Purpose
To take an active lead in driving the growth of their retail category, through maximising opportunities for sustainable sales with profitable margin that delivers the company objectives. Whilst leading and managing growth and development of our business within a defined customer base.
Ensuring accurate forecast management and a growth mindset to deliver against business objectives. As part of the commercial team this role will focus on the business development and improvement of a strategic retail partner within our business.
It will therefore be responsible for contributing to the business, through effective collaboration to achieve targets and objectives. Due to the high-profile nature of this retailer account, the Senior Commercial Manager is expected to provide leadership and direction to junior members of the wider category team(s). They should strive to impress on others (internally and externally) our company values.
Key Responsibilities
- P+L responsibility for a defined account or portfolio of accounts leading to the growth of our business in line with objectives.
- Creation and agreement of Customer Joint Business Plans.
- Line management: become a mentor, people management or support others development in the team or wider.
- Effective evaluation of promotional performance and developing recommendations to maximise promotional effectiveness.
- Work with marketing to develop and implement the strongest possible customer plans including instore and online activation plans.
- Effective internal and external communication of performance, recommending specific actions where the business looks to consolidate areas of strength as well as rectify underperformance.
- Champion the customer within the Pilgrims Europe.
- Ownership of Customer Strategy and wiring plans.
- Management of the forecast and risks & opportunities to plan.
- Full responsibility for developing and agreeing annual joint business plans with the customer across all routes to market and product categories.
- Ensure focus on fast developing new ROUTES TO MARKET e.g. convenience store formats and on-line. This is critical to the role!
- Deliver the budgeted commercial KPIs in line with annual budgets & ZBB process. In addition to this agree with Sales & Marketing Team a set of stretch business improvement targets in line with the corporate Close the Gap.
- Work through SOP process to deliver monthly performance measures.
Skills & Knowledge
- Strong background in major retail account management. Typically working at Commercial Manager level within our industry given the high-profile nature of such accounts.
- Experience of working with at least one of the top Grocery multiple accounts.
- Own label or branded experience.
- A proven track record of demonstrable successes.
- A relationship builder who can work with the major grocery accounts.
- Able to gain customer credibility quickly.
- Highly analytical with excellent project management skills
- Concise communicator with strong people skills.
- Willing to listen and willing to learn.
- Excellent presentation skills.
- Initiative-taking, able to self-manage.
- A can-do approach; gets the job done.
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