Job Description
Supporting the SHS Food Division Sales team and managing the National Accounts for the B2B channel of the business incorporating Ingredients, Foodservice and Convenience customers. With direct accountability for nominated strategically important customers and for all elements of the Commercial mix, including sales, customer management, new business acquisition, people management and development, new product development and financial planning/forecasting - aligned to the Food Division growth agenda.
Key Responsibilities
- In collaboration with the Commercial Director develop a clear and coherent strategy for the overall channel, based upon an assessment of the dynamics of the external marketplace and its opportunity, ensuring alignment with the SHS Food Division vision and capability.
- As part of the team managing key B2B customers in the day-to-day activities associated with National Account Management. These include:
- Forecasting and planning in conjunction with Demand Planners and in line with Integrated Business Planning Cycle timelines.
- Developing customer presentations/briefings.
- Management and maintenance of customer pricing in line with margin expectations.
- Managing day-to-day customer interactions.
- Account performance reviews.
- Attendance at and feedback from customer events.
- Administration associated with the NPD cycle (Stage & Gate Process).
- Active involvement in projects and with project teams.
- Administrative support tasks – e.g., new line form completion, sales analysis, project meeting follow up and actions.
- Further development of collaborative customer partnerships supporting the contact strategy for all functions i.e. commercial, supply chain, Technical, NPD, and sustainability.
- Accountability for specific customer and account relationships:
- Division objectives and continue to monitor and react through the plan to ensure joint targets are achieved.
- Develop an understanding of customer strategies and objectives and ensure that Food Division customers’ first contact point through extensive networking of all appropriate direct and indirect contacts.
- Manage base business, identifying ways of increasing sales, and maximising profitability, whilst also continuously monitoring the profit and loss at SKU and total level and proposing solutions.
- Monitor commodities and other costs and their impact on margins, proposing appropriate actions.
- Support business planning ways of working and processes with specific emphasis on demand planning, forecast accuracy, customer business planning, new product development and product lifecycle management.
- Identify business growth opportunities for future development within the channels in which we operate.
- Continually develop knowledge of the customer base, competitor activities, pricing, NPD sharing trends, learnings, and opportunities across both the Sales and wider Food Division teams.
- Continually strive to raise the profile of Food Division B2B expertise externally with key customers, trade partners, network contacts, industry bodies etc. building strong, trusted, and collaborative relationships.
- Provide strong leadership to direct reports. Inspire, coach, mentor and empower them to perform at their best. Foster a culture of accountability, collaboration, delivery, pride, and personal development.
Experience/Qualifications
- Ideally degree level qualification in an appropriate subject.
- Successful commercial track record across B2B channels with an emphasis on ingredient sales.
- Excellent interpersonal skills with an ability to achieve results by motivating and leading others.
- Strong numerical and analytical skills.
- Highly developed communication and presentation skills.
- Able to demonstrate an ability to work independently with minimal supervision and demonstrate a flexible attitude to the role.
- Strategic thinker.
- Ability to successfully influence and persuade.
- Flexible, resilient, and adaptable.
- Self-motivated.
- Strong planning and organisation skills.
- Results driven.
