National Account Manager - Cash and Carry & Convenience

  • Company: Moët Hennessy UK
  • Location: United Kingdom
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHE00720
  • Date of publication: 2018.06.24

Position

MISSION STATEMENT

To manage and develop designated Off Trade customer(s) to achieve company KPI's (volume, profit and distribution targets). To deliver category and brand activations to ensure Moet Hennessy portfolio delivers sustainable value growth in line with the company strategic pillars.

MAIN RESPONSIBILITIES

Commercial Plan

  • Develop and implement a customer strategy and plan that achieves the annual channel targets
  • Deliver agreed volume, cost price, customer investment (FTT) and profit targets for each of the brands through the designated customer portfolio 
  • Manage the monthly and annual sales forecast in commercial planning system
  • 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
  • Analyse and share sell out data using available resources provided through customer EPOS systems
  • Complete Pre and Post Evaluation of all price promotional activity on given customer(s)
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing)
  • Enable effective credit management and cash collection in conjunction with the finance team

Customer Relationship Management

  • 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)
  • Build channel specific customer plans to make sure the MH portfolio benefits from emerging sources of growth, eg online and convenience
  • 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

Brand Activation

  • Work with the category and marketing teams to deliver trade leading in store activations and category solutions appropriate for luxury brands
  • Run an annual calendar of price promotional activity in line with channel guidelines and focused on maximizing value over volume and reducing sales on promotion %.
  • Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital channel

Market Intelligence

  • Gather and use comprehensive competitor information and analyse weekly Brandview 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
  • Use consumer, market and retailer information to offer category advice and support to designated customer(s)

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)
  • Support the Off trade team with participation in transversal projects as required

Profile

Compliance

  • To ensure absolute compliance with Competition Law at all times

JOB DIMENSION

Moët Hennessy is LVMH's wines and spirits arm. Its brand portfolio has a high and very high end focus. MH is global leader in the sector and owns 21 Maisons, of which some are several centuries old. Founded by visionary and dedicated entrepreneurs, they have been passed down from generation to generation. Their descendents developed them and continued to perpetuate the "family spirit" which is so important to our group. Their history has merged with that of their countries of origin and they have become part of their heritage.

At LVMH we share 3 main values:

Creativity and innovation

This combination of creativity and innovation is the foundation of our Houses and figures at the heart of the delicate balance required to continually renew our offer while resolutely looking to the future, always respecting our unique heritage.

Deliver excellence

At LVMH, we never compromise on quality. Because we embody the world of craftsmanship in its most noble and accomplished form, we pay meticulous attention to detail and to perfection.

Cultivate and Entrepreneurial Spirit

Our entrepreneurial spirit encourages both risk-taking and perseverance. It requires pragmatic thinking and an ability to motivate teams, leading them to achieve ambitious objectives.

MH Europe is a Distribution Company of Moët Hennessy, comprised of distribution companies (in UK, Germany, Italy, Switzerland, Spain, Netherlands, Austria, Belgium, Denmark, Sweden, Finland, Norway, Turkey, Russia, Poland and Czech Republic), 2 Joint Ventures (MHD France, Ireland) and Agent/Distribution Markets in Central and South Eastern Europe, Portugal and Baltics.

WORKING RELATIONSHIPS

INTERNAL

  • Sales Teams (On and Off trade)
  • Category team
  • Brand marketing teams
  • PR and events
  • Customer Services
  • Credit control
  • Finance

EXTERNAL

  • Customers: Buying, marketing, supply chain, finance, store regions and store level
  • Marketing & Point of Sale Agencies

QUALIFICATION, EXPERIENCE & SKILLS REQUIRED

Education

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

Professional experience & know how

  • Blue Chip FMCG sales training 
  • Experience of P&L Management
  • FMCG National Account Management experience 
  • Exposure to premium / luxury brands

Personal & interpersonal skills

  • Drive, Energy and Passion
  • Passion for luxury brands
  • Well organized
  • Strong Communicator
  • Numerate
  • Strong Negotiation skills
  • Excellent communication and relationship building skills
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