Job Title
National Account Manager
Reports To
Head of Sales
Position Summary
The National Account Manager's primary responsibilities include the implementation of the Company's strategic and operational plan. This role will be responsible for maintaining relationships and business with key customers, including Multiples, creating a vision for each to follow and gain market share. The successful incumbent will be expected to drive customer engagement, share gains and increase trade investment productivity. Working within a fast-growing Italian Food & Wine importer and distribution business, based in Co. Wicklow, you will be required to manage and grow existing and potential National Accounts within the multiple and independent sectors. You will be the primary interface between the business and the customer and will have ownership of all aspects of the relationship; therefore, it is vital the successful candidate shows drive and determination. This is an exciting and challenging opportunity for a candidate looking to use their skills and competencies in an environment where you can and will be expected to make a difference. The company has ambitious growth plans, and this role will be at the heart of achieving these.
Job Duties and Responsibilities
Deliver, and have budget responsibility for, the targeted sales, NSV and margin for nominated key accounts. Ensure these are delivered within the budgeted Trade Spend.
Primarily, National Account Manager will manage Musgrave Group - MRPI, MWP, MNI, Donnybrook Fair and Morehampton Foods.
Musgrave retail/Donnybrook Fair requires account management across many categories. Monitoring success post centralisation including distribution, rate of sale, promotional effectiveness.
Working with buying teams on joint business plans, price inflation/deflation, listing products and overall brand management.
Management of Mercato brand within retail and optimising same.
Working with strategic insights data analyst to make fact-based decisions.
Musgrave wholesale includes range optimisation in cash & carry and CDC. Working with key account colleagues on major accounts e.g. Circle K and brands e.g. Daybreak to generate significant opportunity for Italicatessen.
Musgrave NI straddles across retail/wholesale with duties/responsibilities mirroring that of ROI.
Accountabilities
Delivery of the budgeted volume, NSV and margin for the nominated customers.
Understand all levels of customer structure and strategy to provide insight and knowledge for the benefit of Italicatessen.
Provide brilliant execution of brand, category and sales drives to deliver agreed targets.
Ensure all investment in the customers (promotions, LTA, etc) provides the necessary return and adheres to internal sign off procedure.
Be the first point of contact for the customer on the premium Italian category.
Monitor all Volume, NSV and margin delivery of the reports, and provide management and action for variances.
Attend all trade shows, functions, and events that the role dictates.
Accountable for delivery of Account plans, planned promotions, listing commercials, facilitating the needs of the customer and our needs to an agreeable solution.
Managing and developing desired own label business. Source, win and maintain accounts, using relationships internally and externally to facilitate this process.
Ideal Candidate
3-5 years' experience in a National Account role within FMCG sector.
Proficient computer skills.
A proven track record in managing complex Retail customers.
The ability to work in a fast-paced environment.
The ability to use own initiative with little direction.
Knowledge, Skills and Abilities
Proven communication, negotiating and networking skills.
Advanced business partnering and interpersonal skills.
Excellent analytical and numerical skills and a good financial awareness.
Organised, flexible and adaptable/resilient to changing conditions.
Ability to develop and successfully execute strategy.
Ability to deliver under pressure and work to tight deadlines.
Ability to influence people at all levels, internal and external, through listening and adjusting communication style to suit the needs of the audience.
Competencies
Makes confident, fact-based decisions, acts with a sense of calculated risk-taking.
Customer focused - understands the customer better than anyone else in the business. Always seeking to improve quality and service for internal/external stakeholders.
Approaches problems from different perspectives to suggest/implement solutions.
Creates and manages budgets effectively - using own initiative to ensure there is always a plan to meet/exceed targets.
Collaborates with, and facilitates communication between, team members to ensure efforts are aligned.
Lead and mentor others through involvement, coaching, setting direction and performance standards.
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