Account Manager UK (FM, Engineering)

National Account Manager Sainsbury’s Forecourt Valeting Equipment

The Role: You will be accountable for the performance across the Sainsbury petrol stations estate of vehicle valeting equipment (carwash, jetwash, vacuums, air/water towers) which is run on a revenue sharing basis (RSA). Overseeing the roll out of equipment upgrades and innovations across the estate, you will liaise closely and communicate clearly with our supermarket partner, to maximise equipment availability through close analytical scrutiny of sales data, remote management tools and FM related systems, in order to grow sales whilst being customer centric. This role is aimed at delivering the best-in-class operating model, exceeding customer expectations and maximising every sales opportunity to deliver sustainable year on year growth and delight our customers.

To deliver this, you will have to work with a challenging mix of internal and external stakeholders, demonstrate strong influencing, organisational and analytical skills, and frequently juggle differing priorities and requirements at the same time.

Managing the business:

• Conduct daily analysis of all data sources available to identify lost sales opportunities and drive revenue through eliminating unknown down time.
• In coordination and cooperation with others, plan the site selection, surveys and installation of new equipment and customer communication POS and signage to ensure the offer on site is compliant and consistent as per the company standards.
• Actively analyse and identify underperforming locations with a view to developing plans to maximise revenue performance and ROI at these locations.
• Maintain an accurate and up to date asset register in accordance with both contractual and asset funding requirements.
• Review machine availability daily with a view to working with the service department and Sainsbury team to resolve issues and trends identified, maximise availability and adhere to the jointly agreed reporting requirements and timetable.
• Review ongoing equipment performance, specification, reliability and revenue generation with a view to driving improvements, innovations, cost savings and maximising ROI.

Financial control:

• Create, update and amend an annual sales, innovations and customer centric business plan.
• Analyse the abundance of available data to create further upsides to the annual sales plan.
• Review, track, communicate and co-ordinate all resources across the business with a view to meeting weekly, period and annual financial targets.
• Develop strategies, innovations, POS, promotions and a collaboration with the customer to drive volume, average price and incremental sales growth.
• Oversee contactless payment performance, participation and reliability to ensure the operation is customer friendly, intuitive and maximising machine availability across all trading hours.
• Review the trends, accuracy and hardware/software related issues resulting in refunds, insurance claims and customer complaints with a view to minimising losses and maximising customer satisfaction across the operation.

Reporting & communication:

• Build and maintain a great relationship across the Sainsbury team.
• Develop and recommend strategies and tactics to maximise the sales and gross profit for both parties demonstrating the agility to adjust plans throughout the year.
• Working in cooperation and collaboration across the business, maximise online visibility and monitoring of equipment to maximise availability and minimise service visits and downtime.
• Prepare and analyse data to identify trends in performance, availability, average price and customer satisfaction, sharing any information both internally and externally with the aim of improving the overall performance of the contract.
• Maintain an accurate data base of asset installations and ownership.
• Prepare and undertake customer meetings retaining full records of any details, actions or outcomes from the meeting, communicating to your line manager and other areas of the business and facilitating any actions as required.

Your Experience:

• Significant B2B national account management experience and knowledge.
• Strong track record of consistent sales growth delivery.
• The ability to digest a vast amount of data and translate seamlessly into the account selling strategy.
• The desire to set, own and deliver the agenda for the best in class valeting offer.
• Excellent communicator, presenter, team leader and influencer.
• Proven ability to grow accounts through the implementation of joint business plans.
• The ability to influence successfully across diverse audience internally and within a B2B arena.
• Demonstrate credibility with a range of stakeholders both internally and externally, displaying a broad range of influencing styles.
• A relentless obsession with our customers.
• A drive and determination to succeed, to deliver difficult and complex projects, and to challenge the status quo to overcome ‘can’t do’ attitudes and beliefs.

Remuneration Package:

• Basic annual salary £50k plus discretionary bonus subject to completion of KPI’s.
• Car Allowance.
• 37.5 hours per week – Monday to Friday.
• Holiday scheme of 22 days rising to 25 days per annum plus an 8-day allowance in respect of public and bank holidays.
• Health cash plan (HMRC taxation will apply).
• Workplace pension scheme – statutory rules apply.