Key Account Manager - NHS

JACOBS DOUWE EGBERTS; Maidenhead; On-site; GBP 45,000 - 75,000; Full time

Job summary

JDE Peet's is seeking a commercially driven Key Account Manager to lead growth in the UK&I large business sector, including Contract Caterers. You will develop a new business funnel, win tenders, and work with Marketing, Operations, Supply Chain, Demand Planning and Finance to deliver the growth agenda.

You will manage an existing portfolio across NHS, Healthcare, Care and Education sectors, identify new opportunities, and build a robust pipeline while negotiating favorable terms and delivering

Qualifications

• Sales experience within the Professional B2B environment is essential.
• Demonstrate NOS, GM and EBIT growth achievement
• Strong track record of prospecting, negotiating and winning new business
• Structured approach to account management
• Good working knowledge of Coffee category in the Out Of Home market.
• Commercially astute with P&L understanding and ability to leverage OOH metrics
• Ability and confidence to negotiate at all levels and build networks
• Excellent planning, org, communication, analytical and problem solving
• Teamworking and supporting projects, to deliver improved WOW

Responsibilities

• Lead the long-term growth strategy for the large business sector, focusing on Contract Caterers.
• Develop and maintain a new business prospect funnel and win tenders to contribute to UK&I plans.
• Collaborate with Marketing, Operations, Supply Chain, Demand Planning and Finance to deliver growth.
• Manage and develop the existing customer portfolio across the JDE portfolio (NHS, Healthcare, Care, Education).
• Prospect new business in a structured manner and build a pipeline of target prospects.
• Plan and negotiate with customers to optimise volume and value within defined terms.
• Define go-to-market strategies and ensure proposals and supply meet customer needs.
• Monitor and adapt budgets, pricing and marketing spend to achieve GP targets.

Skills

Sales experience

Prospecting

Negotiation

Account management

Coffee category knowledge

P&L understanding

Networking

Planning & prioritization

Teamwork

Job description

It's amazing what can happen over a cup of coffee.

At JDE Peet's, we've made it our mission to discover exactly that. Our people have been raising the bar since day one, thinking fast, acting decisively, and creating impact that is felt around the world.

We are home to some of the world's most loved coffee brands. Available in over 100 countries, our portfolio includes iconic names such as L'OR, Kenco, Tassimo, Douwe Egberts, Jacobs, Senseo, Moccona, TiOra, Gevalia, Pilão and Super.

Our business is built on a simple belief: everyone deserves the coffee they love, no matter who they are, where they live, or how they enjoy it.

As we continue to grow, we're looking for an ambitious and commercially driven Key Account Manager to join our UK&I Coffee Solutions team.

Job Description

As an integral part of the direct sales team the key account manager will lead the long-term growth strategy for the ‘large business’ sector; focused on, but not limited to Contract Caterers. The role will be responsible for developing and maintaining a new business prospect funnel and winning new business tenders to contribute towards the UK&I annual operating plan targets. The Key Account Manager will work as part of a cross functional selling team with internal stakeholders across Marketing, Operations, Supply Chain, Demand Planning and Finance in order to deliver our growth agenda.

Customers

• Manage and develop existing customer portfolio across all product categories in the JDE portfolio. The role encompasses NHS , Healthcare operators, Care sector and Education channel
• Prospect new business in a structured manner; compile and manage a new business pipeline demonstrating knowledge of the segment and long term opportunities.
• Quickly identify a wide range of target prospects to convert into the JDE ‘perfect fit’ proposition.

Annual Operating Plan

• Agree first year AOP target: NOS and GM in line with UK&I Coffee Solutions plan and strategy.
• Develop mitigating strategies to manage potential risk to plan achievement.
• Agree longer term plan/ road map to achieving the 5-year growth strategy.
• Identify and support the development of the correct ‘perfect fit’ segment proposition.
• Work closely with marketing, finance and operations functions to fine tune the right go to market strategy, building a proposition that allows JDE to win in this segment with full service proposals and ingredient supply.
• Understand and execute solutions that can be of high value to different sectors within NHS, Healthcare, Care and Education sectors from our instant portfolios to machine solutions
• Identify and manage a pipeline of new business and use CRM to update all activity

Budget

• Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.

Negotiation Framework

• Plan approach to customer negotiations to optimise volume & value where appropriate in line with defined terms, business potential and timing and decide on local customer negotiation approach.

Marketing Spend

• Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.

Qualifications

What You'll Bring

• Sales experience within the Professional B2B environment is essential
• Demonstrate NOS, GM and EBIT growth achievement
• Strong track record of prospecting, negotiating and winning new business
• Structured approach to account management
• Good working knowledge of Coffee category in the Out Of Home market.
• Commercially astute with P&L understanding and ability to leverage OOH metrics
• Ability and confidence to negotiate at all levels and build networks
• Excellent planning, org, communication, analytical and problem solving
• Teamworking and supporting projects, to deliver improved WOW

Additional Information

Why Join Us?

At JDE Peet's, you'll be part of a global business with market-leading brands, entrepreneurial spirit and ambitious growth plans. We empower our people to make an impact, take ownership and help shape the future of coffee.

If you're passionate about building winning partnerships and driving commercial growth, we'd love to hear from you.

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JDE Peet’s - now part of Keurig Dr Pepper – is the world’s leading pure-play coffee company, with a presence in more than 100 markets. Guided by our ‘Reignite the Amazing’ strategy, we are focused on brand-led growth across three big bets: Peet’s, L’OR, and our 10 strategically selected local icons led by Jacobs.