Reporting to a Commercial Controller for the channel, the Customer Business Manager role is to be the key driver and owner of performance for our business in the assigned accounts and channel across all our Brand Portfolio’s where relevant.
The person in this role exhibits the drive to achieve the Must Win Brand & Channel objectives. They will lead and manage the commercial business in their relevant accounts to execute our business plans by delivering performance through specific emphasis on sales and profit growth targets, KPI targets, Channel priorities, Store focus, collaborative engagement with customers and colleagues, their own Commercial Capability and Planning for Short to medium term for their accounts.
KEY RESPONSIBILITIES
1. Performance:
1. Deliver Monthly, Quarterly and Annual NSV Revenue and NSV Per Litre Targets in line with business objectives.
2. Key Account Management of all the relevant accounts within the channel.
3. Deliver Annual KPI Metrics (Distribution, Innovation Sales and Forecast Accuracy) Targets in conjunction with relevant Field Sales and Finance/Operations colleagues.
4. Deliver Pro-Active development and implementation of Brand Strategies into Customer Activation Plans and JBP’s.
5. Deliver on pre-agreed (with Commercial Controller) internal and customer projects/objectives.
2. People:
1. Develop collaborative relationships with key customer buyers and any KDMs within the customer network to influence and implement company objectives and plans.
2. Responsible for the account performance for both push and pull metrics by working collaboratively with Customer Sales Teams (where relevant) and Sales Teams to create synergies in ways of working.
3. Working closely with the Commercial Marketing (including Category Management & Shopper Insight) and Marketing Team to develop specific account/channel plans with each of the Key Brands & NPD.
3. Planning:
1. Develop and Deliver a Customer Business Plan including NPD, Promotions and Activation.
2. Using Category Management principles within key customer groups to ensure that our key core range is agreed and understood.
3. Facilitate the delivery of the most up-to-date Shopper and Category Insight in all relevant customer interactions.
4. To deliver commercial forecasts for the accounts as a key participant in the Forecast Alignment Process where required.
5. To understand Customer Trading and specific category strategies and build this understanding into all customer engagement, trading and activation plans.
6. To input, shape and develop these strategic customer trade plans in close collaboration with channel controllers, Field Sales managers and relevant Marketing leads.
PRIMARY PEOPLE INTERACTIONS
Deliver outstanding results with the support of:
1. Supply & Demand Planning Dept in the development of the relevant Business Forecast.
2. Finance and Commercial Marketing Team in the development of profitable JBPs and Promotional Implementation.
3. Field sales team with particular interaction with the business development Reps and Territory Managers where relevant.
4. Key contributor to the MAM process (Monthly Activation Meeting) with the Field Managers and relevant Marketing brand leads.
5. Manage internal communication through to key stakeholders within SBFI, such as Marketing, Finance and Commercial Teams, ensuring industry, competitor, customer, and consumer feedback is shared promptly and efficiently.
6. Spending a minimum of 5 days per month in the Field with Customers and the Business Developers.
QUALIFICATIONS & PROFESSIONAL EXPERIENCE
1. Minimum of 5 years FMCG experience in sales management/account management roles.
2. Educated to degree level ideally (but not essential) in Business, Marketing, Business Studies.
3. IT Literate and Comfortable using Excel, Word, PowerPoint packages.
KEY COMPETENCIES & SKILLS (in line with our company values)
1. STORE AND CUSTOMER FOCUSED: Act with a sales focus to gain insight on the channel, customer and consumers and share generously with stakeholders within the business to bring ideas to development and execution.
2. BETTER TOGETHER: A collegiate and collaborative approach with many different functions and stakeholders within the business will be key to this role.
3. INNOVATION AND CONTINUOUS IMPROVEMENT: This role requires the CBM to adapt to the changing environment and scope out opportunities for our current brand portfolio, developing, agreeing and executing plans.
4. FUTURE ORIENTED: Ability to apply creative and entrepreneurial thinking to solve challenging problems with effective solutions and in the development of short to medium term plans.
5. COMMITMENT TO GROWTH: Growth mindset for our business, the Team the individual will be a necessity in this role.
BENEFITS
1. Competitive Salary.
2. Companywide recognition awards + regular Company events and activities.
3. Discounted Health Insurance.
4. Access to company pension provider.
5. IVF Support Policy.
6. Reward & Recognition through our People Awards Scheme.
7. Fast career development and progression opportunities for performers from 6 months.
8. Employee Assistance Program.
9. Active Diversity and Inclusion teams across the business.
10. Regular Company social events and activities.
11. Bike to Work Scheme.
12. TaxSaver Scheme – discounted travel tickets.
13. Employee Referral Payment Scheme.
14. Structured Personal Development Plan.
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