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National Accounts Controller (FMCG) 66k

Job Description

VANRATH has partnered with a leading Brand Builder that is extremely passionate about unleashing the potential of their customers, team and brands.

This role is based in the Belfast office.

Reporting to the Commercial Director, you will take overall responsibility for managing and developing a portfolio of retail accounts ensuring you exceed sales and margin targets, whilst championing the brand and adding value to customers.


Up to £55,000 plus 20% bonus and £600 monthly Car Allowance


* Collaborate with the Commercial Director to develop a business plan and sales strategy across a range of accounts that will deliver both profit and growth

* Lead and develop the Company's national account activity, ensuring effective leadership, existing account management, new business growth, budget control and forecasting accuracy

* Build and lead a customer contact strategy to enable you to identify and capitalise on further business opportunities

* Conduct internal and external research to identify customer's requirements and opportunities to develop future activity plans

* Present solution proposals to decision makers and engage them throughout consultations to secure a commercial partnership negotiating full terms and conditions and supply contracts

* To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the channel to drive the AOP objectives

* To administer allocated budgets ensuring that money is spent in line with guidelines agreed with channels and brands and that return on investment is maximised

* To be responsible for setting up some rebates and settling of some claims where there are key value / risk / scale drivers

* Drive sales and manage the trade promotional spend as well as developing retailer category plans to ensure that space is increased whilst achieving product ranging, pricing and space objectives in accounts particularly focusing on NPD

* In instances where price increase is required, to be accountable for pre-conditioning, creation and execution of the plan and objection handling associated with the proposed change

* Liaise with key internal stakeholders within Operations, Finance, Purchasing, Supply Chain, Marketing and Customer Support to ensure effective customer service is maintained for all accounts

* To be responsible for working with the Trading Director to ensure accurate forecasting of customer volumes to assist total business planning accuracy

* Jointly own and work to a portfolio activity plan with your team to effectively protect and grow high share accounts and actively acquire new customers

* Share category trends and insights to facilitate decision making and product ranging, leading to a greater presence for the brand portfolio

* Utilise key contacts within your network to create new business opportunities and establish a broad and diverse customer base

* Provide monthly sales analysis into customer performances and key product developments

* Commercial analysis of customer data to provide quarterly business forecasts to highlight new opportunity, review contract performance against target and identify sales planning to secure contracted revenue

The Ideal Candidate:

* A minimum of 3 years previous experience in a National Account Manager role or experience of managing complex Corporate customer portfolios

* Strong commercial acumen to enable development of commercial propositions which can be developed into account plans and implementable in outlet execution plans

* Understanding and confidence with P&L management and with management of both volume and profit forecasting processes

* Strong selling and negotiation skills

* Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships