Account Manager Workplace & Vending

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.

He/she will translate the results successfully in his relationship with the customer, all the way down to the level of the individual selling points.

• 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

Customers/Relationships

• 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 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.

Team/People Management

• Result-driven: 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 implications.
• 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 a broad range of stakeholders both through compilation of compelling and persuasive presentations and ability to deliver.
• 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