National Account Group Manager

工作内容

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 de 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.

• Request support from GBS space management, implement and realize space management with the customer.
• Follow-up of customer invoicing and promotions via TPM tool & in collaboration with GBS, in order to reach an optimal cost-control.
  
  

Customer/Relationships:

• Be the face to the customer cross department
• Customer wiring: maintain/develop outstanding professional relationship 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 expierence of managing one of the de top 3 retail clients
• 3-lingual: Dutch - French - English
• Strong business acumen, Profit&Losses 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 teamplayer;
• 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