National Account Manager – Tesco

Passionate about great beer? Love to sell great brands? We’re looking an enthusiastic candidate to build compelling plans with Tesco & One Stop, on brands such as Carling, Corona, Coors Light, Cobra, Grolsch and Doom Bar, to name a few. Your role will be to make these great beers available to purchase in the right outlet, at the right value by understanding the customer, consumer and shopper needs. Using this insight, we’ll expect you to develop comprehensive Customer Business Plans, and sell and implement that plan through to store. Working alongside a multi-functional team of Supply, Customer Marketing and Category Managers, the successful candidate will have a strong business development mind-set, with the ability to identify growth opportunities and build sales plans to reflect the potential.

Role Description

1. Develop detailed understanding of your customer. Understand and develop in depth knowledge of their strategies, financial expectations, outlet portfolio, consumer/shopper profile, retail marketing profiles and tactical execution requirements, operations environment and customer needs – including personal needs of key contact/influencers within the businesses.
2. Develop the Customer Business Plan to MCBC standards, including detailed SWOT, Strategies and initiatives, customer activity calendar, investment schedule, trading plan, distribution plan and pricing strategy/schedule and ensure that all internal stakeholders understand the Customer Business Plan and what it means for them. Work with the Customer to develop the Joint Business Plan and to negotiate and agree the trading Contract.
3. Work with Customer Marketing Manager to develop compelling Sales presentations that are structured on Category based structured selling. Sell and negotiate each activity, event or initiative to deliver the Customer Business Plan and the business objectives for the Customer (sales and margin). Work with Customer Marketing and Customer to implement agreed activity to achieve the desired look of success and performance. Co-ordinate Field Sales.
4. Work with Category Management to develop and deliver the Category Leadership Plan - customer specific Category Strategies, tactical recommendations/reviews and ensure that recommendations are implemented effectively.
5. Manage Customer Pricing files, review the Contract to ensure compliance and manage all Customer queries and co-ordinate logistics and finance teams to resolve issues quickly.

Required Experience/Qualifications

- Strong Sales/Account Management experience in the FMCG market at Head Office Level (ideally within the Grocery Channel)

- 1-2 year experience of working with complex format and category focused retailers, either within sales or sales support functions.

- Strong analytical skills essential with the commercial ability to then utilise the conclusions taken from the data.

- GAP Negotiation trained desirable (or equivalent)

- Qualification to Degree level highly desirable