Senior National Account Manager

Location
Southall
Salary
Competitive salary package
Posted
19 Aug 2019
Closes
19 Sep 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!

1. ROLE: Senior National Account Manager
2. BUSINESS GROUP: Food Solutions
3. LOCATION: Southall - National Accounts
4. PURPOSE OF ROLE

Lead, manage, coach and develop a team of 1 National Account Manager and 2 National Account Executives across foodservice national accounts while driving forwards an assigned account portfolio.
Deliver sales forecast and revenue, EBIT from assigned national or development accounts
Managing a minimum of £5m+ T/o with a sector target of £10m+ sales value, across a portfolio ledger.
Develop & Lead Sectors Strategy – Managed Pubs, Hotels, Casual Dining, Contract Caterers & Education Sector / Healthcare Sectors & Government
Deliver customer business plan with targeted forecasts directly own the End users
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 – Org Chart – Touch points
5. REPORTING AND KEY RELATIONSHIPS
The Senior National Account Manager will report to the National Account Director
Key business contact in customer network, Buyers, Chefs, Supply chain, Marketing, Finance, telesales, Operations – Key TSE’s for site level implementation
Target contacts Buying Directors, NPD teams, Chefs, Associations, Unions, Health Authorities.
Internal teams – Marketing, Operations, Telesales, Regional sales teams & Management, Commercial Finance, Chef teams
6. DUTIES AND RESPONSIBILITIES
Develop a LIVE strategic sector plan – working and reviewed monthly with Line manager against KPI’s – Reviewed monthly.
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. This plan is to develop into a JBP with key customers – Aligned to Buys/customers own KPI’s (Easy to do business with)
(Focused plan on Forecast management – Education – Holidays – Focused Phasing)
Set and lead the strategic direction for the Channel/account portfolio that you are responsible for, including development and retention of existing business and new business opportunities. Sector specific range creation.
Exclusive School / Students range? 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 - Constantly 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.
Accountable for pricing defensibility is maintained and or implemented across the account portfolio/channel where customer operate across the UK market pricing defensibility is maintained.
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 3 months in advance.

Financial Responsibility?
The individual will have responsibility for managing a min of £5m+ 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 Board 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 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 skus 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?
Yes 3 Direct Reports
EXPERIENCE AND QUALIFICATIONS/TRAINING
Ideally degree educated (Business discipline)
Experience of people management and 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
Strategic Thinker, Active Do’er
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
ROLE PROFILE/ JOB DESCRIPTION
7. KEY MEASURES
Business Strategy & Customer Plans - Live Monthly - KPI Performance Tracker.
Key Customer / End user Contact strategy – Managing the chain and key decision makers.
Sales Reporting Tools – Daily 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
8. 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
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
  • Perk box discounts
  • Employee referral scheme
  • Baby bonus scheme
  • Life Insurance
  • Pension scheme
  • Cycle to work scheme
  • Discount on products
  • Car/ car allowance

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