National Account Executive
ARYZTA is for people who are passionate about what they do and doing it well. We take pride in our high quality, delicious food and in our leading position as the world’s number one frozen bakery.
Our employees are one of our key ingredients, and together they play a critical role in driving the continued success of our business.
We are always looking for great people to join our diverse global team and we have opportunities spanning a wide range of areas including; Production, Logistics, Finance, IT, Sales, Quality, HR and much more.
In ARYZTA, every day is different. If you are resilient, ambitious, and a team player, ARYZTA could be the place for you to thrive and grow in your career!
National Account Executive
BUSINESS GROUP: Aryzta Food Solutions
LOCATION: Southall - National Accounts
Dynamic self-starter & finisher Must be a self-starter – able to see opportunity and pursue it with guidance but not permission.
A true foodie and also commercially astute, highly capable in developing opportunities from zero quickly but also able to reverse business decline and take existing businesses forwards.
Highly able communicator and presenter; appropriately confident and a leader, looking to be at the front of the queue balanced with not being over pushy.
Able and willing to work with autonomy but a wider understanding of a large business environment – immediate team and wider team player.
Open minded, progressive, persuasive, assertive, empathetic, resourceful, competitive, focused, driven & dynamic
PURPOSE OF ROLE
Deliver sales forecast and revenue, EBIT from assigned National or Development accounts
Managing a minimum of £3m+ T/o with a sector target of £5m+ sales value, across a portfolio ledger.
Implement Sector Strategy
Deliver customer business plan with targeted forecasts
Directly own the contracted end users – with direct & field support
Contracts – Manage & negotiate with Line management / Finance New business opportunities.
Identification & Management – Pricing, Supply, Contracts and communication to field support.
Customer Contact Strategy – Getting inside the business – Touch points
Engage NAC to drive business relationships in top accounts
REPORTING AND KEY RELATIONSHIPS
The National Account Executive would report to the National Account Controller
Key business contact in customer network, Buyers, Chefs, Supply chain, Marketing, Finance, Telesales, Operations – Key TSE’s for site level implementation
Target contacts Buying Team, NPD teams, Chefs, Associations, Buying groups
Internal Aryzta team – Marketing, Operations, Telesales, Regional sales teams & Management, Commercial Finance, Chef teams
DUTIES AND RESPONSIBILITIES
Develop a customer by customer plan. – Working and reviewed monthly with Line manager against KPI’s using account development template.
Develop Account Plan For Each Customer in line with the Company / Business Unit Plan to deliver Sales Value Target & Margin EBIT forecast and budget within each customer across your account portfolio.
(Focused plan on Forecast management – Seasonality, Monthly Cycle, Holidays, Local/Regional/National Events – Focused Phasing)
Work with NAC and Head of Product to develop appropriate ranges to target sector at least twice per annum (sales cycle) - manage size of the opportunity – Report & Present.
Devise, implement & execute a promotional plan which will include NPD, promotional offers and menu development & listings aligned to customers strategic direction / Focus & development plans.
Accountable for Completion of written correspondence (contact reports 48hrs post call) regarding meetings, proposals, re-negotiations, presentations. Create File drive for internal teams reference to actions.
Accountable to Ensure customers and their units are on the correct pricing levels as agreed to avoid any credits and proactively manage credit risk customers. (Linked to finance to ensure accounts run smoothly)
Finance engagement - regularly review margins / EBIT being achieved versus targets, reduce/manage credit risk customers, ensure pricing on file is correct at each customer level to avoid unnecessary credits, and look for ways in which to service customers which will deliver incremental profit; through a RTM strategy, customer product mix, electronic trading, field and telesales support, central distribution.
Work with the National field sales and Telesales teams to design and implement tactical activity in your accounts to support your account plan. – Aligned and agreed with head(s) of FS 3 months in advance.
The individual will have responsibility for managing a min of £2m+ sales value across a range of customers and the appropriate margin target assigned to those customers.
Accountable for financial 1-2-1 account management with Commercial Financial Managers monthly. Price increase management – Review all options for price increase with customers Annually, or as requested
Reporting performance and proposing range rationalisation / Margin enhancement at all levels by product management
Challenges oneself to fully understand ROI & Customer P&L’s – Able to present these at appropriate level to the key stakeholders
Decision Making Level/Complexity
Strategic Planning – Understand the bigger picture. Taking a holistic view and setting clear direction to the route to be taken to deliver your plan. Plan Do Review.-Report (PDRR)
The individual will be required to lead & manage financial proposals together to win, retain and/or re-negotiate existing/new customers. Manage all areas of ‘What if’ Investment, ROI, Promotions, Contracts, Key influencers.
These proposals will require a full rationale and a plan for sign off from the NAC &/or Commercial Director
The individual is also required to put together the appropriate financial paperwork used in order to sign off requests for new and or existing sku’s that require a change in price. Care must be taken to ensure that the latest pricing calculator or business modelling tool is always used for proposals being submitted and signed off.
NPD Management – clear thinking in the deletion / origination of NPD
People Management Responsibility
Not Applicable As Part Of This Role
EXPERIENCE AND QUALIFICATIONS/TRAINING
Ideally degree educated (Business discipline)
Experience of Key & some National Account Management (ideally in a food related business)
Sales experience & Sales Skill, Developed Competencies
People Person / Manager
Dynamic – ‘Go Getter’ – Highly Motivated
Good Communicator – two way
Clear Thinker, Active Doer
Flexible & Nimble to Change
KNOWLEDGE AND SKILLS
Strong negotiation skills and the ability to influence & present at all levels
Highly developed Presentation skills
Clear confident communication skills both verbal and written
Highly developed numerical skills, complete P&L understanding to Senior Management level
General interest in people
Demonstrable drive and enthusiasm
Customer Plans - Live Monthly - KPI Performance Tracker.
Key Customer / End user Contact strategy – Managing the chain and key decision makers.
Sales Reporting Tools – Weekly Sales Reporting – Sales & Margins Actuals v Targets
Total accountability / Management LTA/Settlement Discount Measures in line with contractual obligations
Development Of Development / Marketing Plan in line with contracts, and or use of marketing promotional plans
Account Plan objectives set versus achievements
- Factor II: Results - Focusing on Performance Holding self and others accountable to meet commitments
- Factor I: Thought - Understanding the Business Building strong customer relationships and delivering customer-centric solutions with pace
- Factor II: Results - Taking Initiative Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm
- Factor II: Results - Focusing on Performance Consistently achieving results, even under tough circumstances
- Factor III: People - Influencing People Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
- Factor I: Thought - Understanding the Business Interpreting and applying understanding of key financial indictors to make better business decisions
- Factor IV: Self - Being Flexible and Adaptable Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.
- Competitive salary package
- Perk box discounts
- Employee referral scheme
- Baby bonus scheme
- Life Insurance
- Pension scheme
- Cycle to work scheme
- Discount on products