Key Account Controller
Requisition ID: 8317
YOU
As our Key Account Controller (KAC), you will translate the Suntory SBF GB&I business strategy and commercial plan into executable account strategies that will meet and exceed the financial plan. You will be responsible for a sustainable strategic business plan to deliver out-performance. You will develop high-level, strategic relationships across the customers’ network to unlock insight and opportunity, becoming ‘the first choice for Gemba’ to identify synergies that unlock a long-term sustainable strategy. Ultimately, the Account Controller is responsible for the Customer P&L and the Customer agenda, and will therefore have line manager responsibility for the Key Account Managers and Key Account Executives associated with the customer(s). These customers have dedicated Multi-Functional Selling Teams (MFST) to deliver our ambitious growth plans. You will have a proven track record of delivering sustainable growth within a Top 5 customer. Influencing skills are critical leadership attributes in this role in order to shape our plans both internally and externally. The individual must be commercially credible with experience of NRM levers and managing complex JBPs & P&Ls. In addition to this, the individual must have a strong record of demonstrating leadership capabilities.
YOUR ROLE
Customer Management
* Develop a deep understanding of the market dynamics and Customer Strategies with the objective of identifying and realizing opportunities for Suntory SBF GB&I Brands.
* Build a Customer plan to execute the Commercial Calendar.
* Develop long-term, senior level, strategic partnerships across the customer matrix.
* Lead the selling process of SBF GB&I products and plan into key Customers.
* Lead the negotiation of the Joint Business Plan with the Customer.
* Lead the creation of bespoke opportunities to enable SBF GB&I brands.
Execution
* Working with Marketing, Trade Marketing, and RGM, develop a customer execution plan that creates maximum impact for Suntory SBF GB&I brands.
* Understand the competitive landscape, ensuring our executions deliver advantage for SBF GB&I and our customers.
* Lead the MFST to deliver the execution plan in Customer to exceed target levels.
* Utilize Field Sales to deliver execution across the Customer Group at outlet level.
* Recruit and retain top caliber talent at KAM and KAE level.
* Build high technical capability within the team through "hands-on" coaching.
* Set SMART objectives with individuals aligned to Suntory SBF GB&I priorities and targets.
* Act as a role model within the wider sales team.
* Develop an annual Customer plan to meet and exceed target KPIs.
* Deliver the Customer volume, Net Sales, and GP delivery within month, quarter, and year.
* Monthly review of the Customer P&L (actual and forecast) versus Plan and Prior Year.
* Monthly communication of financial position of the Customer to Head of Customer Group and Finance with clear recommendations on opportunities and risk.
* Regular evaluation of trade spend to ensure target levels of ROI are being met.
* Regular evaluation of execution spend (Shopper and Field) to ensure ROI is being met.
WHAT YOU BRING
* Degree educated or equivalent experience.
* Commercial experience, incorporating account management and more senior leadership roles within customer teams, ideally across different trade channels.
* Strong leadership/influencing skills.
* Comprehensive understanding of marketing, shopper marketing, category management, supply chain, and financial management to ensure seamless cross-functional working.
* Strong commercial acumen to build strategically sound, financially robust proposals that exploit opportunities within the sector.
* Deep understanding and experience of the financial management of the Manufacturer/Customer relationship.
* Excellent interpersonal skills – capable of communicating and influencing at all levels.
* Solid experience of working within the FMCG industry.
ABOUT US
Suntory is a Japanese company and the world’s third biggest player in the drinks industry. The continuous success and growth of each individual makes Growing for Good possible. We believe in moving forward boldly, together. Our Coleford Factory was built in 1946 and spans 53 acres, employing more than 300 people who help make our much-loved drinks, Lucozade and Ribena. Our diverse and iconic portfolio includes many other brands, such as Orangina, Yamazaki and Hibiki whiskies, Premium Malts, and V. We wouldn’t achieve what we do without our people who are at the heart of everything we do. Our people unleash their spirit daily; they craft exceptional drinks, and they fuel our Growth.
YOUR FUTURE WITH US
Joining Suntory isn’t just about taking on a role; it’s about embarking on a career journey. You have the opportunity to work with talented, inspiring, and authentic leaders and have the freedom to dream big and go for it (Yatte Minahare). At Suntory, you’ll find a supportive work environment that values work-life balance and helps you realize your full potential and grow for good. Our People and Culture team genuinely care about creating a great experience for our employees, and we would love you to be part of it.
OUR COMMITMENT
At Suntory, we greatly appreciate the value that diverse knowledge, perspectives, and backgrounds can bring. Our colleagues from a wide range of cultures, lifestyles, and experiences contribute significantly to our collective success. We understand that our candidates all have unique career trajectories and experiences, and this can sometimes deter you from applying for a role if you don’t feel that you meet all the criteria. If you believe that you have relevant skills and experience that could benefit us, we would love to know what unique perspectives and experiences you can bring to help make us better, together in a company that is committed to Growing for Good and Giving Back to Society.
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