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Customer Development Manager

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Date: 11-Nov-2020

Location: Field-Based, Field-Based, GB

Company: Britvic

Customer Development Manager/National Account Manager - Bestway C&C

About the Role:

 

To be the primary Customer interface responsible for the development and delivery of the Bestway C&C AOP and tactical initiatives in order to deliver against budgeted Company performance metrics.  You will have full P&L ownership and responsibility for the account as well as the support and development of one direct report.  Together you will have the scope and direction to maximise our profit through a number of channels and brand initiatives.

 

Account Specific Information:

 

Bestway is Britvic’s biggest independent C&C Customer with 56 depots Nationally. You will be responsible for the total Bestway delivery across multiple areas of their business such as depot, retail club, named MSO’s and Foodservice and Licensed sectors – Our ambitious 2021 AOP is targeting a delivery of 29M Litres, £18.7M annual revenue

 

Key Responsibilities:

To build and own a Customer specific strategic plan for C&C, Retail Club, Foodservice and Licensed, and some regional MSO’s.

Work collaboratively with internal Brand, Marketing and Planning teams to ensure that the Customer has an annual plan that delivers against RsTM commercial goals and strategic direction, prior to the commencement of the financial year.

To be responsible for deployment of the Customer Retail promotional plans and for feeding requirements back to the Planning & Execution teams as part of collaborative and dynamic management of the central calendar of activity.

To be responsible for working with the Availability Manager and VMI to ensure accurate forecasting of Customer volumes to assist total business planning accuracy

To lead Retail focussed Customer contact strategy to enable you to identify and capitalise on further business opportunities. To include all key Fascia heads as well as new business and tactical trading contacts.

To ensure that high quality preparation is done prior to your Customer meetings and that Customer meetings are appropriately structured and run, in order to maximise business opportunities. Also accountable for ensuring that your Retail team engage with Customers in the same, efficient way

To pro-actively track performance of your accounts, implementing course correct tactics as necessary & driving a dynamic, cross functional, collaborative way of working in order to maximise the performance of your business area

To ensure that appropriate time is spent in branches & outlets to:

Build knowledge, understanding & insight, including key competitor activity

Evaluate execution & compliance

Accompany team members (coaching) and members of trade to ensure that the account plan is realised in trade.

To attend all relevant internal meetings (FARs, PARs, Activation and Promotional Reviews) as necessary and to run your own appropriately structured, execution focused meetings and 121’s.

 

Process & Financial Management

To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the channel in line with the AOP objectives

To support the BDM on the customer terms process and to work collaboratively with Finance in ensuring appropriate levels of internal sign off for terms and the constituent parts of the plan

In instances where price increase is required, to be accountable for pre-conditioning, creation and execution of the plan and objection handling associated with the proposed change.

To be responsible for setting up rebates, ongoing management and settling of claims where there are key value / risk / scale drivers

To administer allocated budgets ensuring that money is spent in line with guidelines agreed with channels and brands ensuring that return on investment is maximised

To manage all of the above responsibilities and associated business processes using recognised Customer relationship management (CRM) tools e.g. Siebel, SAP etc.

To attend all relevant internal meetings (FARs, PARs, Activation and Promotional Reviews) as necessary and to run your own appropriately structured, execution focused meetings and 121’s.

 

Process & Financial Management

To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the channel in line with the AOP objectives

To support the BDM on the customer terms process and to work collaboratively with Finance in ensuring appropriate levels of internal sign off for terms and the constituent parts of the plan

In instances where price increase is required, to be accountable for pre-conditioning, creation and execution of the plan and objection handling associated with the proposed change.

To be responsible for setting up rebates, ongoing management and settling of claims where there are key value / risk / scale drivers

To administer allocated budgets ensuring that money is spent in line with guidelines agreed with channels and brands ensuring that return on investment is maximised

To manage all of the above responsibilities and associated business processes using recognised Customer relationship management (CRM) tools e.g. Siebel, SAP etc.

 

Knowledge, Skills & Experience Required:

Understanding and confidence with P&L management and with management of both volume and profit forecasting processes.

Strong commercial acumen to enable development of strong BSD commercial propositions which can be developed into account plans and execution by Customer fascia.

Experience of budgetary management including LTD, PD, ADF and Tradex.

Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships.

Creative,  thinker able to capture a vision of the future and create a plan for action

A highly developed influencing style and comfortable with constructively challenging and being challenged.

Proficient in personal planning and time management.

Experience of Customer terms, contract renegotiation and annual price increase.

People management – ideally be able to demonstrate some experience of line management, coaching and people development capability.

 

Key Behaviours:

Be Bold – We think differently challenging conventional thinking to both create the future and overcome barriers.

Be Bold – We empower our people and encourage them to take risks in pursuit of our shared ambition and their personal goals.

Be Disciplined – We are disciplined in our thinking, decision making, action and follow through.

Act with Pace – We’re always looking ahead, we seize opportunities to adapt and grow quickly.

 

Qualifications:

Degree or equivalent experience

 

We’re committed to providing equal opportunities to all applicants and employees – in fact, this is at the heart of our company culture and values, and we welcome applications from candidates with diverse backgrounds.

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