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Key Account Manager

3 months ago

Trowbridge, United Kingdom apetito Full time
Overview:

The Role and Team

Working from home covering the South West and West Midlands (including Somerset, South Wales, Wiltshire, Gloucestershire, Herefordshire, Birmingham and surrounding areas.)

The apetito Care Homes division is an award-winning team, partnering with 550+ care homes with over 21,000 residents enjoying our food every day. We are dedicated experts in the provision of food for older people, with chefs that create great food that we are all proud of.

Key Account Managers (KAMs) are responsible for winning new Care Homes business from smaller groups or homes that are independently owned. As Key Accounts make up approximately half of the UK market, our KAM team play a really important role in growing our business by attracting new partners.

The sales process will include food tastings where the KAM will show-off our simple 'product-system-service' solution. KAMs will also work closely with our Client Development Managers to mobilise new business and make sure that our partnership with new customers gets off to a positive and successful start.

As we pride ourselves on genuine partnerships, it is important that KAMs have excellent listening and questioning skills. This will give an important insight into the specific needs of potential partners and how the apetito system can best help them. KAMs will have excellent interpersonal skills and be able to quickly win the trust of a range of people that include Care Home owners, residents, loved ones and care & catering staff.

The KAM team has historically been a great introduction to apetito with successful KAMs going on to win promotion both within the Care Homes team and other apetito divisions.

For further information on the KAM role takje a look at this video.

Who We Are

About apetito

apetito is the UK's leading supplier of food to the health and social care sectors. Servicing over 400 hospitals, 550 care homes and thousands more through our work with Local Authorities, we produce delicious, nutritious and sustainable meals for people at home or in care. Through our food we look to 'make a real difference' to all our customers, up and down the country.

Our Values

Established in 1958, as a family-owned business, our values sit at the very heart of what we do. We are proud to be a business that 'makes a real difference', committed to producing 'great food to be proud of'. We have developed a range of products designed to 'enhance health and well-being' for all our customers. We are proud supporters of British food and farming and focus on using the best 'ethical and sustainably' sourced produce.

We are driven by a 'passion for service', dedicated to feeding some of the UK's most vulnerable people, offering healthy and delicious meals to customers across the UK.

Ethical & Sustainable

As a business which operates within food manufacturing, we believe we have an obligation to make a positive contribution on society. With over 300 products in our range, we ensure our produce is ethically and sustainably sourced, working only with suppliers who share our commitment to making a positive impact.

We're a proud member of the Ethical Trade Initiative (ETI), a leading alliance of companies, trade unions and NGOs, that promote respect for workers rights globally. All our new suppliers now operate under the ETI's guidelines.

We have also made a commitment to our employees - we're recognised as an accredited Living Wage employer by the Living Wage Foundation. Joining an elite group of FTSE 100 companies and public sector organisations.

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Responsibilities:

Responsibilities:

New Business Development - individually responsible for generating new business growth with a personal sales target of GBP400k per annum. This equates to approx. 24 new accounts a year leads, converting new customers and winning new business
Generate and convert leads in local area in accordance with our business strategic targets (care home size, delivery efficiency and profitability)
Identify, create, pursue and maintain a detailed database of prospects via CRM
Promote apetito throughout the Care Homes marketplace through extensive networking and events
Assist and support your colleagues (Client Development Managers) in achieving 95% account retention
Create strong internal working relationships with supporting departments and divisions
Qualifications/Personal Qualities:

Essential:

Proven experience of achieving and exceeding sales targets through generating leads, converting new customers and winning new business
Consultative, solutions-led sales experience
Strong Commercial experience
Able to manage objections and negotiate profitable agreements
Proven experience of developing and managing an account relationship
Good O Levels / GCSEs to support a high standard of business communication skills and numerical analysis
Full driving licence

Desirable:

Catering experience
Experience of the care sector
Food Hygiene training

Personal Qualities:

Able to demonstrate gravitas and credibility with senior level stakeholders
Resilient, tenacious and determined - persistent in pursuit of achievement
Strong influencing, negotiating, listening and communicating skills
Strong team working skills at all levels within an organisation, fostering a culture of continuous improvement and excellence in delivery
Must display a passion for this role and the business that we operate

Due to the geography of this role and the nature of working with customers in care home settings, flexibility with working hours will be needed.

Travel to customers across the region and to national events, including overnight stays, will be a regular requirement - typically 1 night per week.

A company car is provided to facilitate this and a clean (or virtually clean) driving licence is essential.

As this role involves working with elderly and vulnerable customers, it is exempt from The Rehabilitation of Offenders Act 1974 and requires a Standard DBS Disclosure.

Job Types: Full-time, Permanent

Work Location: On the road