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National Account Manager

Sales

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Posted: 21 December 2020
Location: Stockley Park
Contract:  Temporary
Salary:  Competitive

Overview and job purpose

The role of a National Account Manager (NAM) is to execute the SBF GB&I Commercial Plan in their Customer with the objective of meeting and exceeding the designated business KPIs.

Key responsabilities 

  • CUSTOMER MANAGEMENT
  • Develop and maintain a matrix of contacts across the Customer
  • Sell LRS products and plans to the Customer
  • Execute the Joint Business Plan with the Customer
  • Ensure all admin associated with the Customer is delivered to a high standard. This would include Promotional Proposals, Invoicing, Debt Management
  • EXECUTION
  • Develop a deep understanding of execution levers in the Customer
  • Working with Category and Shopper, execute the LRS Commercial Plan in the Customer using all appropriate levers to create maximum brand impact
  • Where appropriate, utilise Field Sales to deliver execution targets in Customer outlets
  • Working with Supply Chain to ensure the right levels of stock availability at all times
  • FINANCIAL MANAGEMENT
  • With the Controller develop an annual Customer plan to meet and exceed target KPIs (see below)
  • Forecasting all volume and working spend in line with agreed commercial calendar and customer activation
  • Delivery of the Customer volume, net sales and GP delivery within month, quarter and year
  • Actualisation of working spend in line with Customer invoicing to ensure accurate reflection of the Customer’s financial position
  • Monthly review and analysis of Customer performance versus plan and prior year
  • Regular communication of financial position of the Customer to Controller, Head of Channel and Finance with recommendations on how to improve
  • Regular evaluation of trade spend to ensure target levels of ROI are being met
  • Regular evaluation of execution spend (Shopper and Field) to ensure target ROI is being met
  • KPIs
  • INTERNAL: Gross Profit, Net Sales, Net Sales Per Litre, Gross Margin
  • EXTERNAL: Market Share, Distribution, Share of Space, Feature level

Let's talk specifics... What's the recipe for success? 

  • Degree educated or equivalent.
  • Top Four experience
  • Understanding of how an Account Manager/Buyer relationship functions.
  • Broad business knowledge and market understanding.
  • Experience of building relationships at all levels within an external organisation.
  • A tenacious and entrepreneurial approach in the role is key to building and sustaining new long term relationships.
  • Financial numeracy to be able to build strategically sound, financially robust proposals that exploit opportunities.
  • Strong capability in Excel and experience of TPM and Volume forecasting systems essential
  • A good understanding of the FMCG marketplace, its key players and projected market dynamics.