Job description
Working as part of the UK SOF, OF Europe team and working closely with the Head of Sales - Retail, these would be some of your main responsibilities:
1. Full account management & P&L responsibilities.
2. Visit all allocated customer contacts to foster strong working relationships
3. Generate & retain multiple relationships across the account network, from head office right through to regional where appropriate to help facilitate the success of the accounts.
4. Compose and deliver customer account plans with goals and priorities reflecting wider Biscoff UK branded Sales & Marketing strategy
5. Detailed planning & preparation for customer meetings with effective follow up
6. Effective presenting/negotiating at customer meetings when appropriate
7. Co-ordination, monitoring and review sales & promotional activity where appropriate
8. Effective forecasting and planning input, relating to customer portfolio
9. Manage customer spend in line with budgets
10. Complete sales support administration tasks, sales reports promotional reports etc (using customer epos and internal SAP).
11. Effective maintenance of customer administrative systems, pricing & links with customer service.
12. National Account Management
Must have the drive and initiative to negotiate with accounts within the given framework of our strategy and financial parameters :
13. Budget achievement of turnover / volumes / profit margin
14. Assortment: following strategy for Biscoff UK within biscuits, spread, ice cream & confec
15. Listing, distribution and sales targets as appropriate
16. Responsible for P&L (promo funding, back margin investments) of whole account portfolio under supervision from Retail Sales Director
17. Yearly customer negotiations as appropriate
18. Negotiating pricing, promotions, discounts & marketing activities where appropriate
2. Market knowledge – Understanding, evaluation and communication.
Understands and evaluates the marketplace to compliment customer and internal interaction:
19. Knowledge and understanding of the market sectors in which our customers are present
20. Knowledge and understanding of the Lotus competitive set in each channel
21. Awareness of market developments and identifying new opportunities
22. Awareness of latest market, customer and competitor developments e.g., pricing, promotions, launches etc
23. Analysing, creating & preparing presentations to support action plans.
3. Task management - maintain / follow up of customer actions & agreements
Organising and planning of his /her work to achieving sales objectives:
24. Creating an annual plan, maintaining / optimizing contacts
25. Frequent contact with allocated customers face to face & regular contact by phone or email subject to customer status.
26. Completion of administrative responsibilities by account and relating to sales support e.g. SAP & Customer systems
4. Leadership
27. Demonstrate leadership within the role both with customers and internally within the Lotus team & wider SOF Europe team.
28. Maintain a strong level of commitment to the 3 core values of Lotus – Team work, Open dialogue & Passion.
5. Team player
SOF UK is currently a team of 19, so being able to adapt and work effectively with all members of the team is essential:
29. Good communication and interpersonal skills within a small team environment (but with a big business mentality)
30. Knowledge & understanding of the responsibilities of colleagues
Embrace team mentality
Profile
Alongside living our TOP values of Team Spirit, Open Dialogue, and Passion, the most important things we’re looking for from you are:
Education (diploma): Degree or equivalent (will consider other candidates if experience is strong enough)
Competence profile (cfr leadership @ Lotus Bakeries):
TOP values – Team work. Open dialogue. Passion.
Specific Knowledge
31. Sales & Negotiations above basic level (training available if required – Sentinel & GAP)
32. Knowledge of the UK Retail Industry & customer base within it
33. Windows Office
34. Strong Excel operator
35. SAP
Experience:- minimum 2 years practical experience in an FMCG retail sales environment at NAM level looking for a change in role & step up.
Language: English speaking
Personal competences:
Team player, determined, tenacious, proactive, reliable, positive, strong commercial operator.
UK driving license essential