National Account Executive

Location
Southall
Salary
Competitive
Posted
12 Dec 2018
Closes
12 Jan 2019
Business Sector
Food & Drink
Hours
Full Time
Contract Type
Permanent

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

PERSON PROFILE:

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.

Financial Responsibility

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
Team Player
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

KEY MEASURES

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

COMPETENCIES

Ensures Accountability

  • Factor II: ​Results - Focusing on Performance Holding self and others accountable to meet commitments

Customer Focus

  • Factor I: Thought - Understanding the Business Building strong customer relationships and delivering customer-centric solutions with pace

Action Oriented

  • Factor II: Results - Taking Initiative Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm

Drives Results

  • Factor II: Results - Focusing on Performance Consistently achieving results, even under tough circumstances

Communicates Effectively

  • Factor III: People - Influencing People Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences

Financial Acumen

  • Factor I: Thought - Understanding the Business Interpreting and applying understanding of key financial indictors to make better business decisions

Nimble Learning

  • Factor IV: Self - Being Flexible and Adaptable Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.

Package:

  • Competitive salary package
  • Car
  • Perk box discounts
  • Employee referral scheme
  • Baby bonus scheme
  • Life Insurance
  • Pension scheme
  • Cycle to work scheme
  • Discount on products

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