Senior Key Account Manager – ROI
Reporting To: Head of Sales & Marketing
Purpose: To manage the effective development and execution of a robust key account management strategy for the ROI market, develop and grow existing accounts, identify new business opportunities, and build collaborative partnerships that contribute to profitable growth.
Location: Hybrid Working – home and office based
Key Responsibilities
* Contribute to the formulation and implementation of the company’s short‑, medium‑, and long‑term business objectives and lead the management, development, and strategy for the ROI market.
* Develop and ensure the execution of challenging personal KPIs, construct sales forecasts, and monitor and report on sales achievement in collaboration with the Head of Sales & Marketing.
* Manage key accounts at head‑office level, maximise sales and account profitability, build long‑term relationships, and ensure high levels of customer care and satisfaction.
* Assume full responsibility for day‑to‑day management of agreed key ROI accounts, acting as the primary commercial contact and liaising with buyers and the NPD department to deliver ambitious sales plans.
* Carry out regular business reviews with all key accounts.
* Build and maintain strategic business partnerships with multiples and key customers in the ROI market, proactively facilitating sales growth and developing mutually beneficial relationships.
* Ensure customer needs and objectives are delivered efficiently to promote a high level of customer service.
* Produce regular sales activity and financial reports and other information required by the management team to assist with sales, financial, and operational planning.
* Identify suitable commercial opportunities and convert them into new strategic partnerships.
* Introduce prospective customers to the company and its products through cold calls, one‑to‑one meetings, and formal presentations.
* Provide product guidance, negotiate pricing within defined parameters, and agree credit terms with customers, remaining aware of profit margins.
* Manage all price files, promotions, category reviews, annual account plans, and terms negotiations.
* Monitor customer/consumer needs, market trends, and developments to ensure product offerings remain competitive and viable for profitable manufacture; initiate product and process innovation to maintain a robust pipeline.
* Maintain a robust database of customer, competitor, and market information and stay updated on relevant market and consumer trends.
* Organise the company’s participation at customer trade shows and events to build brand awareness and secure new business contacts.
* Assist with the collection of outstanding or overdue debts.
* Perform any other duties within reason and capability as determined by the Head of Sales & Marketing.
Additional Responsibilities
* Proactively identify suitable commercial opportunities and convert them into new strategic partnerships.
* Maximise sales and account profitability by building long‑term relationships, ensuring high levels of customer care and satisfaction, and clearly communicating customer and market requirements throughout the business.
* Monitor customer/consumer needs, market trends, and developments to ensure product offerings are competitive, viable for efficient and profitable manufacture, and to initiate timely product and process innovation that fuels a pipeline of new products and rejuvenations.
Person Specification
Qualifications / Attainments
* Minimum HND Level or equivalent education.
* Previous key account management and/or business development experience in the FMCG sector in ROI.
* Previous key account management experience in ROI, NI, or GB.
* Minimum 3 years’ experience selling to ROI multiples and discounters.
* Proven track record of sales achievement in a challenging environment, including experience establishing long‑term business in the ROI market.
* Established excellent relationships with senior buyer personnel within the retail market in ROI.
* Experience reviewing, extracting, analysing, and presenting sales/business development related management information.
* Understanding of sales‑related financial data (e.g., profit margins, cost of sales).
* Experience with chilled or frozen retail categories.
* Experience or interest in NPD.
* Experience in selling to major operators within the food service sector or B2B.
* Established excellent relationships with senior buyer personnel within the food service market in ROI.
Skills and Competencies
* Exceptionally well‑developed interpersonal skills.
* Excellent verbal and written communication skills, strong presentation, negotiation, and influencing skills.
* Effective analytical, problem‑solving, and decision‑making abilities.
* Strong organisational, planning, and time‑management skills.
* Demonstrated ability to formulate and maintain effective, long‑term business relationships with key customers.
* Demonstrated ability to independently achieve results while working on own initiative.
* Proficient in the use of word processing, spreadsheet, database, and presentation software.
* Proven ability to contribute effectively as part of a cohesive team.
Circumstances
* Able to work flexibly as required to ensure business needs are met.
* Able to travel extensively within ROI, including overnight stays.
* Valid full driving licence (no more than 3 penalty points).
Seniority level
Mid‑Senior level
Employment type
Full‑time
Job function
Sales and Business Development
Industries
Food Production
#J-18808-Ljbffr