National Account Manager – Grocery and Retail
Drive growth with Nexba – Own National Retailers. Deliver big results. Be part of Australia's fastest growing beverage brands! Position would suit an ambitious and energetic NAM looking to broaden their skill set to include an entrepreneurial dimension.
Position Purpose
This is a critical sales role in the Nexba business across our core and emerging portfolio of brands. This role will fully own the account relationship and strategic plan with Coles and Costco and support the Head of Sales across other customers. This individual will also identify, set, and implement a growth strategy in partnership with the Head of Sales for all Petrol and Convenience channels, with ownership of partner customers once set up. This role will offer exposure across all major Grocery customers through inclusion in reporting and building range review decks & promotional support. The candidate will also run reports through Quantium / Circana and provide analysis and actions that will be mutually beneficial for the customer and Nexba, including, but not limited to, price pack architecture and promotional / trade spend. This role is responsible for the achievement of the annual revenue target within the trade spend target, delivering forecast growth and profitability for key customers.
Responsibilities
The NAM is responsible for the development and maintenance of customer relationships.
Short Term Goals
- Develop robust relationships with buyers and wider network across the customers
- Gain knowledge of customer strategy and vision, and how to integrate to our ambitions
- Understand category dynamics, competitor strategy and behaviours, and consumer behaviours
- Review & manage promotional programmes for optimization vs opportunities & risks
- Understand customer and brand marketing calendars & optimise activity to drive sales
- Identify gaps, risks and opportunities in current year; action as required to achieve targets
- Manage Trade Spend, ensure in line with annual budget & delivering goals; action as required
Long Term Goals
- Bi-Annual Joint Innovation Sessions with lead customers
- Annual JBP development and delivery
- Aid in the development of the 3-5 year business strategy
- Conduct Monthly internal reviews
- Collaborate with Sales and Marketing to build best in class / best possible instore activation plans, launch plans and the acceleration of the Nexba business
- Develop, implement and review marketing activation plans
- Own the customer demand forecast in collaboration with demand planning function.
- Attend Monthly account reviews
- Achieve Annual Revenue (gross and net sales targets)
- Achieve Annual GP, trade spend and profit targets
- Ensure the right pack / price architecture
- Development of 3-year strategic plan to see Nexba as core player within the channel
- Achieve budget sales and profit KPIs
- Innovation (PPA or brand)
- Aid in the development of category templates and data analysis
Key Skills
- Focus on commercial opportunities to improve both volume and gross profit growth for the Company.
- Financial acumen and solid skills will be required in account management, working closely and collaboratively with the Head of Sales and wider Management Team.
Qualifications
- +3 years FMCG sales with category management understanding and exposure including Major Grocery, preferably Coles
- High-energy individual who can work autonomously
- Proven ability to build and develop a thorough range review
- Advanced analytical skills across common databases – Quantium Checkout, Quantium Scan, Circana and relevant customer data
- Understanding of channel management and differentiation
- Ability to flex your style to match the customer & opportunity
- Evidence of working cross functionally to deliver a successful outcome
- Track record of bringing innovation to market showing delivery on key metrics
- Evidence of building a business plan that brings ‘Insights into Action’
- Understanding of the P&L; and how to drive incremental profit opportunities
- Ability to contribute to Long Term scenario modeling and planning
- Ability to work cross-functionally, influencing & finding win / win solutions
- Understanding of the JBP process and ability to implement an intuitive marketing plan for customers beyond commercials
- Experience across digital and deep familiarity with social media across channels
- Strong relationship building skills
- Achievement focus on results
- Negotiation
- Analytical ability
- Customer centricity
- Team-work
- Joint business plan development and tracking
- Digital and Social Media familiarity & experience
- Trade Spend Management
- Brand led marketing experience
Seniority level
- Mid-Senior level
Employment type
- Full-time
Job function
- Sales and Business Development
Industries
- Food and Beverage Services
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Sydney, New South Wales, Australia A$60,000.00-A$65,000.00
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