National Account Group Manager

Overview

Responsibilities

• Profound customer understanding (history, organization, strategy, Intl. links, etc.)
• Delivers the agreed annual Sales objectives on Volume, Net Revenue, Contribution, Trade Investments, Market Share, Forecasting, Obsoletes, NOPBT for total Food
• Leads the development and implementation of the Strategic and Annual Operating Plan across categories
• Builds Customer plans and supports direct reports in the development and implementation of the Customer Plan
• Leads WCCE (World class customer engagement) and Joint Business Planning for Strategic accounts
• Identifies new opportunities within the organization for growth and efficiency
• Develops, Negotiates, Follows up on Customer plan incl strong CDA’s to deliver targeted results which are aligned with the customer plan
• Follow-up and execution of International Agreements
• Translate Retailer Strategy into a Pepsico commercial plan
• Close follow up of Internal budgeting processes & forecasting and Close Monitoring of customer investments.
• Lead Optimization of the assortment, in collaboration with Category management, Global Business Centre, Marketing, Sales finance and lead introduction of new products.
• Supports the (shopper) marketing departments and GBS counterparts in their development and implementation of promotional plans
• Develops & manages based on input from customer, national promo calendar or internal/ GBS evaluation an annual tailor made promotional calendar, folders and in-store activities in collaboration with GBS/ Shopper Marketing Team. Follow-up on promo pressure, margin evolution customer & efficiency in collaboration with Sales finance, GBS and NRM (revenue management)
• Implement and follow-up of specific projects as well in supply as in demand management
• Request market data or analysis (Nielsen) to GBS insights, understand analysis & if necessary perform extra analysis individually and communicate conclusions to the appropriate parties
• Request support from GBS space management, implement and realize space management with the customer.
• Follow-up of customer invoicing and promotions via TPM tool & in collaboration with GBS, in order to reach an optimal cost-control.

• Be the face to the customer cross department
• Customer wiring: maintain/develop outstanding professional relationship with all relevant contact persons within the customer organization (from head office to outlets) and within all relevant customer departments (purchase, sales, logistics, marketing & communication)
• Permanent contact with the buyer as well for the day-to-day follow-up as for the customer understanding and anticipation on opportunities
• Assure regular Business Review sessions as well with the Buyer as with other departments (external) in order to optimize the communication and to develop the business opportunities.
• Organize and prepare top to top Meetings with our direction board and direction board of the customer and periodical business reviews

• Staff, onboard, train & retain the Customer Team with high caliber talent
• Supports & drives Sales Capability agenda
• Deliver a dynamic contribution to the periodical internal meetings in order to share the customer’s point of view (category vision & perspectives, customer strategy, implications,…)
• Represent sales in the structural and Ad Hoc workgroups and debrief the sales organization on all decisions made in the concerned Matrix Group
• Lead customer development projects related to the customer (Cat. Man., logistics, …)
• Leverage GBS capabilities to guarantee high qualitative sales and customer support and development of long term customer relationship management
• Team player : taking others with him/her, collaborative management style with cross functional departments: Strategy and Revenue, Commercial Finance, Planning , DX (Perfect Store, Insights & data, Shopper marketing) and GBS. Collaborates closely with the team of Field Sales representatives. Liaises with colleagues from other customer teams.

Qualifications

• University degree or equal through experience
• Min 7 to 10 years experience in FMCG and previous experience of managing one of the de top 3 retail clients
• 3-lingual: Dutch – French – English
• Strong business acumen, Profit & Losses attitude
• Strong proven analytical and commercial skills
• Strategic vision and translation to perfect execution
• Excellent negotiation skills, independent negotiator
• Influencing skills: strong Long term network developer and teamplayer;
• Result-oriented and driven towards growth
• Strong communication, persuasion and relationship management skills with the ability to interact and communicate with different levels in the company and within the customer – open & clear
• Priority management skills and ability to multi-task
• Change Management : how to do it better (internal & external)
• Entrepreneur
• Excellent leadership skills, focusing on development, building and steering the team in a high performance culture
• Hands-on mentality
• Digital savviness and e-commerce understanding
• People Manager: leadership and coaching skills focusing on development
• Collaborating & Influencing: need for talent to collaborate and influence well in broader BNL team as for successful Colruyt plans it is important to have aligned vision on Snacks (promotions, assortment etc)
• High level of strategic customer cooperation is essential
• Driving for Results