National Account Manager- High Street

THE COMPANY

We are a genuine market leader in the provision of soft drinks to the retail sector.

Having been successfully trading for over 100 years growing continually, especially over the past 10 years where we have demonstrated rapid growth by doubling our presence in the UK. We provide a wide range of soft drinks including both full sugar and low sugar options to the UK retail market, with our focus always being on taste and quality of the product.

Our established client base covers all channels within retail, with growth across all channels. Due to this sustained growth, we are seeking to add further personnel to our dynamic, successful sales team throughout the UK. We pride ourselves on having all the benefits of a corporate employer combined with a family company feel to all of our employees.

If you feel that this may be the right challenge for you within retail sales we would be delighted to hear from you.

JOB PURPOSE

The National Account Manager is responsible and accountable for the development of business within a designated (but flexible) group customers. The NAM will retain full responsibility for their customer or product portfolio within the team but will also provide support, direction and motivation of their direct reports where applicable.

The scope of the position covers day to day planning, development and evolution of sector trading strategies in conjunction with the Commercial Team, translating this strategy into winning customer plans and managing the accounts to deliver the plans within the agreed Commercial Investment budgets.

JOB CONTEXT

NAM on High Street, reporting directly to the Channel Controller managing an account base of Boots, Superdrug, SemiChem, Wilco’s, Bargain Booze and Majestic Wine managing the full brand portfolio across the customer base.

The aim is to continue to deliver budgeted growth of the key four measures - Invoiced Revenue, Contribution, Market Share and Forecast accuracy through these accounts.

The Commercial Investment allocated is proportional to the customer turnover and growth potential across the brand portfolio and the NAM will be measured on the maximum return on this investment as well as the accuracy with which the systems around this are managed.

Given the significant range of the overall portfolio and changes in the customer’s Buying teams NAM’s may expect to have several different buying contacts as well as contacts across the broader spectrum of customer roles (supply chain, marketing, eCommerce etc…) 

 The NAMs are responsible for achieving the KPIs within their own account portfolios as well as the development of a business plan for each of their customers which target and delivers an agreed level of sales fundamentals (distribution, pricing, promotion, display, visibility). 
 
 PRINCIPAL ACCOUNTABILITIES

Channel Strategy 

  Achieve all agreed Key Performance Indicators by Customer within the agreed annual budget costings (e.g. Invoice Revenue, Customer Contribution, Market Share & Forecast Accuracy) 

  In conjunction with the NAMs/Controllers/Commercial, the NAMs will also be responsible for managing and increasing the overall Invoice contribution % through effective SKU mix management.

Monitor promotional activity to ensure brand strategies are delivered within the account base. Challenging key contacts within the account base to ensure we deliver maximum return on investment of promotional spend based upon analysis and evaluation of sales data.

Customer / BDM Management

Build, manage and network, at the appropriate level, with key contacts within the account base. (Managers / Directors / Regional Marketing Managers) to support the Sales Managers/LBDM/RBDM’s in growing the business and developing customer relationships which deliver overall company objectives.
Manage the PRP (Performance Review Process) ensuring that appropriate action (business and personal development objectives) are put in place and achieved, thereby filling any key skills gaps and motivating and developing direct reports.

In-store Execution

Responsible for targeting (via agreed KPIs) and communicating with the field sales force to ensure excellence in-store execution is delivered in line with expectations. 

Responsible for creating relevant support material for field sales team ie Visual.                                        

 Aids/Sales stories - and ensuring that they are delivered on time in order to facilitate monthly meetings and planning cycles.

Increase visibility and display effectiveness to raise the profile and importance of our products creating “Best in class” through accompaniment and motivating Field sales force.

KNOWLEDGE AND EXPERIENCE

(1)    Business related degree.

(2)    Minimum 2 years’ experience in an FMCG company with Marketing, Sales Promotion, P&L knowledge and experience in any category and any channel. 

(3)    Experience of head office account management covering sectors of the FMCG market.

(4)    Man-management experience is preferable but not essential

(5)    Excellent communication skills

(6)    Ability to generate and evaluate creative ideas and produce and implement a rolling activity plan

Midas Selection Ltd specialises in recruiting Sales and Marketing professionals across the Retail sector.
Midas Selection Ltd operates as an Employment Agency.  

All applicants send CVS to matthew.allen@midas-selection.com