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NATIONAL ACCOUNT MANAGER - RETAIL
FULLY REMOTE!
MM Search is thrilled to collaborate with Golden Casket to find a dynamic National Account Manager to join their Commercial Team. If you are a strategic sales professional with a passion for confectionery and a proven track record in the retail industry, this role could be your perfect fit. You'll play a pivotal role in driving growth, building strong relationships, and making a significant impact.
Only candidates based in the UK will be considered for the role.
COMPANY BACKGROUND
§ Few companies can boast brands that have been around since the 1700s. It is combining state-of-the-art working techniques with traditional skilled crafts, quality and value that makes Golden Casket unique. We are one of the largest independent confectionery manufacturers in the UK. Our ‘Millions’ brand celebrated its 30th birthday in 2021 which is well placed in market beside our other branded product in Buchanan’s, All Rounders, Gibbs, Hawick Balls and yes smile our Fudgy Wudgy’s.
§ Our estate here in Greenock, Scotland is where the majority of our production, warehousing and offices are based. There is constant investment in machinery and the plant where we are always striving to grow and delight customers worldwide.
§ You would be forgiven for thinking that we are an old-fashioned company. Certainly, our values are traditional with great attention paid to keeping the taste & quality consistent and customer service always top and foremost. Yet Golden Casket is full of latest ideas, looking forward & upwards all the time. Innovation is at the heart of Golden Casket, and it is the marrying of tradition and modernity that is the key to our success.
§ We are a family owned and run company. We now have the third generation working in different departments within the company from sales and marketing to production. Our staff, many with over 20 years’ service, will tell you that ‘the Casket’ has a family feel to it. That sense of belonging and of family values that is well respected in the confectionery industry.
THE ROLE
§ Are you a strategic sales professional with a passion for confectionery and a proven record of success in the retail industry? Do you thrive in a fast-paced, dynamic environment where you can drive growth, build relationships, and make a significant impact? If so, we have an exciting opportunity for you to join our team as a National Account Manager within our Commercial Team.
§ This critical role takes full P&L responsibility for delivering our ambitious growth plans across a portfolio of key Grocery accounts. The role will stem across the Chocolate and Sugar categories, and we are looking for a driven individual that shows passion, energy, motivation, and commercial competence to achieve our growth agenda.
§ Reporting to the Sales Director this role plays a key part in the business - helping to drive sales and working directly with other departments on a day-to-day basis (including marketing, operations, and finance). We are looking for those with initiative and energy that can be effective whilst having strong commercial competence in relation to budgets, spend and communication.
§ Championing the grocery channel, you will take full P&L responsibility for your accounts. Keeping the business up to date with the channel’s ever-changing landscape whilst optimising plans that create profitable change.
§ Collaborating closely with your customers you will develop a long-term strategic relationship built on trust and commercial competence, setting plans in line with business expectations. You will work collaboratively with the wider commercial and operation team’s and share best practice and learnings. The role is homebased, with an expectation to visit customers and head offices as and when required.
KEY OUTPUTS
§ Excellent communication skills, both verbal and written is critical.
§ Execute and agree sales plans/ JBPs with customers to deliver budgeted volume, profit, and ROI (P&L responsibility); be resourceful and employ innovative sales and marketing solutions to deliver value, gross margin, and volume targets for your customers to achieve the Grocery Commercial objectives.
§ 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; translate category / brand presentations into pitches to accounts to successfully introduce new products / gain incremental distribution.
§ 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.’
REQUIRED SKILLS AND COMPETENCIES
§ 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.
REMOTE WORKING REQUIREMENTS
§ The role does require you to have the appropriate space and environment at home to perform the role to the required standard. Equipment and tools required to perform the role.
§ The role will require travel to visit customers & suppliers throughout the UK. You will occasionally be required to attend meetings with colleagues at our Office here in Greenock, Scotland
WHAT WE OFFER
* · Competitive salary
* · 31 days annual leave (10 designated in line with office calendar)
* · Company Car Allowance
* · Pension Contribution
* · Lots of Sweets