Senior National Account Manager

You will manage specific national accounts for clients in line with client and company standards, policy, performance and strategy. You will also obtain, maintain and develop profitable business with a specific account portfolio within defined market categories

• You will manage and develop client business through specific multiple national account and provide input to the development of client brand and category plans working closely with the client management teams.

• You will ensure plans reflect account opportunities and account strategy reflects the clients’ and company objectives, maximising product brand shares.

• You will provide accurate and timely sales volume and value forecast, maintaining updated information and reports with account trading policies and business objectives.

• You will ensure most favourable trading terms on price, service & profitability are negotiated.

• You will ensure promotional activity & new product listings maximise potential business in all accounts and communicate all relevant information to the Business Controller.

• You will control clients’ product promotional budgets and identify improvement opportunities, maintaining control of overheads and expenses within defined limits to ensure most economic coverage of accounts.

• You will monitor and control account development and deliver budgeted sales.

• You will monitor and report on competitor activity as well as recommending and implementing alternative business strategy in light of changing market conditions.

• You will establish working relationships with marketing, sales planning & finance (for logistics) and liaise with the Logistics Manager over client stock to ensure sufficient stock is available to meet existing and future requirements.

• You will carry out any other reasonable task or tasks in connection with the job function, as requested by your manager, including a willingness to work flexibly beyond standard operating hours when required.

• You will attend client review meetings as necessary and present account specific sales reviews and outline strategic development.

Career Experience

• Minimum of 3 years account management experience

• Demonstrable experience of creating and delivering account specific JBP’s.

• Demonstrable experience of working with customers and building multi-level relationships to facilitate top-to-top meetings.

• Demonstrable experience of identifying opportunities outside of your direct remit in order to add value to the wider business.

• Recent exposure to the principles of category management, preferably within the health and beauty industry.

Qualifications

• Educated to degree level qualification or equivalent

Required Skills

• A strong understanding of the key financial measures that drive effective performance, including ROI calculations, promotional evaluation, return on capital employed and sales modelling.

• The ability to use Excel to an intermediate level in order to analyse trends and create commercial recommendations.

• Strong analytical skills in order to interpret sales data and forecast accordingly.

• Strong understanding of the core principles of category management and the ability to utilise these in trade recommendations and proposals.

• A broad understanding of external economic and political factors that influence the industry and the ability to eloquently outline these both at trade and client meetings.

• The ability to use PowerPoint to an intermediate level in order to create impactful presentation for the trade and client review meetings.

• The ability to interface effectively in order to negotiate up to trade director

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide . Learn more at

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