As an integral part of the National Accounts sales team the Key Account Manager will lead the long-term growth strategy for several strategically important sectors; Quick Service Retail, Travel & Leisure and Consortia customers. The role will be responsible for developing and maintaining current business and contracts. The Key Account Manager will also work closely with the Business Development Lead to win new business opportunities. 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 and our strategic priorities.
Key responsibilities of the role:
Customers
* Support and develop existing customer portfolio across all product categories, identifying volume growth opportunities to support the Annual Operating Plan
* Manage new Route to Market opportunities as identified by the Business Development Lead to turn leads into sales.
* Create effective sell-in stories new products and premiumisation opportunities which are tailored to the customers.
Annual Operating Plan
* Agree first year AOP target: NOS and GM in line with UK AFH plan and strategy.
* Develop mitigating strategies to manage potential risk to plan achievement.
* Agree longer term plan and road map to achieving the 5-year growth strategy.
Segment and Customer Strategy
* Identify and support the development of the National Accounts Strategy.
* Responsible for the Quick Service Retail, Leisure & Travel and Consortia customer strategy.
* 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.
* Be an expert in the Away From Home coffee category.
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 scope.
Qualifications
Sales experience within the Professional B2B environment is essential.
Good working knowledge of coffee category in the Away From Home market is desirable.
Demonstrate NOS, GM and EBIT growth achievement.
Strong track record of prospecting, negotiating, and winning new business.
Structured approach to account management.
Excellent leadership and communication skills.
Commercially astute with P&L understanding and ability to leverage metrics – has demonstrated P&L responsibility
Additional Information
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We believe amazing things can happen over a cup of coffee.
Everyone’s coffee experience is unique and we’ve been innovating since 1753. Our coffee has been loved for generations and a career with us will mean you’ll be playing your part in shaping the future of coffee.
When we grow, you grow. If you have a thirst to be part of our journey, you’ll be exposed to the full spectrum of your field of work. We value potential. We create opportunity to help you grow as a professional, surrounded by amazing people.
Our goal is simple but ambitious. Jacobs Douwe Egberts: a coffee for every cup.
JDE is a €5 billion global business retaining a start-up feel and containing some of the leading brands in Coffee and Tea – Kenco, L’OR, Tassimo and Douwe Egberts to name a few.
The UK represents a top 5 global market for JDE and continues to be a growth engine for the category, driving premiumisation by leading the single-serve portion with the Tassimo brand and premiumising the instant coffee segment through Kenco, L’OR and the Douwe Egberts brands.
The Away From Home (AFH) business unit is aligned with the ‘on the go’ consumption of our brands including customers such as offices, hotel groups and travel, pubs, bars, restaurants and hospitals.
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