Senior National Account Manager in Glasgow

We’re born and bred in Glasgow. Our business was founded on the Clyde back in 1864, and we’re still here today. We are proud to roast exceptional coffee for thousands of cafés and hospitality businesses across the UK & Ireland. Our workforce has grown to over 300 to support our expanding customer base, product range and service offering. We count some of the industry’s leading talents among our staff, from green coffee buyers and roasting technicians, to barista trainers and field engineers. Do you want to join our team of top talent in an exciting and industry-leading organisation? Read on!

Position: Senior National Account Manager

Location: Field-based – Covering the whole of the UK

Job Type: Full time, Permanent

Salary: £50-60,000.00 DOE + Bonus and Company vehicle

Benefits: 8 days annual leave increasing with length of service, plus 4 public holidays, medical cashback scheme, perks, long service awards, private pension, staff discounts, cycle to work scheme, buy and sell holidays scheme and more!

Job Purpose: An exciting opportunity has arisen for a Senior National Account Manager to join our Contract Catering team in on a full time, permanent basis. In your new role, you will develop and execute joint business plans to strategically grow each customer account, focusing on maximising sales, margin, and new group business. Building strong relationships at Procurement and Head Office levels is key to positioning Matthew Algie as the preferred hot beverage partner. The role involves creating Strategic Account Development Plans to drive growth, strengthen relationships across all levels, and deliver the annual budget in line with company objectives.

Job Scope: The SNAM is responsible for the securing of New Business Groups and also delivering annual budgeted turnover and margin objectives as provided by the Business Unit Director and agreed by the Matthew Algie Board for their customer base. This role is field based and requires frequent travel to customer and internal meetings. Travel to Glasgow Head Office is also necessary as events and meetings dictate.

Key Responsibilities:

• Attain new business through the securing of new group accounts and also through the growth of current accounts by adding new sites to existing groups.
• Take ownership of the Contract Catering sector within Matthew Algie – retain, develop and grow the account base.
• Manage assigned team members such as sector specific NAM to support sector growth.
• Develop, construct and gain agreement for Joint Business Plans including volume, revenue, promotions, pricing, service and account contact objectives and deliver agreed sales growth targets for assigned customer accounts in line with the company’s objectives to achieve budget.
• Develop and maintain effective working relationships with all key personnel within assigned customer account and network efficiently and effectively to be able to exert influence at all levels of the account in order to maintain business and drive year on year sales growth.
• Negotiate trading terms and pricing within the company agreed guidelines, with support from the Business Unit Director and Sales Director, in order to protect account profitability and increase margins where possible.
• Prepare and present regular business reviews to customer accounts to agree and deliver category growth initiatives.
• Monitor and evaluate sales data and commercial reports to identify problems, opportunities and take corrective action where appropriate.
• Support the regional BDM Team in developing accounts and increasing account base within the channel through supported networking and mentorship.
• Communicate effectively and professionally with all other departments within the company to ensure relevant information is shared in order that support and co-operation can be solicited where required to develop the customer account.

Key Performance Indicators:

• Profitability of customer base in line with company objectives.
• New Business Attainment at desired volume.
• Year on Year sales growth as defined in the budget.
• Contract compliance through KPI delivery.

Person Specification

Education / Qualifications / Training:

• Full UK driving licence.

Experience:

• Significant experience in a similar, Contract Catering role (minimum 3 years).
• Significant experience in winning new group business.
• Achieving and stretching sales targets.
• Managed significant national account customers.
• Experience in a fast-paced, target-led environment.
• Experience gained in FMCG / Retail / Food industries.
• Experience of working within hot beverage industry.

Skills / Knowledge:

• An excellent level of IT skills (Microsoft Word, PowerPoint, and Excel).
• Skilled negotiator who can deliver a ‘win-win’ scenario.
• Excellent interpersonal skills.
• Highly organised.
• Good attention to detail.
• Ability to work cross functionally.

Personal Attributes:

• Decisive and takes the initiative.
• Ambitious, but patient.
• Performs well under pressure and keeps a perspective.
• Willingness to go the extra mile.
• Works well as part of a team and individually as required.
• Honest and respectful.

We are committed to promoting equality of opportunity for all staff and job applicants. We aim to create a working environment in which all individuals are able to make best use of their skills, free from discrimination or harassment, and in which all decisions are based on merit. Our selection for recruitment does not discriminate on the basis of age, disability, gender reassignment, marital or civil partner status, pregnancy or maternity, race, colour, nationality, ethnicity, ethnic or national origin, religion or belief, sex or sexual orientation or gender reassignment status (protected characteristics).