National Account Manager

Purpose of the Role

Reporting to the Director of Sales - UK, the National Account Manager plays a pivotal role within the UK sales team. Responsible for managing a well-established portfolio generating over £3m in annual turnover, this position demands exceptional communication skills, meticulous attention to detail, and the ability to effectively prioritise tasks in a fast-paced environment.

Key Responsibilities

§ Manage a portfolio of existing distributor partners, fostering strong relationships with multiple contacts across various departments.

§ Create joint opportunity pipelines with sales functions within distributor partners.

§ Identify, approach, and open new distributor partners who align with business growth objectives and service key end user markets.

§ Develop direct partnerships with end users to secure existing business and uncover new opportunities.

§ Build a robust pipeline of large end-user opportunities where SFCE can deliver tailored solutions.

§ Gain deep knowledge of the UK Foodservice and Facilities Management sectors, establishing relationships with key decision-makers.

§ Partner with marketing colleagues to design and execute campaigns that strengthen and grow the SFCE brand.

§ Work closely with sales support to meet customer requirements while proactively promoting SFCE across the wider customer network.

§ Ensure internal alignment across departments, maintaining a customer-first approach.

§ Collect and share market intelligence on competitor activity, emerging trends, and potential business risks.

§ Collaborate with sales colleagues to ensure company priorities are consistently met.

§ Represent SFCE at trade shows and industry exhibitions.

§ Maintain accurate records of all activities in the CRM system, demonstrating strong administrative skills.

The role requires flexibility for regular travel and overnight stays, with face-to-face meetings forming an essential part of the position.

Sales Development

• Execute sales plans aligned with SFCE's regional objectives.
• Negotiate new and existing contracts in line with the guidance and autonomy provided by Director of Sales – UK.
• Build NPD and promotional plans with all key accounts.
• Establish commercially and customer focused plans through insight and knowledge

of key partners and markets.

• Execute sales plans aligned with SFCE's regional objectives.
• All other duties relevant to sales development.

Administration

§ Update and maintain all account records in the CRM System.

§ Maintain a strong and active opportunity pipeline.

§ Support the Director of Sales – UK in periodic and annual forecasting processes.

§ Prepare monthly sales reports detailing key account and portfolio performance.

§ Follow up with customers on aged balances in accordance with company policy.

§ Ensure all accounts comply with SFCE's standard credit terms.

§ Perform any other duties related to the administration of customer needs.

Key Requirements

§ Minimum of 5 years' field sales experience, including a proven track record of winning new business.

§ Proven track record of achieving targets and KPI's.

§ Strong ability to identify and influence key decision-makers.

§ Experience in accurate forecasting and pipeline management.

§ Excellent interpersonal and communication skills, with the ability to engage at all levels.

§ Confident, assertive, and professional in all internal and external dealings.

§ Skilled in analysing customer needs and recommending effective solutions.

§ Technically adept, with the ability to quickly learn and understand new products.

§ Exceptional time management and organisational skills, with experience in prioritising workload and managing own schedule.

§ Self-motivated and able to work independently.

§ Willing to travel weekly while spending some time away from home.

§ Full EU driving license.

Desirable

§ End-user sales experience, particularly working with Health & Safety professionals.

§ Experience selling PPE, workwear or uniform solutions.

§ Experience working within SFCE core markets, specifically - FM, Transport, MAPS.

Performance Measures

The following KPI's are general targets which will be set at the start of the year and reviewed at monthly meetings with the Director of Sales – UK. An annual review will also take place where the performance, duties and responsibilities will be fully appraised and documented.

• Deliver and exceed monthly and annual sales targets, including:

• • Deliver and exceed monthly and annual sales targets, including
• Revenue and volume targets.
• Net new account acquisition

• Achievement of promotional targets

• Drive sales of New Product Development (NPD) and core range.

• Ensure all customers remain within agreed credit terms and meet SFCE's aged balance targets.
• Respond to all calls and emails promptly and professionally.
• Maintain proactive and positive communication with all SFCE team members.
• Identify and implement process improvements within the regional team.

Company Standards

§ Adhere to all company policies and procedures.

§ Safeguard company assets and information, always ensuring confidentiality.

§ Treat all stakeholders with dignity and respect in every interaction.