• National Account Manager, UK

    Location UK-Aylesbury
    Posted Date 2 months ago(2/28/2018 5:50 AM)
    Job ID
    7857
    # Positions
    1
    Category
    Sales
  • Posting Summary

    Purpose of Job:

     

    The purpose is to maintain and grow existing key channel clients and win, develop, maintain, and manage new UK major format (grocery, mass Highstreet) and distribution clients in the UK market. This is a hybrid new business and account management role that includes national account management for a mixture of existing highstreet and new business clients that you bring on board. It forms a key part of the UK & Europe Go To Market plan and sits alongside the management of our traditional Independent Fine Art, Highstreet and E-commerce channels.

     

    You will be pioneering the growth of the brand in new channels with a totally new mass market product range and developing organic growth of our existing premium range. The role includes the need to be able to influence internal colleagues across the wider organization, to be well connected in external mass market related industries and have significant experience in winning and opening new business on a national basis.

     

    Principal Accountabilities and Key Tasks:

    • Ownership: To be responsible for delivering total sales and margin plans for the channel
    • Influence: To support other channel teams and partners where indirect multi- channel retail opportunities exist, gauging and realising profitable opportunities both directly and indirectly as appropriate.
    • Planning: Support the Sales Director EMEA and Highstreet Sales Manager in building complimentary aligned channel and client business plans.
    • Collaboration: Directly, and with key client buyers and contacts, build collaborative JBPs (Joint Business Plans), hold quarterly reviews and develop annual and ad-hoc promotional activities to achieve the overall strategic goals, objectives and sales plans
    • Forecast: Provide accurate weekly, monthly, quarterly and annual sales forecasts by channel and client, both in £GBP revenue and demand inventory formats
    • Insights: Provide accurate weekly, monthly, quarterly and annual demand and inventory forecasts
    • Innovate: To understand, bring to market and help extend our NPD ranges and existing category portfolios.
    • Teamwork: In conjunction with the Sales Director EMEA, Highstreet Sales Manager, Trade Marketing team and channel marketing teams, implement the wider above and below the line company and customer tactical marketing plan(s) with designated accounts
    • Extend: Identify and execute solutions where product gaps and opportunities exist within the retailer product portfolios for all existing and new clients
    • Secure: Monitor, communicate and implement activities that reduce the impact of competitor actions and secure own product listings across retail and online
    • Compliance: Monitor internal and external service levels and ensure that customer KPI’s and MDF plans are met
    • Profitability: Liaise with internal teams such as Pricing, Customer service, Finance and Marketing to ensure effective delivery of growth driving initiatives. Proactively build plans that surpass, and where required, reduce exposure to centrally agreed rebate growth mechanisms

    Posting Qualifications

    Knowledge and Experience:

     

    • Undergraduate degree educated in Business Management, economics, Marketing or other commercially relevant material; M.B.A is a plus
    • Proven experience of winning and building new National Account grocery, mass retail and other related channel business, preferably in the stationery or Artist material markets
    • Omni-channel sales management experience
    • An expert in dealing with ‘big customer data’, someone who can gain insight and identify pragmatic next steps from external insights as well as from areas of potential market ambiguity
    • Formal negotiation training and ‘real world’ experience of using learnt methods and tactics in trade
    • Consumer marketing exposure including internal and external material development
    • Exceptional planning and execution skills
    • Strong existing networks within grocery and other UK mass market channels
    • Excellent communication skills, including verbal, written and presented.
    • Strong analytical capabilities
    • Strong commercial aptitude
    • Experience of Etail / online / Digital customer management
    • Stationery / Art material industry/product experience (desirable)
    • Team player, collaborative and inclusive within the immediate sales team and wider business
    • Autonomous
    • Excellent relationship and networking skills (internal and external)

    Travel: The role is UK based with national travel required. It is expected that you will be in the office 2 or 3 days per week with the remainder of time spent in trade with clients and key partners.

    Company Overview

    The Cumberland Pencil Company, better known for its brand name Derwent, is an important division of  Acco Brands Europe and is a leading manufacturer of fine art pencils, and distributes these and other fine art materials across the UK, and over 85 countries worldwide.

     

    Long associated with the world class Lake District National Park; its heritage founded on the fine graphite mines in the beautiful Borrowdale valley, the business is now located in a new factory just outside the National Park in Workington, Cumbria, and the head office is based in Aylesbury, Buckinghamshire.

     

    The business is renowned for product innovation & design, and is growing rapidly.

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