Key Account Manager

Purpose of the Role

Reporting directly to the Director of Sales – UK, this role is a pivotal part of the UK sales function. The Key Account Manager will be responsible for managing an established portfolio of high-value accounts, generating turnover of more than £1 million.

Success in this position requires:

• Exceptional communication skills to build and maintain strong client relationships.
• Meticulous attention to detail to ensure accuracy across all account activities.
• Strong organisational and prioritisation abilities to manage competing demands effectively.

Key Responsibilities

§ Manage a portfolio of existing corporate partners and distributors, developing strong relationships with several contacts across multiple departments and locations.

§ Working with both head office leads and regional decision makers, create a top-down bottom-up approach to business, ensuring all opportunities for growth within an account are exhausted.

§ Develop an opportunity pipeline of end user business where SFCE can deliver a solution to businesses.

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

§ Create a strong understanding of the UK QSR market and UK franchise industry, developing relationships with key decision makers and businesses.

§ Alongside marketing colleagues, create campaigns to support, develop, and grow the SFCE brand.

§ Work closely with sales support ensuring customer demands are met, whilst proactively promoting SFCE across the wider customer business.

§ Manage internal alignment across departments, ensuring a customer first approach.

§ Gather and report back internally, market intelligence on competitor activities, market trends, and business risk.

§ Work in tandem with sales colleagues ensuring the company needs are met as a priority.

§ Represent SFCE at trade event and exhibitions.

§ Strong administration skills, maintaining records on CRM of all activity.

The role requires an individual comfortable with travel and overnight stays, face to face meetings is an essential part of the role.

Sales Development

• Execute sales plans in-line with SFCE 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.

• Represent SFCE at regional trade events and completing post event follow up in a timely manner.
• All other duties relevant to sales development.

Administration

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

§ Maintain a strong opportunity pipeline.

§ Support the Director of Sales – UK in the period and annual forecasting process.

§ Produce Monthly sales reports on key account and portfolio performance.

§ Follow up with customers on "aged balances" as per company policy.

§ Ensure all accounts are kept in line with SFCE's standard credit terms.

§ Any other duties as relevant to the administration of customer needs.

Key Requirements

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

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

§ Ability to identify and influence key decision makers.

§ Experience of accurate forecasting.

§ Excellent interpersonal skills, with the ability to communicate at all levels.

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

§ Ability to analyse customer needs and recommend solutions.

§ Technically adept – able to quickly learn and understand new products.

§ Excellent time management and organisational skills with experience of managing own time and prioritising workload.

§ Able to work on own initiative.

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

§ Full EU driving license.

Desirable

§ End user sales experience specifically working with H&S professionals.

§ Experience selling PPE, workwear or uniform solutions.

§ Experience working within SFCE core markets, specifically - QSR, Food Service, HORECA.

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.

• • Account portfolio growth (new and existing business).
• Revenue and volume targets.
• Net new account targets.

• Promotional targets.

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

• Ensure all customers are within credit terms and SFCE's "aged balance targets".
• Return all calls and emails in a professional and timely manner.
• Proactive and positive communication with all SFCE team members.
• Improve processes within your regional team.

Company Standards

§ Endorse and abide by company policies and procedures.

§ Secure company assets, information and always ensure confidentiality.

§ Ensure all company stakeholders are treated with dignity and respect.