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National Account Manager, on Trade
3 months ago
JOB MISSION
Manage and develop designated National-On-Trade customers to achieve budget objectives in line with volume, profit, and distribution KPI's. Through working with key strategic partners, ensure MHUK brands deliver sustainable value growth in line with the MHUK business goals whilst maintaining brand equity by brands/Maisons.
RESPONSIBILITIES OF THE ROLE
Commercial Plan
Develop and implement a customer strategy and plan that achieves the annual sector budget. Deliver agreed volume, cost price, customer investment (FTT) and profit targets for each brand through the designated and new customer portfolio. Effectively use business tools available to plan, monitor, report and analyse accounts performances. Manage, track, and protect the FTT & A&P spend with the key JBP customers, ensuring money is spent against the correct areas, in the right way to drive the business and in line with expectations. Actively work to protect and grow the distribution of MH brands within the customer(s) in line with channel guidelines. Analyse and share sell out data using available resources provided through customer systems. Build customer JPB's with clear achievable objectives. Be driven for new business: finding new opportunities and developing the range with the current and new account base. Customer Relationship Management
Build strong external relationships with the customer across senior management, commercial, category, supply chain, marketing, and regional teams. Maintain strong relationships with assigned customers and consistently deliver exceptional service. This role involves spending a minimum of 70% of time in trade. Develop, plan, and negotiate annual Joint Business Plans with key customer(s). Ensure ongoing tracking of performance vs plan, internally and externally. Work cross functionally internally to ensure the appropriate level of support is provided for key customer(s) from category, marketing, and supply teams. Build regions specific customer plans to make sure the MH portfolio, innovations, and NPD benefits from emerging sources of growth. Drive new business within the National On Trade focused on growing our legacy champagnes, NPD's, Spirit and Wine portfolio. Develop relevant insights and market data to support sales objectives and ensure success and sell with a "Category" mindset, talking the customer language with shopper and consumer metrics where possible. Work with MHUK and customer supply chain teams to ensure service level targets are delivered and lead the supply chain relationship with designated customer(s). Deliver product and brand education events as required. Brand Activation
Run the development of the annual calendar of activations for the designated customer(s) in line with channel guidelines and focused on maximizing value and volume. Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital channel. Market Intelligence
Identify and recommend new business and brand development opportunities within designated customer(s) using data-based insight. Use consumer and market information to offer category advice and support to designated customer(s). Act as an ambassador to illustrate and share best practice through active networking. Team Working
Work with the Trade & Marketing team to deliver best in class activations in venues, and the RTM team to identify opportunities. Profil
Education:
WSET certificate (preferred but not essential) Full driving license Professional experience & know how:
Blue Chip FMCG sales training Strong understanding of the on-trade / national on-trade channels Experience of P&L Management FMCG National Account Management experience Exposure to premium / luxury brands Personal & interpersonal skills:
Drive, Energy and Passion Passion for luxury brands Strategic thinker
