National Account Manager - Grocery (FTC 12 Months)

Location: Wimbledon, UK

Reports to: Ray Whitley, Associate Director, Sales – Grocery and Discounters

Direct Reports: None

Scope / Brands: Manage a portfolio of 2-3 retailers in the Grocery channel across Clairol, Silvikrin and Shockwaves brands.

THE ROLE

The account management of specified customers to build profitable sales growth for Retail Hair in the Critical Grocery & Discounters channel. The challenge is to maximise performance within the selected retailers via successful account management to continuously improve performance in both revenue and profit.

• Business Planning
• Understanding of customer objectives and direction.
• Plan, develop, agree and implement an annual Joint Business Plan with the specified customers, activating contingency plans when necessary.
• Agree promotional forecast with Demand Planning to support the achievement of annual Forecasting Accuracy objectives.
• Agree monthly promotional support packages with customers including second sites, trade marketing and online support.
• Ensure that all opportunities for New Business in the channel – either whitespace or expansion with existing customers is seized upon and implemented with excellence.

• Negotiation
• Agree listings for all new products and brands as appropriate.
• Negotiate cost price changes with the customer as appropriate.
• Submit all cost price change paperwork to the account and internally in an accurate and timely manner.

• Forecasting/Supply Chain
• Build contacts with the forecasting and supply chain teams within the customer to work together to manage the most cost effective supply chain delivering all potential operational efficiencies.

• Financial responsibilities
• Manage monthly, quarterly and annual sales forecasts and provide rationale to AD of Sales.
• Review business performance of accounts to ensure on track and course correction in place.
• Manage Gross to net controls (trade spend) to optimise profitability.
• Manage an investment plan to drive consumer awareness whilst maximising profitability.
• Deliver maximum consumer engagement from trade investment.
• Accurately prepare financial accruals and implement these with the Commercial team.
• Work with the customer and Customer Services to minimise receivables to achieve target Debtor days for the customer.
• Authorise all invoices for payment within 7 days of receipt or manage prompt agreement to amend or cancel invoices if raised in error by the customer.

• Relationships
• Build relationships with the specified retailers at all levels of customer business across both buying and other functions as appropriate (supply, merchandising).
• Be the voice of your customers within Wella Retail Hair.
• Escalate appropriately on important issues or ones that cannot be resolved.
• Ensure great execution of activity instore.

QUALIFICATIONS

• Operated successfully at NAM.
• Planning & monitoring: Advanced.
• Analytical skills: Advanced.
• Consumer / shopper insights: Proficient.
• Communication & influencing: Proficient.
• Negotiation & sales management: Proficient.
• P&L management: Proficiency.
• Budget planning: Proficient.
• Customer management: Proficient.
• Communicates effectively & delivers impactful presentations.
• Shows a strong sense of individual accountability and able to work with autonomy.
• Is a change champion and pioneers new ideas and approaches.
• Committed to deliver results and goes after the stretch target.
• Has a flexible approach and adapts to challenges and changing priorities as needed.
• Makes fast decisions balancing intuition and facts.

Wella Company wants to meet the aims and commitments set out in its equality policy. This includes not discriminating under the Equality Act 2010 and building an accurate picture of the make-up of the workforce in encouraging equality and diversity. We offer equal employment opportunity to qualified individuals without regard to race, religion or belief, color, national origin, age, gender, disability, sexual orientation, gender identity, gender expression, marital or civil partnership, pregnancy and maternity, veteran status, or any other characteristic protected by law. Wella Company with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at: https://www.wellacompany.com/consumer-affairs. We strongly believe that cultivating a diverse workplace gives a company strength. The combination of unique skills, abilities, experiences and backgrounds creates an environment that produces extraordinary results.