Account Manager Convenience

  • Company: Moët Hennessy UK
  • Country / Region : United Kingdom
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHE01174
  • Date of publication: 2021.01.11

Position

MAIN RESPONSABILITIES

Commercial Plan

  • Develop and implement a customer strategy and plan that achieves the annual customer budget with key strategic customers in line with the business drivers
  • Implement and control the Trading Terms of all customers with terms to ensure compliance with the key metrics - provision of data, Pallet ordering & Scale
  • Deliver agreed volume, cost price and profit targets for each of the brands through the designated customer portfolio
  • Manage the monthly and annual sales forecast in commercial planning system
  • Manage, track and protect the FTT & A&P spend with the key JBP customers, ensuring money is spent against the correct areas, in the right way to drive the business in line with expectations
  • Update and maintain customer account plans and all associated documents using agreed company standards
  • Actively work to protect and grow the distribution of Moet Hennessy brands within the customer(s) in line with channel guidelines
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing)
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing)
  • Uses internal processes which predict future performance in time to take corrective action
  • Uses financial insight to make sound business recommendations & decisions which benefit MHUK without damaging customers own financial expectations/measures
  • Understands a variety of numerical data sources which can build the Fascia Account Plan and key customer presentations ie Market Data, consumer Data, Trade Information, Business and Account Financials
  • Enable effective credit management and cash collection in conjunction with the finance team

Customer Relationship Management

  • Deliver account growth aligned to the Account Business Plan through key account meetings
  • Establishes regular contact with key Customer personnel to maximise MHUK business opportunities with the account/s
  • Establishes review processes which monitor key customer and MHUK performance milestones - identifies and overcomes any internal/external barriers
  • Build strong external relationships with the customer across commercial, category, supply chain, marketing, regional and store teams
  • Develop, plan and negotiate annual Joint Business Plans with key customer(s). Ensure ongoing tracking of performance vs plan internally and externally
  • Work cross functionally internally to ensure the appropriate level of support for the key customer(s) from category, marketing and supply teams
  • Become a facilitator for new ways of working and commercial ideas with given customer(s)
  • Attend all customer trade briefings and networking opportunities to fully understand customer strategies and opportunities for Moet Hennessy
  • Develop relevant insights and market data to support sales objectives and ensure success and sell with a "Category" mindset, talking the customer language with shopper and consumer metrics where possible
  • To work closely with MHUK and customer supply chain teams to ensure service level targets are delivered
  • Deliver product education and tasting events as required

Brand Activation

  • Work with the category and customer marketing teams to deliver trade leading activations and category solutions appropriate for luxury brands
  • Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital world

Profile

QUALIFICATION, EXPERIENCE & SKILLS REQUIRED

Education:

  • WSET certificate (preferred but not essential)
  • Full driving license

Professional experience & know how:

  • 3 years + experience of working in a fast paced sales environment
  • Blue Chip FMCG sales training
  • Experience of P&L Management
  • FMCG sales experience
  • Exposure to premium / luxury brands

Personal & interpersonal skills:

  • Drive, Energy and Passion
  • Affinity for luxury brands
  • Well organised
  • Strong Communicator
  • Good relationship builder
  • Numerate
  • Negotiation skills

Additional information

KPI's

  • Penetration of key influencers within the various formats [contact matrix growth YOY]
  • Build new and develop existing accounts at customer level [vol and MI growth]
  • Create ranging priorities by format, and drive distribution accordingly [distribution points ]
  • Lead grocery projects for display and impact across various formats [innovation / test and learn]
  • P&L accountability for the relevant customers and grow MHUK market share [Vol/FTT/NSI]
  • Work closely with Convenience and Grocery teams, sharing best practice [sharing / innovation]

Market Intelligence

  • In line with the Customers Terms gather and use comprehensive competitor information and analyze data to alert the business to market activity and price changes
  • Identify and recommend new business and brand development opportunities within designated customer(s) using data based insight

Team Working

  • To attend all internal team meetings in order to understand broader channel agenda and to present back to the team on the designated customer(s)

Compliance

To ensure absolute compliance with all relevant MHUK compliance requirements - e.g. GDPR, Competition Law & Responsible Consumption

Apply