National Account Manager - HORECA (12 month FTC)

Job Description

We have an exciting opportunity for a National Account Manager - Hotels, Restaurants & Catering (HORECA) to join our Key Accounts Sales team for a 12 month maternity cover FTC.The focus of the NAM - HORECA role is to be directly responsible for P&L and negotiation with national restaurant groups, to manage key projects & activations, and to protect and enhance the presence and customer understanding of the super-premium categorywithin the restaurants sector. In addition, the role supports the Channel with commercial and operational insight.The role will focus on delivering growth plans across the ledger through commercial excellence and superior relationships with our key contacts at all levels. Analyse customers sales data, identifying risks & opportunists turning these insights into National& Regional action plans.The position provides a vehicle to develop and demonstrate NAM skills and creates an opportunity to improve our business with key strategic customers by delivering against a wide contact matrix. The output of this is to drive increased brand availability,activation, and quality plans within restaurants.The NAM will work collaboratively with all key support functions (Customer Development, Brand Marketing, Supply Chain, Draught Technical Services, Field Sales and Finance) to deliver results. Lead, develop and inspire your peers to do likewise, and supportthe National Account Controller with the development of commercial strategy and key projects.Key accountabilitiesThe National Account Manager is responsible for the following key outputs and accountabilities

• Full ownership and P&L responsibility of account
• Develop and deliver against commercial objectives on ROS & distribution for key customers.
• Drive rate of sale growth through facilitating a robust and broad contact/engagement strategy.
• Identification of customer opportunities to develop the account and the creation of commercial and activation solutions to drive rate of sale and presence of AUK brands.
• Facilitate customer head office support and best use of wider resource network internally and externally to implement activation plan and deliver bespoke quality training programmes.
• Cross channel collaboration and aligned customer approach whilst ensuring all strategies are in-line with brand marketing guidelines.
• Management of key external and internal stakeholder relationships at all levels, developed with energy, positivity, passion and strong commercial & category awareness.
• Manage and maintain SKU volume, NPR and GM forecasting.
• Manage trade Investment budget in line with contractual terms and commercial plans and evaluate the effectiveness of activity.
• Manage complexity through efficient planning, resource allocation and project management.
• Work with an enterprise-wide approach and within a structured pricing / trading platform to ensure the sustainable growth of Asahi UK brands.
• Support the Account Director through the provision of strong commercial account management & analysis.
• Track and report sales out by account/retail brand to identify and address issues and opportunities.
• Liaise with Customer Marketing, Insight & Marketing to share insight on customer, consumer and competition and tailor and lead the evaluation of key sales driver led activations.
• To be an expert at Perfect Pour & Brand Knowledge.
• To have a working knowledge of draught beer technology.

Experience required

• Proven track record of delivering commercial results and managing budgets.
• Strong experience in designing and executing customer activation plans to deliver a wide range of ROS and distribution growth.
• A track record of superior customer relationships and building cross functional internal relationships/networks to achieve results.
• Demonstrates a track record of taking the initiative and delivering and managing a number of key projects at the same time.
• Ability to translate analysis of insight into action.
• Experience in negotiations with multi-outlet groups, structured selling skills demonstrated and experience in dealing with buyers and other key customer contacts.
• Demonstrates an ability to effectively deal with complexity
• Experience in working with, influencing and leading colleagues across different functions

Key attributes of the successful person

• Entrepreneurial and ambitious.
• Excellent engaging communication skills to be able to motivate & influence others.
• Passionate, resilient and persistent
• Strong commercial acumen.
• Able to work successfully both on their own or as part of a team.
• Ability to act at pace.
• Creative thinker, not afraid to challenge the previously accepted norm

On offer is a competitive basic salary plus generous benefits package.

• Car allowance
• Annual bonus
• 28 crates of beer per annum
• Health care / income protection
• Industry-leading pension contribution
• 25 days holiday

Please no agencies.

Keyskills :
FMCGKey AccountsNegotiations