National Account Manager

Republic of Ireland
21 Feb 2020

National Account Manager opportunity with Ireland's premium drinks company.

Role Summary:

Leads development and delivery of joint, category-focussed, business plan that delivers Diageo business objectives, works with Customer strategy and removes barriers to Home Consumption Vision

Develops deep understanding of our client's customer strategy, shoppers and consumers, using these insights to contribute to business development and trade strategy

Aware of broader commercial impacts of decisions, able to work within brand and channel rules, always focussing on best result overall

Ensures all agreements and contracts comply with our client's legal guidelines - understands and proactively supports DMC principles

The role requires close working with other Key Account Managers/Channel Managers, as well as other key support functions such as Brands, Supply, Finance, Sales Operations and Customer Marketing

Decision maker for:

Customer proposition:

Determines detailed account activity plans and creative proposition

Any course correction/investment level adjustments required within an account

Detailed elements of activity execution

Any changes to distribution levels/availability

Customer contact plan

Business Performance Mgt:

Determines level of stock required with customer to achieve the agreed plan

Customer Value chain management: Determines best opportunities to manage cost and maximise value at an account level

Resolution and closure of all customer claims and disputes

Accurate and timely approval of rebates, invoice claims and deductions

Budget accountability:

At account level:

P&L accountability for customer if appropriate

Top 3 functional capabilities for this role:

Relationship management:

Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and conflict management/resolution skills

Creates the conditions for an amazing relationship with the customer through great cross-functional behaviours and ways of working

Ensures that all customer data and information required to support the customer relationship is rigorously and robustly managed

Builds and sustains a strong relationship with National Filed Sales Manager, is able to persuade and influence Field Sales Call Strategy on an ongoing basis.

Development and delivery of customer plan:

Ability to understand customer requirements and match these to specific our client's propositions

Makes proactive and reactive recommendations in order to beat the competition

Highly analytical and curious, always looking for opportunity with the ability to search and spin proactively within and outside channel

Brilliant Execution:

Operates with a clear set of priorities, adjusting for opportunities and obstacles

Thorough orchestration of all aspects of programme activation with rigorous attention to detail

Expert analysis of multiple data sources is converted quickly into simple, clear, actionable implications

Ability and confidence to make the necessary informed recommendations required to ensure activities are successfully delivered and adjusted as required

Top 3 leadership capabilities for this role:

Find solutions:

Generate ideas grounded in a deep understanding of customer requirements and manage them through to successful execution

Manage people for success:

Build and sustain trust and openness with others through strong cross-functional relationships. Ability to influence positives outcomes with customer, cross functional teams and service providers.

Consistently deliver great performance:

Identify clear priorities and focus on them at all times

Take personal accountability for beating the competition

Work within the commercial tramlines and relevant business process guidelines required to execute efficiently and brilliantly

Demonstrate strong-followership of centrally-driven decisions and deliver brilliant execution of template programmes and activities

Essential qualifications / experience required:

5 years sales experience including at least 3 in an FMCG environment

A thorough understanding / working knowledge of the Irish Multiple sector, ideally within a FMCG environment

Previous responsibility for the deployment and management of substantial financial budgets.

Previous experience in a matrix management environment working with numerous individuals to achieve joint objectives

Proven track record in delivery of commercial metrics and sale growth initiatives

Highly numerical with experience in development of profitable customer propositions

Comprehensive understanding of key commercial measures

Experience of engaging cross functionally and with senior leaders within organisation (externally and internally)

Understanding of productivity measurement and reporting systems.

An ability to build and leverage relationships with customers supported by proven negotiations skills capability

Good numerical ability and understanding of financial measures

Ability to structure and present compelling commercial arguments

Excellent verbal communication and personal organisational skills

Full clean driving license

Morgan McKinley is acting as an Employment Agency and references to pay rates are indicative.


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