolds American Inc.
01.2014 - 03.2017
Account Sales Manager
Admiral Beverage (Pepsi Distributor)
01.2008 - 01.2014
Bachelor of Science - Organizational Leadership
Arizona State University
Some College (No Degree) - Football Scholarship
Northwest Missouri State Univ.
High School Diploma -
Shoemaker High School
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