National Account Manager – Waitrose, M&S, Booths

To manage and develop Waitrose, M&S and Booths accounts to achieve budget objectives through executing category and brand activations which ensure MHUK brands deliver sustainable value growth in line with business objectives whilst always protecting brand equity.

Job Responsibilities

• Commercial Plan
  • Develop and implement a customer strategy and plan that achieves the annual customer budget.
  • Deliver agreed volume, cost price, customer investment (FTT) and profit targets for each of the brands through the designated customer portfolio.
  • Manage the monthly and annual sales forecast in commercial planning system.
  • Update and maintain customer account plans and all associated documents using agreed company standards.
  • Actively work to protect and grow the distribution of Moët Hennessy brands within the customer(s) in line with channel guidelines.
  • Analyse and share sell out data using available resources provided through customer EPOS systems.
  • Complete pre and post evaluation of all price promotional activity on given customer(s).
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing).
  • Enable effective credit management and cash collection in conjunction with the finance team.
• Customer Relationship Management
  • Build strong external relationships with the customer across commercial, category, supply chain, marketing, regional and store teams.
  • Develop, plan and negotiate annual Joint Business Plans with key customer(s); ensure ongoing tracking of performance vs plan internally and externally.
  • Work cross‑functionally internally to ensure the appropriate level of support for the key customer(s) from category, marketing and supply teams.
  • Become a facilitator for new ways of working and commercial ideas with given customer(s).
  • Build channel‑specific customer plans to make sure the MH portfolio benefits from emerging sources of growth, e.g. online and convenience.
  • Attend all customer trade briefings and networking opportunities to fully understand customer strategies and opportunities for Moët Hennessy.
  • Work closely with MHUK and customer supply chain teams to ensure service level targets are delivered.
  • Deliver product education and tasting events as required.
• Brand Activation
  • Support the Trade Marketing function with the planning, booking and execution of the media budget and plan; maintain a strong relationship with the Customer's appropriate Media Planner.
  • Work closely with the Commercial Development team and the Customer's Category team to develop category solutions appropriate for luxury brands.
  • Oversee the online platform, optimise user experience, education and drive sales growth by implementing effective digital marketing strategies.
  • Visual Merchandising – jointly build and implement captivating and innovative displays that effectively showcase products, enhance the brand image and elevate the overall shopping experience for customers.
• Market Intelligence
  • Gather and use comprehensive competitor information and analyse weekly Brand view data to alert the business to market activity and price changes.
  • Identify and recommend new business and brand development opportunities within designated customer(s) using data based insight.
  • Use consumer, market and retailer information to offer category advice and support to designated customer(s).
• Team Working
  • Attend all internal team meetings in order to understand broader channel agenda and present back to the team on the designated customer(s).
  • Support the Off trade team with participation in transversal projects as required.

Candidate’s Profile

• Education
  • WSET certificate (preferred but not essential).
  • Full driving licence.
• Professional experience & know how
  • Blue Chip FMCG sales training.
  • Experience of P&L Management.
  • FMCG National Account Management experience.
  • Good knowledge of Category Management.
  • Experience of managing customers in the online channel.
  • Exposure to premium / luxury brands.
• Personal & interpersonal skills
  • Drive, Energy and Passion.
  • Affinity for luxury brands.
  • Well organised.
  • Strong communicator.
  • Good relationship builder.
  • Numerate.
  • Strong negotiation skill.