JOB TITLE

Account Manager

Ref Code: ACM1

 Role:   Account Manager

Date:   October 2021

Business:   PBFB

Location:   Longford

Reporting To:   Commercial Director

 

Job Purpose:

To deliver those aspects (eg. customer and/or territory) of the overall Commercial Strategy for which the Account Manager (AM) has specific accountability.  The AM will be responsible for ensuring that the Sales Strategy agreed as part of the overall Commercial Strategy is communicated to, and agreed with, the respective retailers.

The Role:

The role will requires the AM to meet with the key stakeholders within the retailer group on a regular basis, agreeing and monitoring the performance of joint business plans and ensuring that such plans are reflected at store level with the necessary level of activity.

 

The AM will provide a crucial link between the customer and the company and will develop a detailed understanding of the customer's specific needs but will also create agendas with the customer which will anticipate future needs.

 

The role is vital in preserving the current business with the customer, while seeking opportunities to generate new business.  The goal is to be credible with the customer while building robust and long lasting customer relationships which earn the customer's trust.

 

The above will be achieved by establishing collaborative internal and external relationships, understanding fully the requirements of Panelto's Sales Strategy and implementing the required AM best practice processes to deliver the company goals.

 

The jobholder will take accountability for all of the major aspects of delivering the relevant Sales Strategy, including analysing current business results and adapting new strategies in response to changing market and customer trends.  Decisions should be based on research and market insights as well as a fundamental understanding of the customer and consumer needs and the capability of the business to deliver.

Responsibilities and Objectives

  1. To be accountable for the development and delivery of the joint business plans for their customers, which are aligned with Panelto's overall Sales objectives.

  2. Propose, outline and achieve agreed sales targets to deliver organic growth with their customers and identify and maximise new business opportunities.

  3. Maintain clear understanding of category composition, performance and trends.

  4. Identify clear agendas that deliver growth and progress for Panelto and Customers across NPD, Promotions, Process Development, Cost Reduction, Category Management etc.

  5. Develop monthly and quarterly action plans with key customers that are in line with the overall customer business plan.

  6. Manage, monitor and deliver the implementation of sales plans (reporting as required).

  7. Develop monthly and quarterly presentations of account performance against expectations for Key Account customers and present as necessary (Sales Value, Volume, Pricing, Promo, Launches etc).

  8. Present and agree Monthly Rolling 12 Month Forecast by product for each Customer.

  9. Liaise on a scheduled basis with Supply Chain Manager to plan and monitor Stock Levels. Maintain and review Customer Service Levels taking action to resolve any potential issues.

  10. Liaise on a scheduled basis with the Field Sales Manager on the execution of agreed in-store activity and to continuously seek feedback on product and store performance.

  11. Manage the Customer Agenda through the Account Management process, ensuring that all relevant areas of the business are engaged, informed and contributing to the success of the Customer Agenda.

  12. By understanding the customer's current needs and anticipating future needs, propose product and service solutions to enhance the sales strategy. 

  13. Develop a proactive relationship culture with key customers (al all levels) where opportunities are developed to seek feedback on product launches, promotions, changes in consumer trends and so on.

  14. Build and establish key relationships with customers at the necessary level to ensure maximum exposure to sales and new business opportunities through clear leadership and direction. 

  15. Manage appropriate customer cost budgets to ensure that performance falls within agreed limits and areas of accountability.

 

Personal Attributes:

  • Challenging and proactive in outlook to avoid adherence to the status quo. 

  • Able to consider the full environment and construct relevant agenda/plans.

  • Analytical and insightful in looking at business trends, with a proven track record of translating such insight into appropriate actions/agendas.

  • An ability to work both independently with limited guidance, and to recognise the benefits of being a key member of the business team.

  • Excellent negotiation and presentation skills.

  • Effective verbal and written communication skills.

  • Must be well organised and able to interpret data.

  • Commercially astute, reads situations and people well.

  • Looks to lead a situation with a customer and not merely to follow.

Technical Attributes:

  • Good academic qualifications in either a sales/marketing or business discipline.

  • Experience of working in a best of class FMCG environment in the Irish and/or UK marketplace.

  • Ability to analyse market trends, develop market insights and create resulting business strategy.

  • Demonstrated successful project planning and implementation