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National Account Manager 

Employer
Caselton Clark
Location
Nationwide
Salary
Circa £45,000 + Package including 20% bonus, car allowance, pension scheme, and private medical. 
Closing date
8 Oct 2016

View more

Business Sector
Food & Drink
Contract Type
Permanent
Hours
Full Time
Function
National Accounts, Sales

Job Details

National Account Manager 

The Opportunity:

We are searching for a National Account Manager on behalf of a global drinks brand. This role will be responsible for a diverse range of accounts including grocery, discounters as well as showcase accounts. Therein lies the opportunity for someone with a range of skills to take ownerships of these strategic accounts to continue the success of this premium account portfolio. 

The Role:

The National Account Manager will take responsibility and assist in the strategic development of the off-trade channel, focussing on an extensive portfolio of accounts within the grocery and discounter channel as well as some innovative growing segments within the business.  You will be expected to develop new strategies and initiatives which will increase profitable sales and margin growth in line with KPI’s and targets.  Reporting to the National Account Controller, you will be building and negotiating customer joint business plans to maximise commercial performance. The role requires an individual with the ability to fully understand the complexities of the business and present a clear vision of the company’s future. 

Key Accountabilities: 

  • Support National Account controller with evaluation and analysis of the performance of key national account plans. 
  • Responsible for the development, execution and evaluation of commercial plans (with P&L responsibility). This will include ensuring the plan is delivered across all formats in a timely manner to ensure maximum benefit to the company with a focus on key shopper trade up occasions
  • Forecast and manage customer demand plan to agreed levels of forecast accuracy with supply chain colleagues
  • Maintain customer long term and promotional pricing files to ensure invoice accuracy
  • Manage customer trade investment budget to ensure accurate and on target investment performance and reconciliation 
  • Own relationships with external cross functional customer contacts in supply chain, marketing, digital and regional contacts to deepen contact strategy and broaden customer penetration
  • Effective management of Trade investment to maximise brand building opportunities.
  • Manage customer trade investment budget to ensure accurate and on target investment performance and reconciliation 
  • Build strong relationships with key personnel both internally and cross functionally within our customers. 
  • Work with an enterprise-wide approach and within a structured pricing / trading platform to ensure the sustainable growth. 
  • Accurately forecast volume, value & margin.
  • Work with brands and customer marketing to deliver activity that is in line with brand guidelines.
  • Deliver promotional activity with emphasis on evaluating effectiveness
  • Seek new business & brand building opportunities both within the existing account base & new routes to market
  • Have the ability to take on other business building/ developing initiatives as well as deliver on the day job

Key attributes and behaviours: 

  • Take a broad perspective: A deep understanding of the business and its brands, as well as a thorough appreciation of the industry.  Demonstrating a whole business mind-set.
  • Have the energy, drive and desire to make things happen and to take greater accountability for the overall success of the business, even when this falls outside of the scope of your assigned role.  You should continually focus on performance, excellence and results and seek to go beyond what is expected.
  • Develop our people and organisation for the long-term
  • Be passionate and engaging
  • Identifying targets of greatest value based on a strategic assessment of the market landscape. Identifying insight within existing market, customer and shopper data. 
  • Proactively liaising with and leveraging knowledge within the Insights function. Fully leveraging insight developed within key accounts and adopting and developing an insights culture within the team.
  • Identifying and targeting key customer account personnel through an appropriate contact strategy that aligns with the customer engagement approach.
  • Applying sales framework and commercial proposition to existing and newly developed customer needs to deliver on sales targets.
  • Negotiating effectively in a best practice manner with key account personnel, adapting style in response to various buyer tactics whilst maintaining customer relationships.
  • Make timely, clear and prioritised choices

Preferable experience 

  • Experience in dealing with experienced Grocery buyers, regional contacts and other key customer contacts. 
  • Relevant commercial sales responsibility in a successful FMCG business at NAM level
  • Excellent history of negotiations with a proven track record within a results driven culture
  • Leadership skills, a strong team player with a proven track record of project management and the ability to work cross functionally.
  • An individual that has the courage and conviction to not only make considered and well-presented decisions, but to stand by them.
  • Great communication skills supported with a willingness to help drive a successful new business to the UK.
  • Graduate calibre preferred

To apply or learn more please email jessy@caseltonclark.co.uk to apply for the role.  

If you feel you are not suited to this role but know someone who is, please contact us for details of our generous referral scheme.

Caselton Clark are FMCG Recruitment Specialists based in Central London. We usually work on the following: On Trade Jobs, Off Trade Jobs, FMCG Sales Jobs, FMCG Business Development Jobs, Trade Marketing Jobs, Consumer Marketing Jobs, Regional Accounts Jobs (RAM, KAM), National Accounts Jobs (SNAM, NAM & NAE), Category Manager Jobs and Senior Level Jobs.   

Company

Caselton Clark was founded 10 years ago by Mike South. As Head of On-Trade at Red Bull he found that agencies didn’t understand his needs and didn’t listen when he explained them. They were just interested in meeting their output KPI’s.

So he decided to start an agency that work in partnership with their clients and send just 2-3 qualified candidates where the fit is perfect for both parties.

The team at Caselton Clark are different. They all have FMCG backgrounds so they understand the roles they work on and never suggest candidates until they’ve found the perfect fit.

We’d rather focus on the top candidates and the best roles than try to work with everybody. We take pride in really understanding what you want and having the industry knowledge to find it.

Company info
Website
Telephone
020 7559 6701
Location
390 Strand
London
WC2R 0LT
GB

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