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National Group Account Manager

A compelling customer/sub-channel plan which unlocks growth opportunities and maximises sustainable profit delivery
Top 3 CPG ranking from our customers
ROI maximised through properly controlled and managed customer/sub-channel P&L in line with Trade Terms architecture and within PETI tramlines
Brilliant Execution of differentiated customer plans
Develops Commercial talent


Decision maker for Customer Group – Austria Off-Trade

Sub-channel/customer strategy(ies): Determines customer activity plans and creative proposition
Investment allocation at sub-channel/customer level to drive profitable growth plans
Any course correction/investment adjustments required at account level
Any changes to distribution levels/availability
Business Performance Mgt: Determines sub-channel/customer level best view forecast submission
Innovation commercialisation – Identifies and decides best investment and activation opportunities
Resource allocation –Determines levels of resources (Field/Supply etc) required to support activation
Customer Value chain management: Determines best opportunities to manage cost and maximise value at a sub-channel/customer level
Budget accountability: At sub-channel/customer level: P&L accountability.


Decision maker for Win in Store / POS

Allocation of activity across territory
Deployment of selling tools - selection of best activities per outlet visited
Customer proposition – what selling tools, propositions to utilise to best meet customer needs
Journey planning, call priorities


Top 3 functional capabilities for this role

Relationship management
Externally focussed customer strategy development and execution
Brilliant Execution


Top 3 leadership capabilities for this role

Find solutions
Manage people for success
Consistently deliver great performance


Essential Qualifications /experience required

Graduate University Degree or equivalent qualification.
5-10 years of significant commercial experience at a management level within at least two areas of the wider Sales Organisation (including account management) ideally in an FMCG company with full P&L responsibility.
High level of integrity and work ethics
High energy level and passion and pride for selling the world`s top spirit brands
Provides holistic long term solutions for customer
Deep understanding of and passion for consumers, shoppers and categories
Outstanding strategic relationship manager with ability to plan strategically with customers and link strategy into implementation
Highly commercially aware, creative and astute with strong financial and analytical skills
Highly positive thinker, able to create new possibilities and manage through ambiguity
Ability to gain momentum and to drive change internally and externally
Strong line manager with experience of leading and coaching cross-functional teams to great results with at least 3 years of people leadership experience.
Has demonstrable track record of leading transformational change programmes (either through Customer or Supplier) which unlock new growth opportunities for both parties
Exhibits consistent high levels of learning agility in all aspects of role – early adopter of new ways of working and platform changes. Leading this agenda through others
Fluent in German & English
Experience negotiator with great customer relationship skills.
Need to be familiar with Market and Shopper data (AC Nielsen and GFK)
Experience with relevant Sales IT tools required

National Group Account Manager