Senior National Account Manager (Independent)
Home Based Covering the South

Job purpose

Implement the business strategy for the National Account sector within the Independent division that ensures the achievement of the sector`s sales turnover and margin targets through effectively leading a dedicated National Account team.

To partner with existing Independent national account customers to grow and retain their business in line with sales targets and key metrics through establishing and executing joint business plans.  

Role context

Field based Senior National Account Manager.  Has to work with numerous stakeholders internally whilst also influencing owner and board level stakeholders of customers and maintaining a network of external contacts to be ahead of the competition.  Has to understand and be a part of setting up contractual terms with customers.  Typically manages a portfolio of accounts 1-2 accounts with a value of £1-2m NSV/£300k - £500k TM.

The role is also responsible for the implementation and delivery of the National Account Strategy within the SNAM`s team of NAMs and for the leadership & development of the NAMs that report directly to them.

Lead, develop, coach and motivate a senior account management team to deliver constant high performance to exceed the sector KPIs. Achieved through routine & scheduled 1:1`s, coaching days and monthly team meetings.

To manage and grow their portfolio of customers through effective partnering and joint business planning to achieve targets. Engage with existing customers through meetings and developing tailored presentations with appropriate recommendations to develop the customer relationship and grow sales. Deliver successful customer development days to drive growth across the customer group.

To jointly develop, implement and monitor effective joint business plans with their specific customers to grow overall customer spend through the following activities

Relationship/stakeholder management

Commercial negotiation

Customer board level presentations

Consultative/solution led selling through internal support network e.g. chefs

Overseeing implementation of changes/promises via an internal virtual team

Continual review and support with customer and internal teams

Develop regional plans based on  individual customer strategic plans/JBPS to deliver targets

Successfully manage external and internal relationships to build effective customer solutions and deliver commercial joint business plans through.

Successfully understanding and communicating the needs of customers with internal stakeholders

Leading virtual teams internally to deliver JBPs/implement changes

Influencing at all levels in the customer`s organisation in order to achieve mutual goals.

Monitoring sales and margin against budget and have the initiative to take corrective action where necessary aligned to JBP

Awareness of the external market and competitor activity to identify risks and opportunities in order to retain and win business.

Knowledge, skills, experience and competencies

Experience of building, leading, coaching & managing teams within a sales environment, demonstrating understanding and deliverance of target and profit management.

Experience of customer relationship management at a senior level and winning new share of wallet

The ability to engage in high level questioning to build a knowledge of customer needs/buying behaviour to tailor bespoke offerings

Proven track record of winning profitable new business and subsequent sales delivery, ideally within the national account sector marketplace.

Experience of business to business selling

A natural entrepreneur, able to convey and implement innovative ideas and creative solutions within the business limits, you will also have that critical skill of building instant rapport with both existing and potential customers.

Have strong analytical capabilities with a sound grasp of the levers of profitability, you will be a proven finisher with the drive and ability to close the deal.

A strong, all-round communicator and IT-literate, with high level sales, commercial, negotiating and project management skills, you will also bring the ability to: work to tight deadlines, in a high-pressure environment.

The ability to prioritise tasks, delegate, organise and self-motivate along with the ability to develop contact strategies and engage relevant people at all levels.  

Full UK driving licence

Key relationships

Customers & Business owners

Direct reports

Internal at all levels to MD of Independent

Support teams including Senior Management of Finance, Sales Ops, HR, Credit Control, Marketing, Category, Telesales

Communicating and influencing at all levels, both internally & externally is a vital part of the role and is required every day. High levels of autonomy are required, both in terms of day to day decision making and prioritisation of tasks in order to successful grow customers & build long lasting relationships. It is the responsibility of each SNAM to create the strategies and tactical plans to deliver sales and margin.

Operational teams - Logistics / Depot contacts, Supply Chain

Understanding of competitors