Account Manager Workplace & Vending

Overview:

The Account Manager is responsible for the development and implementation of state-of-the-art account management within Workplace across multiple sub-channels: Offices, Education, Business & Institutions and Vending as well as Vending across all channels

• Responsibility for volume, turnover, market share and profitability within his customer portfolio, and this within a pre-agreed budget.
• Responsibility for the development, negotiation and implementation of the annual Account Plan within pre-agreed budgets.
• Responsibility for the development of existing Workplace accounts and work closely together with the new business team on rising opportunities.

Responsibilities:

Business

Management of the business related to the customer portfolio. More precisely:

• Lead the NL Workplace and Vending Growth Plans and translate must win battles into operational and actionable plans based on channel insights, trends, …
• Profound customer understanding (background, account structure, customer strategy)
• Deliver AOP objectives for all Categories w/I Budgets (volume, gross sales, net revenue, NOPBT)
• Support the Strategy Plan/AOP (Annual Operating Plan) within the Channel landscape input/analyses and build strong Account Plans.
• Negotiation, implementation and follow up of the Annual Agreements
• Building strong CDA – balancing W/NW
• Identify and capture business opportunities within allocated accounts
• Optimization of the assortment and introduction of new products
• Initiate cross functional projects and set up clear wiring program to improve customer collaboration
• Assure a solid market position for Savoury and evaluate position within grains with clear projection
• Management of promotions and in-store activities. Implement tailor made promotions in close collaboration with the Shopper Marketing Team.
• Use market data (FSIN, Customer data,…) to communicate conclusions to the appropriate parties within the customer and internally.
• Close monitoring of channel and customer investments
• Actively contribute and deliver the right input for responsible channels and accounts to secure flawless iS&OP process

• Be the face to the customer cross department
• Customer wiring: Secure outstanding professional relationship with all relevant contact persons within the customer organization (from HQ to stores and within all relevant customer departments (purchase, sales, logistics, marketing & communication, commercial development & strategy)
• Frequent contact with the buyers as well for the day-to-day follow-up as for the customer understanding.
• Assure regular Business Review sessions as well with the Buyer as with other departments (external) in order to optimize the communication and to develop the business opportunities.
• Contribute to top to top meeting with our direction board and direction board of the customer.

• Resultdriven: key to deliver AOP. Taking others with him/her, collaborating closely with the supplier side (Wholesaler team) to find the optimal GTM towards channels/end-customer side (Channel team), collaborative management style with Commercial Finance AFH (for business development, projects, P&L’s and Budgets), Shopper marketing (for common strategic plans and activations, leading to A&M and time investment), contributing during all sales meetings in order to share the customer’s strategy, tactics implicationds.
• Link with sector AFH Food Service Team for international customers

Qualifications:

• Result oriented and driven towards growth
• Strong business acumen, profit and losses attitude
• Solid negotiation skills
• Knowledge of & relationships within the NL Food Service world
• Inspires others – ability to engage and inspire broad range of stakeholders both through compilation of compelling and persuasive presentations and ability to deliver.
• Graduate / University degree or equal through experience
• Minimum 5 years experience in FMCG. Knowledge of the Workplace Channel is an important plus
• Strong communication skills, open & clear - persuasion and relationship management skills with the ability to interact and communicate with different levels in the company and within the customer
• English and Dutch: Excellent written and oral skills.
• Driving for Results
• Innovating
• Collaborating & Influencing
• Articulates the customer strategy