Key Account Manager - New Business

☞ JACOBS DOUWE EGBERTS

View: 103

Update day: 01-06-2024

Location: Maidenhead South East

Category: Sales

Industry: Manufacturing

Position: Mid-Senior level

Job type: Full-time

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Job content

As an integral part of the direct sales team the Key Account Manager will lead the long-term growth strategy for new business across all direct sales segments. The role will be responsible for developing and maintaining a new business prospect funnel and winning new business tenders to contribute towards the Professional annual operating plan targets. 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.

Customers

Manage and develop existing customer portfolio across all product categories in the JDE portfolio.

Prospect new business in a structured manner; compile and manage a new business pipeline demonstrating knowledge of the segment and long term opportunities.

Quickly identify a wide range of target prospects to convert into the JDE ‘perfect fit’ proposition.

Annual Operating Plan

Agree first year AOP target: NOS and GM in line with UK Professional plan and strategy.

· Develop mitigating strategies to manage potential risk to plan achievement.

· Agree longer term plan/ road map to achieving the 5-year growth strategy.

Segment Strategy

Identify and support the development of the correct ‘perfect fit’ segment proposition.

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.

Budget

Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.

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 approach.

Marketing Spend

Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.



Qualifications



  • Sales experience within the Food Service environment is essential
  • Demonstrate NOS, GM and EBIT growth achievement
  • Strong track record of prospecting, negotiating and winning new business
  • Structured approach to qualifying/ quantifying new business leads and pipeline/ database management
  • Excellent Leadership skills, Communications skills & People management skills
  • Good working knowledge of Coffee category in the Out Of Home market.
  • Commercially astute with P&L understanding and ability to leverage OOH metrics
  • Ability and confidence to negotiate at all levels and build networks
  • Excellent planning, org, communication, analytical and problem solving

Additional Information

Candidates must have evidence of current Right to Work in the UK

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Deadline: 16-07-2024

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