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Strategic Sales Professional

2 months ago

Greenock, Inverclyde, United Kingdom MORRICE MACFEATE SEARCH & CONSULTANCY LTD TA MM Search Full time
About the Role

We are seeking a highly skilled and experienced National Account Manager to join our Commercial Team at Morrice MacFeate Search & Consultancy Ltd T/A MM Search. As a key member of our team, you will be responsible for driving growth, building strong relationships, and making a significant impact in the confectionery industry.

Key Responsibilities
  • Take full P&L responsibility for delivering our ambitious growth plans across a portfolio of key Grocery accounts.
  • Champion the grocery channel, keeping the business up to date with the channels ever-changing landscape while optimising plans that create profitable change.
  • Collaborate closely with customers to develop a long-term strategic relationship built on trust and commercial competence, setting plans in line with business expectations.
  • Execute and agree sales plans/JBPs with customers to deliver budgeted volume, profit, and ROI (P&L responsibility).
  • Ensure sales performance is tracking the annual business plan, including promotions, trade marketing activity, and other sales driving initiatives.
  • Continual evaluation of customer product mix to drive improved profitability.
  • Responsibility for and understanding value chain to maximise contribution including the implementation of cost increases when required.
  • Use hierarchy to analyse portfolio & build sustainable distribution, sales & profitability of existing and NPD lines within the customer.
  • Develop & execute a spend savvy commercial plan for your customers working to determine ROI of key activity and use commercial / category insight to influence future plans.
  • Lead contact plan within accounts to ensure maximum breadth and depth.
  • Understand Category, Market, Customer, and Consumer dynamics.
  • Work with Marketing, Finance, and Procurement departments to develop and implement strategies for new products, to apply marketing strategies, and to forecast sales accurately.
  • Working knowledge of supplier/retailer operational requirements including usage of retailer portals and Retailer Data such as EPOS.
  • Provide data-driven, accurate/timely inputs to demand planning to enable S&OP process & accurate forecasts.
  • Identify and attract prospective strategic customers in the UK, managing an active sales pipeline with the objective of gaining new distribution within National Retailers.
  • Work with marketing team and merchandising colleague to activate a BTL brand strategy to win in-store and online.
Requirements
  • Minimum 5 years experience as a National Account Manager or similar working primarily within UK Grocers, and ideally in UK Multiples, Discounters, and Bargain Stores.
  • P&L engagement with at least one Top 4 Grocer with experience of working with UK and devolved buying teams.
  • Strong organisational skills with the ability to work supportively with others to deliver a specific customer strategy with a strong networking capability and cross-functional relationship building skills therein.
  • Proven ability of resilience when managing complex commercial conversations.
  • Ability to demonstrate NSV growth achievement and a strong ability to seek out further growth.
  • Competence at full business and P&L diagnosis with a strong focus on cash management and account governance.
  • Excellent communication skills and record of accomplishment of building strong relationships with customers and colleagues.
  • At ease with difficult and demanding customer conversations with ability to guide members of team through such experiences.
  • A keen eye for detail & analytical ability to prioritise and manage expectations both internally and externally.
  • Microsoft Office proficiency in particular on Excel and PowerPoint.
  • Passion for devising the right plans for your customers, brand, and colleagues.