Key Account Manager in Edinburgh

About the role

Job purpose/business benefit of role: To win, retain and develop new customers and grow existing customer share of wallet, including group consortia and regional accounts. To maximise the full business potential and cash return for Bidfood UK. The role is 60% account management and 40% new business.

To work closely with the depot telesales teams, Specialists, FTM NAM's and manufacturers (where appropriate) to secure leads from FTM consortium, regional group accounts and build account value for Bidfood to full potential. You will exclusively work with consortia groups such as Pelican, Solutions for Care and frameworks such as NHS & TUCO including many other consortia / buying groups working with Bidfood.

To work closely with FTM national account managers to deliver agreed business objectives and to exceed budget expectations. To develop, support, drive and deliver individual and regional FTM business plans by offering creative solutions to meet and exceed customer needs thereby growing volume items, sales and cash contributions.

Accountabilities:

• Management of Customer base and achievement of budgeted sales and cash targets with focus on existing and the development of significant (£50k+) new end user accounts across individual and multi-site operations.
• To maximise Bidfood share of wallet potential in each portfolio account through business meetings, presentations, exhibitions, concept development, menu support, manufacturer liaison, and other business / marketing support initiatives.
• To understand the optimum position for Bidfood and the Customer. Ensure Bidfood value proposition is at the forefront of actions.
• To provide all relevant information to commercial support in order to produce profit studies where required and manage and take ownership of power pricing and contract pricing where applicable, at customer level, communicating effectively when changes are required.
• To be an excellent communicator with regard to customer needs and operational requirements, including any messages requested by NAMs for group business.
• To provide regular business activity updates to both customers and internal stakeholders, including where necessary presentations at internal meetings and external meetings.
• To be the key link between the customers, the national account manager and telesales execs, plus other depot stakeholders.
• To be able to produce and understand commercial propositions in order to implement activity effectively at unit level.
• To accompany NAM's where appropriate in jointly creating effective business plans designed to grow share of wallet across the group and the individual sites.
• To share best practice across your own team and other regional teams where appropriate.

Company accountabilities:

• To have read and understood company policy documents which outline our standards in all areas of corporate governance.
• Comply with the Company Health & Safety Policy ensuring all online training is completed and tests passed.
• Comply with all verbal and written instructions in matters pertaining to your conduct as a Bidfood employee.
• Working within GDPR rules and governance.
• To complete accurate mileage and expenses returns on time providing the full information required to ensure processing.

Measures & Key Performance Indicators:

• Items, Sales and Cash and MPI vs budget.
• Key category penetration and solution provision, including reviews of product pillar mix.
• Average order value and average spend per customer.
• New account performance / wins.
• Uptrading and Downtrading account plans including number of buying customers as part of portfolio review.

Challenges/Decision making:

Typical challenges faced in the role and decisions needing to be made by jobholder include commercial awareness to understand drivers of profitability for Bidfood including drop profile, frequency, drop profitability, product mix effect, cost to serve and market sizing.

Jobholder requirements (Knowledge, skills and key behaviours):

• Educated to GCSE standard, preferably to a minimum of A level.
• Sales experience preferred in a wholesale environment.
• Demonstrable ability to deal with group accounts.
• PC skills to a good level in Excel, PowerPoint and Word, numerate, literate.
• Developed presentation and communication skills, proven sales and negotiation skills, proven margin management experience.
• Proven strong relationships with customers, good industry and product knowledge and an ability to be a self-starter and work remotely.
• Full Current Driving Licence.

About us:

Our journey began back in 1929. Since then, we’ve continued to build a strong and resilient business with a great future. It’s why we believe we’re the best foodservice provider in the country.

A journey that gives back: We want your career with us to be as rewarding as possible. So, you’ll get lots in return for your hard work. That includes benefits that can support your wellbeing and financial security, and give you peace of mind.

The essentials:

• 25 days holiday (plus bank holidays) as a minimum and the opportunity to buy more.
• A pension - contribute 4% and we’ll match you (after year 1, we’ll match your contributions up to 6%).
• Life cover that you can increase.
• Access to confidential support and counselling, when you need it.
• A health plan that gives you money back on everyday medical costs for all the family, as well as access to a digital GP.

The extras:

• Exclusive range of high street discounts including cinema, tech, travel, fashion, food and drink.
• Get paid as you earn - access to up to 20% of your pay before payday.
• Opportunity to buy dental cover and critical illness cover.

We want everyone to join our journey: We’re on a journey towards creating the best possible workplace. We’ve got some way to go, but we’re building a diverse and caring workforce. One that’s filled with forward-thinking people who each bring unique talents and skills. So whatever your life experience, we want you to join us - and you really can come as you are!