National Account Manager

Job purpose:

• Responsible for the sales & management of a selection of retail customer accounts under guidance from the Retail Sales Director.
• NAM responsibility for Morrisons, Lidl, Farmfoods, C&C (Dhamecha, Parfetts, United Wholesale) and new business.
• Key KPI targets - achieve sales, volume & profit objectives across Biscuits, Spreads & Confec categories by developing and implementing action plans at customer level supported by marketing / trade marketing insight activities as appropriate for those customers.
• Complete customer P&L, administration and internal reporting responsibilities.

Key Result Areas:

• National Account Management

1. Must have the drive and initiative to negotiate with accounts within the given framework of our strategy and financial parameters :
2. Budget achievement of turnover / volumes / profit margin
3. Assortment: following strategy for Biscoff UK within biscuits, spread, ice cream & confec
4. Listing, distribution and sales targets as appropriate
5. Responsible for P&L (promo funding, back margin investments) of whole account portfolio under supervision from Retail Sales Director
6. Yearly customer negotiations as appropriate
7. Negotiating pricing, promotions, discounts & marketing activities where appropriate

• Market knowledge – Understanding, evaluation and communication.

1. Understands and evaluates the marketplace to compliment customer and internal interaction:
2. Knowledge and understanding of the market sectors in which our customers are present
3. Knowledge and understanding of the Lotus competitive set in each channel
4. Awareness of market developments and identifying new opportunities
5. Awareness of latest market, customer and competitor developments e.g., pricing, promotions, launches etc
6. Analysing, creating & preparing presentations to support action plans.

• Task management - maintain / follow up of customer actions & agreements

1. Organising and planning of his /her work to achieving sales objectives:
2. Creating an annual plan, maintaining / optimizing contacts
3. Frequent contact with allocated customers face to face & regular contact by phone or email subject to customer status.
4. Completion of administrative responsibilities by account and relating to sales support e.g. SAP & Customer systems

• Leadership

1. Demonstrate leadership within the role both with customers and internally within the Lotus team & wider SOF Europe team.
2. Maintain a strong level of commitment to the 3 core values of Lotus – Team work, Open dialogue & Passion.

• Team player

1. SOF UK is currently a team of 19, so being able to adapt and work effectively with all members of the team is essential,
2. Good communication and interpersonal skills within a small team environment (but with a big business mentality),
3. Knowledge & understanding of the responsibilities of colleagues,
4. Embrace team mentality.

Profile:

Experience:

• Min 2 years practical experience in an FMCG retail sales environment at NAM level looking for a change in role & step up.

Education (degree):

- Requires degree.

Competence profile:

- Comply with required competencies linked to Lotus Bakeries’ Leadership Competence model →

- Lotus Bakeries “TOP” values

Specific knowledge:

- Sales & Negotiations above basic level (training available if required – Sentinel & GAP).

- Knowledge of the UK Retail industry & customer base within it.

- Windows office.

- Strong Excel operator.

- SAP