Senior Key Account Manager

McBride; Manchester; On-site; GBP 60,000 - 75,000; Full time

Job summary

McBride in the United Kingdom seeks an ambitious, self-motivated account manager to drive budgeted customer volume, NSV and margin for the financial year. You will own key accounts, negotiate contracts, and collaborate across cross-functional teams to maximise profitability.

You will manage joint business plans, monitor performance against targets, and develop strategies to optimise customer relationships within a dynamic FMCG matrix environment.

Qualifications

• Bachelor to Master in Business/Sales or equivalent through experience.
• Minimum 3 years account management for a Major European Retailer.
• Experience with Private Label/Value Brands desirable.
• Experience managing sales projects.
• Experience thriving in a fast-paced environment.
• Extensive experience in manufacturing, supply chain, purchasing or marketing.

Responsibilities

• Delivers budgeted customer Volume, NSV, and Margin for the Financial Year for relevant customers.
• Owns customer product mix to drive profitability with initiatives from other departments.
• Manages customer pricing following margin policies and approval matrix.
• Negotiates contracts with subject matter experts per governance.
• Manages tender(s).
• Evaluates monthly results vs. budget turnover, volume turnover and profit targets.
• Develops/manages joint business plans aligned to priorities.
• Collaborates with Demand Planning to ensure forecast accuracy.
• Manages relationships across multiple customer departments to optimise results.
• Acts as McBride customer expert to cascade needs across the organisation.
• Grows and monitors key account plans with short/mid/long-term actions.
• Promotes continual process improvement within the account team.
• Leads collaborative customer projects using cross-functional resources.
• Monitors market trends and keeps a market overview for proactive changes.
• Provides the Partnership Champion with relevant information.

Skills

Selling skills

Negotiation

Communication at all levels

Commercial acumen

Education

Bachelor's-Master in Business/Sales or equivalent

Job description

If you are ambitious, self-motivated, hardworking and a team player and interested in growing your career with an International FMCG business, please read through our job opportunity.

The key responsibilities include:

• Delivers budgeted customer Volume, NSV (Net Sales Value) , and Margin for the Financial Year for relevant customer/s.
• Continuously takes ownership of customer product mix to drive improved profitability incorporating initiatives from other departments such as complexity reduction and cost of product recommendations.
• Takes responsibility for customer prices whilst following margin policies and aligning with financial approval matrix.
• Negotiates contracts involving subject matter experts in line with company’s governance.
• Manages tender(s).
• Evaluates on a monthly basis result vs. budget turnover, volume turnover and profit targets. Prepares contingency strategies to bridge gaps and recover any shortfalls.
• Develops and manages customer joint business plans where relevant, ensuring that these are aligned to business priorities.
• Collaborates and shares expertise with the Demand Planning team to ensure that the forecast is accurate and in line with the account target.
• Manages the relationships across multiple customer departments (commercial, technical, product development) to optimise results in a complex matrix structure.
• Is the McBride customer expert and acknowledged market expert, ensuring customer needs and requirements are effectively cascaded throughout the wider organisation to maximise the development of the customer relationship.
• Generates a key account plan where required in line with McBride’s strategic long-term goals. This is broken down into short- / mid- / long-term actions and priorities.
• Promote continual improvement of processes with the internal account team to deliver commercial excellence.
• Initiates, leads collaborative, value-added customer specific projects in line with the customer defined strategy, utilising resource from across the business to maximise results.
• Monitors and pro-actively investigates the market (including competition), keep a market overview and initiates changes.
• Provides the Partnership Champion with all relevant information.

Technical Competencies:

The successful job holder must have advanced knowledge of the FMCG and retail market; negotiates effectively in a range of circumstances; understands and effectively utilises the process of selling; understands change management and is able to implement changes and developments in the organisation.

Behavioural Competencies:

The successful job holder will have exceptional selling skills with the ability to communicate effectively at all levels and in a variety of settings, building relationships with ease and doing so as part of a cross functional team and/or independently. The ability to influence others and resolve problems; make decisions; plan and organise effectively with a high level of commercial acumen.

Qualification(s) & Education:

• Bachelor up to Master / University degree in Business / Sales / Commercial or equal through experience
• Account management of a Major European Retailer; minimum of 3-year experience (required)
• Experience of selling Private Label / Value Brands (desirable)
• Experience of managing projects in the area of Sales (required)
• Experience and thorough ability to operate in a fast-paced environment (required)
• Extensive experience of working with or in manufacturing, supply chain or purchasing or marketing (required).

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