Key Account Manager - New Business
Job Description
As an integral part of the direct sales team the Key Account Manager will lead the long-term growth strategy for new business across all direct sales segments. The role will be responsible for developing and maintaining a new business prospect funnel and winning new business tenders to contribute towards the Professional annual operating plan targets. The Key Account Manager will work as part of a cross functional selling team with internal stakeholders across Marketing, Operations, Supply Chain, Demand Planning and Finance in order to deliver our growth agenda.
Customers
Manage and develop existing customer portfolio across all product categories in the JDE portfolio.
Prospect new business in a structured manner; compile and manage a new business pipeline demonstrating knowledge of the segment and long term opportunities.
Quickly identify a wide range of target prospects to convert into the JDE ‘perfect fit’ proposition.
Annual Operating Plan
Agree first year AOP target: NOS and GM in line with UK Professional plan and strategy.
· Develop mitigating strategies to manage potential risk to plan achievement.
· Agree longer term plan/ road map to achieving the 5-year growth strategy.
Segment Strategy
Identify and support the development of the correct ‘perfect fit’ segment proposition.
Work closely with marketing, finance and operations functions to fine tune the right go to market strategy, building a proposition that allows JDE to win in this segment with full service proposals and ingredient supply.
Budget
Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.
Negotiation Framework
Plan approach to customer negotiations to optimise volume & value where appropriate in line with defined terms, business potential and timing and decide on local customer negotiation approach.
Marketing Spend
Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.
Qualifications
- Sales experience within the Food Service environment is essential
- Demonstrate NOS, GM and EBIT growth achievement
- Strong track record of prospecting, negotiating and winning new business
- Structured approach to qualifying/ quantifying new business leads and pipeline/ database management
- Excellent Leadership skills, Communications skills & People management skills
- Good working knowledge of Coffee category in the Out Of Home market.
- Commercially astute with P&L understanding and ability to leverage OOH metrics
- Ability and confidence to negotiate at all levels and build networks
- Excellent planning, org, communication, analytical and problem solving
Additional Information
Candidates must have evidence of current Right to Work in the UK
We believe amazing things can happen over a cup of coffee.
Everyone’s coffee experience is unique and we’ve been innovating since 1753. Our coffee has been loved for generations and a career with us will mean you’ll be playing your part in shaping the future of coffee.
When we grow, you grow. If you have a thirst to be part of our journey, you’ll be exposed to the full spectrum of your field of work. We value potential. We create opportunity to help you grow as a professional, surrounded by amazing people.
Our goal is simple but ambitious. Jacobs Douwe Egberts: a coffee for every cup.
JDE is a €5 billion global business retaining a start-up feel and containing some of the leading brands in Coffee and Tea – Kenco, L’OR, Tassimo and Douwe Egberts to name a few.
The UK represents a top 5 global market for JDE and continues to be a growth engine for the category, driving premiumisation by leading the single-serve portion with the Tassimo brand and premiumising the instant coffee segment through Kenco, L’OR and the Douwe Egberts brands.
The Professional business unit is aligned with the ‘on the go’ consumption of our brands including customers such as offices, hotel groups, pubs and bars and hospitals. Professional makes up approximately 25% of the UK&I business.
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