Overview
The National Account Group Manager is part of the Sales Team. He or she will be the end responsible for developing and delivering the Strategic & Annual sales plan for one of the top 3 retail clients.
Responsibilities
Business:
Management of the business related to the customer portfolio. More precisely:
* Profound customer understanding (history, organization, strategy, Intl. links, etc.)
* Delivers the agreed annual Sales objectives on Volume, Net Revenue, Contribution, Trade Investments, Market Share, Forecasting, Obsoletes, NOPBT for total Food
* Leads the development and implementation of the Strategic and Annual Operating Plan across categories
* Builds Customer plans and supports direct reports in the development and implementation of the Customer Plan
* Leads WCCE (World class customer engagement) and Joint Business Planning for Strategic accounts
* Identifies new opportunities within the organization for growth and efficiency
* Develops, Negotiates, Follows up on Customer plan incl strong CDA’s to deliver targeted results which are aligned with the customer plan
* Follow-up and execution of International Agreements
* Translate Retailer Strategy into a Pepsico commercial plan
* Close follow up of Internal budgeting processes & forecasting and Close Monitoring of customer investments.
* Lead Optimization of the assortment, in collaboration with Category management, Global Business Centre, Marketing, Sales finance and lead introduction of new products.
* Supports the (shopper) marketing departments and GBS counterparts in their development and implementation of promotional plans
* Develops & manages based on input from customer, national promo calendar or internal/ GBS evaluation an annual tailor made promotional calendar, folders and in-store activities in collaboration with GBS/ Shopper Marketing Team. Follow-up on promo pressure, margin evolution customer & efficiency in collaboration with Sales finance, GBS and NRM (revenue management)
* Implement and follow-up of specific projects as well in supply as in demand management
* Request market data or analysis (Nielsen) to GBS insights, understand analysis & if necessary perform extra analysis individually and communicate conclusions to the appropriate parties
Customer/Relationships:
* Be the face to the customer cross department
* Maintain/develop outstanding professional relationships with all relevant contact persons within the customer organization (from head office to outlets) and within all relevant customer departments (purchase, sales, logistics, marketing & communication)
* Permanent contact with the buyer as well for the day-to-day follow-up as for the customer understanding and anticipation on opportunities
* Assure regular Business Review sessions as well with the Buyer as with other departments (external) in order to optimize the communication and to develop the business opportunities.
* Organize and prepare top to top Meetings with our direction board and direction board of the customer and periodical business reviews
Team/ People Management/ Organization:
* Staff, onboard, train & retain the Customer Team with high caliber talent
* Supports & drives Sales Capability agenda
* Deliver a dynamic contribution to the periodical internal meetings in order to share the customer’s point of view (category vision & perspectives, customer strategy, implications,…)
* Represent sales in the structural and Ad Hoc workgroups and debrief the sales organization on all decisions made in the concerned Matrix Group
* Lead customer development projects related to the customer (Cat. Man., logistics, …)
* Leverage GBS capabilities to guarantee high qualitative sales and customer support and development of long term customer relationship management
* Team player: taking others with him/her, collaborative management style with cross functional departments: Strategy and Revenue, Commercial Finance, Planning, DX (Perfect Store, Insights & data, Shopper marketing) and GBS. Collaborates closely with the team of Field Sales representatives. Liaises with colleagues from other customer teams.
Qualifications
* University degree or equal through experience
* Min 7 to 10 years experience in FMCG and previous experience of managing one of the top 3 retail clients
* 3-lingual: Dutch – French – English
* Strong business acumen, Profit & Loss attitude
* Strong proven analytical and commercial skills
* Strategic vision and translation to perfect execution
* Excellent negotiation skills, independent negotiator
* Influencing skills: strong Long term network developer and team player;
* Result-oriented and driven towards growth
* Strong communication, persuasion and relationship management skills with the ability to interact and communicate with different levels in the company and within the customer – open & clear
* Priority management skills and ability to multi-task
* Change Management: how to do it better (internal & external)
* Entrepreneur
* Excellent leadership skills, focusing on development, building and steering the team in a high performance culture
* Hands-on mentality
* Digital savviness and e-commerce understanding
* People Manager: leadership and coaching skills focusing on development
* Collaborating & Influencing: need for talent to collaborate and influence well in broader BNL team as for successful Colruyt plans it is important to have aligned vision on Snacks (promotions, assortment etc)
* High level of strategic customer cooperation is essential
* Driving for Results
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