At Britvic we’re on a journey to become the most dynamic soft drinks company. As one of the UK’s leading players in the FMCG market we pride ourselves on setting high standards, being courageous and pushing ourselves to think outside the bottle.
We offer consumers a range of family favourite and global premium brands such as Robinsons, Tango, J20, R Whites & London Essence. We exist to help people enjoy life’s everyday moments.
About the Role:
Account Managers are the primary customer interface, responsible for leading the negotiations and the development of account specific strategic and tactical plans to deliver company volume, profit, and market share targets.
Key Responsibilities:
- To build a customer specific strategic plan. Work collaboratively with the Marketing and Planning & Execution teams to ensure that the customer has an individual annual plan that delivers against channel commercial goals and strategic direction, prior to the commencement of the financial year
- To work with the Planning & Execution team to develop a customer specific tactical plan that delivers BSD share, net revenue & trading contribution targets and which is aligned to the strategic plan
- To build your outlet-level execution plan and work collaboratively with customers to negotiate delivery of the plan
- To be responsible for deployment of the point of purchase plan and for feeding flex requirements back to the Planning & Execution team as part of collaborative and dynamic management of the central calendar of activity.
- In instances where price increase is required, to be accountable for pre-conditioning, creation and execution of the plan and objection handling associated with the proposed change.
- To be responsible for working with the Customer Logistics Manager to ensure accurate forecasting of customer volumes to assist total business planning accuracy
- To build and then lead a broad and deep customer contact strategy to enable you to identify and capitalise on further business opportunities.
- To ensure that high quality preparation is done prior to your customer meetings and that customer meetings are appropriately structured and run, in order to maximise business opportunities. Also accountable for ensuring that your team engage with customers in the same, efficient way
- To pro-actively track performance of your accounts, implementing course correct tactics as necessary & driving a dynamic, cross functional, collaborative way of working in order to maximise the performance of your business area
- To attend relevant meetings & conferences.
- To ensure that appropriate time is spent in outlet to:
A) Build knowledge, understanding & insight
B) Evaluate execution & compliance
C) Accompany team members (coaching) and members of trade (to drive (a) & (b)) to ensure that the account plan is realised in trade.
Process & Financial Management
- To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the channel to drive the AOP objectives
- To administer allocated budgets ensuring that money is spent in line with guidelines agreed with channels and brands and that return on investment is maximised
- To be responsible for setting up some rebates & settling of some claims where there are key value / risk / scale drivers
- To manage all of the above responsibilities and associated business processes using recognised customer relationship management (CRM) tools e.g. Xtel, Anaplan etc
Knowledge, Skills & Experience Required:
- Strong commercial acumen to enable development of strong BSD commercial propositions which can be developed into account plans & implementable in outlet execution plans.
- Understanding and confidence with P&L management and with management of both volume and profit forecasting processes
- Strong selling and negotiation skills
- Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships
- A highly developed influencing style and comfortable with constructively challenging and being challenged
- Proficient in personal planning and time management
- Experience of budgetary management – trade investment
- Experience in category development or customer category development (desirable)
We believe we are stronger together and that’s why we’re committed to providing equal opportunities to all applicants and employees. We know that by building a truly inclusive environment where everyone feels celebrated, safe and respected - diversity and wellbeing will naturally thrive
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