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Division: Construction & Consumer
Department: Construction
Job Title: National Account Manager
Reports to: Divisional Sales Director
Job Dimensions:
- Customer annual revenue turnover – Yearly growth targets
- Customer annual margin and MOVC target – Yearly growth targets
- Number of Accounts – National account base
- Personal development targets – Agreed within personal development plan with line manager
Activities:
- Create a business plan for each key account aligned to Bostik and customer objectives to deliver growth through NPD launches, range enhancements and supporting customer promotional calendar.
- Achieve or exceed revenue, margin and MOVC targets for the defined account portfolio to contribute towards the global company objectives.
- Track and analyse customer EPOS data and work closely with customers and Category Managers to identify issues, trends and opportunities.
- Provide a consultancy and category management approach to advise customers of the suitability and specification of Bostik products to fulfil existing and future product requirements.
- Proactively seek out, evaluate and fully develop new business opportunities with existing and new customers to maximise profitable business streams and support achievement of targets.
- Develop and foster good and regular contact with customers to create strong reciprocal relationships at all levels. Deal effectively with customer issues, setting a high benchmark for timely and fair resolutions.
- Strong internal and customer networking skills, identifying opportunities to align customer and Bostik departments for improved efficiency and communication. Identify key stakeholders to help deliver the business plan.
- Support accounts, where required, in managing any age debt issues ensuring company cash flow targets are met.
- Plan and utilise time effectively, working to deadlines to provide required business reports.
- Represent the Company at sales meetings, seminars, events, etc. to promote and enhance the image of the Company and its products (can be outside of normal working hours).
Context and Environment:
The role operates in a highly competitive, dynamic and innovative environment. The role is home-based, requiring a high degree of personal organisation and self-motivation. The achievement of business growth is through increased sales in line with MOVC requirements, customer service excellence, building strong professional relationships, and being a strong networker. The job holder must manage relationships at different levels across all areas of the account including quality control, supply chain, buying, merchandising, marketing and operational initiatives.
Accountabilities:
Direct and co-ordinate all sales activities for a given portfolio of accounts, achieving or exceeding agreed targets for revenue, profit and MOVC growth. Maintain optimum customer relations on an ongoing basis and develop new business opportunities within the account portfolio in line with company objectives.
Required Profile
Qualifications / Experience Required:
- Educated to degree level, with a minimum of 5 years Sales experience.
- Good product and market knowledge with the ability to understand and influence customer disciplines.
- Must have a broad understanding of customers' businesses and associated issues.
- Strong business acumen and negotiation skills with experience in delivering and securing price increases.
- Must be tenacious, performance-driven, and results-focused.
- Well-developed interpersonal skills, and the ability to self-motivate are a pre-requisite. The job holder must be flexible and able to plan, prioritise and organise their workload.
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