National Account Manager - Healthcare - Vending - Home Based

Location
Homeworking - Ideally based in the North of England
Salary
Circa £40k-£45k + excellent bonus scheme
Posted
09 May 2019
Closes
09 Jun 2019
Ref
STMAY12
Business Sector
Food & Drink
Hours
Full Time
Contract Type
Permanent

National Account Manager - Healthcare - Vending - FMCG - Home Based

About the role:

As an integral part of the direct sales team the National Account Manager will lead the long-term growth strategy for the Vending sector. The role will be responsible for developing and maintaining a new business prospect funnel along with winning new business tenders to contribute towards the professional annual operating plan targets. The National Account Manager will work as part of a cross functional selling team with internal stakeholders across Marketing, Operations, Supply Chain, Demand Planning and Finance in order to deliver our growth agenda.

Key responsibilities of the role:  

Customers

  • Prospect new business in a structured manner; compile and manage a new business pipeline, demonstrating knowledge of the segment and long term opportunities
  • Quickly identify a wide range of target prospects to convert into the ‘perfect fit’ proposition.

Annual Operating Plan

  • Agree first year AOP target: NOS and GM in line with UK Professional plan and strategy.
  • Develop mitigating strategies to manage potential risk to plan achievement.
  • Agree longer term plan/ road map to achieving the 5-year growth strategy.

Segment Strategy

  • Identify and support the development of the correct ‘perfect fit’ segment proposition.
  • Work closely with marketing, finance and operations functions to fine tune the right go to market strategy, building a proposition that wins in this segment with full service proposals and ingredient supply.

Budget

  • Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.

Negotiation Framework

  • Plan approach to customer negotiations to optimise volume & value where appropriate in line with defined terms, business potential and timing and decide on local customer negotiation approach.
  • Utilising both customer and channel knowledge to lead negotiations anticipating potential challenges and building effective strategies to overcome them.

Marketing Spend

  • Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.

Qualifications

  • Sales experience within the Vending environment is essential
  • Demonstrate NOS, GM and EBIT growth achievement
  • Strong track record of prospecting, negotiating and winning new business
  • Structured approach to qualifying/ quantifying new business leads and pipeline/ database management
  • Excellent Leadership skills, Communications skills & People management skills
  • Good working knowledge of Coffee category in the Out Of Home market.
  • Commercially astute with P&L understanding and ability to leverage OOH metrics
  • Ability and confidence to negotiate at all levels and build networks
  • Excellent planning, org, communication, analytical and problem solving

If you're interested in finding out more, then please apply direct or send your CV to sarah@fmcgexecutive.com.

Please note that not all applicants will be successful.

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