Key Account Manager

Job description / Role

To manage the key accounts business comprising of international & regional QSR chains, provide leadership to the key accounts sales team, implement our sales strategy for the key accounts and drive sales and volume growth through managing existing key accounts and developing profitable new sales.

The key accountabilities for this role will be as follows:
- Franchise Key Account Management
- Achieving Sales Targets
- Growth in revenue & profitability from existing accounts
- Addition of new key account customers in cooperation with BDM Key accounts - NPD
- Sales Forecasting
- Key accounts team Leadership & Development

Achievement of Sales Targets
- Achievement of budget.
- Key accounts management
- Growth in sales volume
- Market share growth

Franchise Key Account Management
- To implement successful sales strategies that develop new profitable sales volume with existing accounts.
- To take the lead and be a key contact to the existing key accounts and manage the large distributors in this sector in order to best serve the franchise.
- Facilitate alliances between franchisor and franchisee to drive mutual profitable growth.
- To be aware of customer service levels, Complaints per Million Units (CPMUs) and assist in ensuring the company consistently achieves its targets.
- To foster cross functional communications with the CRM, supply chain, Quality, and manufacturing teams, to ensure the smooth delivery of our products.

Sales Forecasting
- Develop and manage accurate sales forecasting methods and reporting.

NPD
- To support the development of new products lead by BDM Key accounts - NPD, and to support the launch and establishment of new products in the market place.
- To use NPD to facilitate contact with the local chains and drive sales in coordination with BDM Key accounts – NPD

People Leadership & Development
- Lead, develop, inspire and motivate direct reports to attain sales targets, and drive an upward improvements in the team’s skills and performance.
- Build effective team and cross functional team working relationships, particularly with the Business Development Manager Key accounts - NPD, supply chain, Quality, CRM and manufacturing teams.
- Conduct annual performance reviews in line with Company policy and other regular performance review meetings with members of their teams regarding performance expectations, standards, attendance etc., ensuring their wider teams capabilities and performance are constantly improving.
- Ensure the key accounts team is regularly briefed, feedback is sought and contributions are maximised.
- Responsible for improving the Key accounts team’s performance and capabilities.

ROLE PARAMETERS

Financial Responsibility
- Payment Collections.

Travel Requirements
- Travel to the Company’s manufacturing sites in Oman, India and Saudi Arabia will be required.

Hours of Work
- The role holder will work normal office hours, (8.00 am to 5.30 pm Sunday to Thursday) although will be expected to work such hours as required to ensure the responsibilities of this role are fulfilled.
- The role holder may be required to travel and work during evenings and weekends

Requirements

- Substantial food solutions experience.
- Previous experience of successfully managing key account franchisees, preferably global QSRs and distributor relationships.
- Previous experience of leading, motivating and developing teams
- Proven track record of developing profitable sales through the successful account management with established customers, and of attaining new customers.
- Previous experience of driving sales growth and brand awareness, and achieving stretching targets in the GCC.
- Professionally qualified with a vocational qualification in marketing, category management, sales leadership or business.
- Be a graduate, preferably in business or managements studies.
- Be action orientated, competitive and results focused.
- Be excellent at building and developing relationships with people.
- Able to work on their own initiative whilst working with wider team members.
- Able to analyse data and see changes in customer’s behaviours and opportunities available to the business.
- The ability to lead, coach and develop a team.
- Be flexible and adaptable.
- The ability to speak Arabic would be an advantage.

About the Company

D R Newitt Recruitment is one of the largest recruitment agencies in the UK, Ireland and Middle East servicing the Food & Drinks Industry. Working throughout the UK, Ireland and Middle East, we have clients and candidates from the Highlands of Scotland, the green fields of Ireland, to the beaches of Cornwall. Dedicating our expertise in one vertical job market has enabled us to learn and understand the needs of our clients in what is a fast moving, ever changing industry.

Our Divisions now offer complete Recruitment Services to a wide range of food manufacturers covering all sectors throughout the UK, Ireland, Middle East and Worldwide.

Whatever the industry, D R Newitt has the perfect job for you.

Our increasing success stems from relationship building with both clients and candidates.