Key Responsibilities:
Account Management:
* Manage, retain, and grow a portfolio of End User and Distributor accounts across Germany.
* Build strong relationships with stakeholders and decision-makers in key accounts.
* Collaborate closely with distributor managers to align strategies and objectives.
* Develop and regularly review joint business plans with accounts to ensure progress and alignment.
* Conduct quarterly review meetings with key accounts to evaluate performance against strategic goals.
* Keep commercial agreements updated and reviewed annually.
* Achieve sales and profit targets by leveraging insights and internal resources.
Business Development:
* Identify and convert new business opportunities across multiple product categories.
* Develop a robust pipeline of prospects, focusing on growing Churchill's presence in key sectors.
* Use market insights to anticipate buying patterns, tender opportunities, and contract renewals.
* Build and execute defence strategies to counter competitor activity in accounts.
Brand & Product Management:
* Ensure the Churchill brand is consistently represented and visible across your account portfolio.
* Drive the launch of new products and optimise their adoption across accounts.
* Conduct regular gap analyses to identify opportunities for product expansion.
Collaboration & Reporting:
* Work closely with internal teams, including NPD, Marketing, Production, and Planning, to deliver seamless customer experiences.
* Provide timely and accurate reporting for weekly SOPs, monthly board updates, quarterly objectives, and forecasts.
* Share customer and market trend insights to inform strategic planning and product development.
What We're Looking For:
Essential Experience & Skills:
* At least 2 years of experience as a National Account Manager in the German market.
* Proven track record of growing sales and developing customer accounts.
* Strong negotiation skills and a focus on meeting client needs.
* Excellent organisational, analytical, and presentation skills.
* Commercially astute with the ability to analyse data and produce actionable insights.
* Proficient in Microsoft Office (Excel, Word, PowerPoint).
* KPI-driven with a positive, entrepreneurial mindset.
* Willingness to travel as required.
Desirable:
* Experience working in the HORECA (Hospitality, Restaurants, Catering) industry.