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National Account Manager

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Posted By: JHR
Address:
Contact: 0113 383 3738
Date Posted: 8th Oct 2008
Salary: £45,000 - £60,000 per annum + 6800 car allowance, private medical, etc.
Location: Leeds
Reference Code: PB/2501
Views Since Posting: 41
Full Description:

We need a highly polished and personable national account manager with a solid understanding and experience of the FMCG (fast moving consumer goods) trade and ideally some knowledge of the wine trade too. The role is fantastically varied, challenging and offers a competitive salary of £45000-60000 plus extensive benefits including a £6843 car allowance, private medical cover, 5% contributory pension and much more
JOB PURPOSE SUMMARY
To manage the UKs prime multiple retailer in order to ensure that the companys profitability, volume, supplier and product category targets are fully achieved.
MAIN DUTIES
a)To ensure a total focus on building profitable business for the company by proactively seeking, and reacting to, new opportunities and driving these to successful implementation. This to include maximising the full portfolio of countries supplied by the company across the product category matrix of company brand, supplier brand, customer own label and any private/exclusive label developmental opportunities.
b)To ensure that an annual account plan is in place, which documents how agreed profitability and brand distribution targets are to be achieved. This to be agreed with the Sales Director (SD) before each FY and regularly updated to account for changes throughout the year.
c)To supply an annual profit and volume forecast by product (existing and potential) for each customer, ensuring that this is accurate within published parameters. The forecast should be realistic, challenging and time-based, taking into account all known significant factors at the time of forecasting. This to be occasionally updated (via BGs Navision system) within the agreed annual process as briefed by the SD.
d)To understand the strategic trading needs of each customer. To develop extensive wine category knowledge within the customer in order to be a highly credible and valued supplier and to capitalise on all suitable opportunities.
e)When required, to take part in trade fairs, country tastings and other sales events. To ensure that customer objectives for these are clear and stated in advance to all colleagues who need to know.
f)When required, to attend overseas trips at suppliers in order to host a customer visit. To ensure that customer objectives for these are clear and stated in advance to other colleagues who need to know.
KEY JOB REQUIREMENTS
Degree or equivalent level
Wine qualification not essential, but will be considered an advantage. If no current wine qualification in place, then training will be provided and there will be an expectation to sit the WSET Intermediate and Advanced qualifications.
Experience:
Essential
Minimum of 3 years in a similar role, i.e. wine and/or FMCG environment at significant multiple account level
Demonstrable achievement of profit and business-building targets
Balance of key, day to day, account management and new business-building in a challenging environment
Good use of category management and sales presentation techniques
Demonstrable skills at building key trade relationships
Desirable
Experience of both branded and own label environment will be an advantage
Experience of international/import trade would be an advantage, but not a barrier
Knowledge/Skills/Abilities:
Essential
A creative thinker who can contribute to a winning culture; possess an entrepreneurial approach
Highly numerate with excellent verbal and written communication skills
Strong negotiation, planning, organisation, presentation and problem-solving skills
Proven record of achieving results through being dynamic, driven and collaborative
Sees the bigger picture, and is a strong hands-on implementer within this context
Excellent at creative deal structuring and data analysis
Strong IT skills, mainly in Microsoft applications

Annual car allowance of £6,843
Sales bonus scheme, linked to Company performance; details tbc
Private medical cover
Company contribution to employees private pension (typically 5% maximum)
23 days paid holiday (rising to 25 with service), plus all Public Holidays
Mobile phone and laptop
40 hour contracted week, based around 8.30am to 5.30pm with a 1 hour unpaid lunch