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Senior Account Manager

1 month ago

Bicester, Oxfordshire, United Kingdom The Menu Partners Full time
About the Role

We are seeking a highly skilled and experienced Senior Account Manager to join our team at The Menu Partners. As a key member of our sales team, you will be responsible for managing a portfolio of national premium restaurant groups, developing sales and cultivating strong customer relationships within a foodservice account management role.

Key Responsibilities
  • Manage a portfolio of national premium restaurant groups, ensuring customer satisfaction and retention.
  • Develop and implement individual account plans, identifying key activities and priorities in line with the company strategic objectives.
  • Lead, inspire, and mentor the account team on national and local accounts, working with both new and existing clients, and providing line management support as required.
  • Implement, monitor, report, and forecast on account performance against sales budget and cash margin in order to maximise future performance.
  • Ensure accurate sales and margin forecasts are provided to the commercial finance team on a regular basis or as requested.
  • Responsible for the achievement of individual and team's customer account plans, which identifies key activities and priorities in line with the company strategic objectives.
  • Manage all internal KPI requirements, ensuring that actions are completed and followed up from all areas of the sales team in regard to maximising commercial performance and client satisfaction.
  • Produce annual strategic channel and client-specific plans in alignment with the overall commercial strategy, with clear objectives, goals, strategy, and measures.
  • Secure buy-in from senior management and the wider teams, including marketing and finance, to the strategy, translating into specific account plans that maximise opportunities and minimise risks.
  • Lead the Strategic Account Planning Process & Annual Commercial Planning Cycle.
  • Maximise profitability, annually reviewing plans as part of the budgeting process for the following year.
  • Achieve both departmental and personal targets.
  • Maintain a high level of customer service, ensuring customer satisfaction and retention, through building strong relationships across all areas of client's business.
  • Personally manage client relationships at the highest level, while encouraging and developing working relationships across the team and other departments of the businesses.
  • Work with other departments as required to ensure that budgeted sales targets, account profitability, customer satisfaction, and retention are achieved across portfolio.
  • Manage and take ownership of all client's tender processes from start to finish, ensuring that the business is presented and positioned correctly in line with the requirements of the tender.
  • Offset risk of open market tenders through negotiating and agreeing contractual terms 6-9 months prior to current contract expiry. Where The Menu Partners do not have supply contracts in place, introduce plans to implement terms of agreement.
  • Identify, understand, and communicate both the customer needs and development aspiration. Work with the required TMP function to meet those needs and aspirations, including all new menu creation, planning, and implementation, including positive commercials. The above should also cover new listings, product codes, lead times, and the timely management of product changes.
  • Work in a team-based environment where all managers work together for the good of the business.
  • Via both formal and informal meetings, ensure that the key departments and all other relevant management team members are kept updated on any opportunities or threats that could impact the business.
  • Through the department, provide ongoing intelligence/data/information that can be used by other departments in order to make more informed decisions.
  • Fully utilise the NPD function of the business to ensure that all opportunities within the current customer base are maximised to drive account value and profitability.
  • Develop and implement individual account NPD strategy, which supports the business and account plan requirements.
  • Adhere to all The Menu Partners policies and regulations.
  • Ensure that business continuity and recovery requirements are identified and planned accordingly.
  • Additional specific projects or activities as directed by either TMP or partner businesses.
Key Attributes
  • Essential to have a strong background in senior sales roles across multisite 24/7 FMCG businesses, ideally fresh food.
  • Motivated and self-driven to achieve.
  • Commercial acumen, ability to work within P&L and cost control.
  • Budget control and ownership.
  • Outstanding interpersonal and communication skills.
  • Great leader, presenter, and figurehead for a vibrant and fast-moving team.
  • Strong personality, ability to take ownership, make the big calls, and ensure that they deliver the required results.
  • Time management.
  • Strategic thinker who is able to visualise opportunities and implement processes to deliver benefits.
  • Team player.
  • Ability to think outside the box and drive innovation.
  • Open-minded and able to embrace and influence change.
  • Able to work under pressure in a competitive marketplace and gain market advantage.
  • Ethical and honest.
  • A 'can do and will do' attitude and able to deliver results.