About The RoleOur client is a UK-based food business supplying premium food products to retailers, wholesalers and foodservice partners. As Key Account Manager, you will manage and grow the company's most valuable active customers across its Mass, Key and Growth segments. Working closely with the Business Development team, you will retain existing accounts, develop them further and improve the profitability of every account in your portfolio.
You will own a portfolio of around 50 top-tier accounts and act as the main day-to-day commercial contact for each of them.
What You Will Do
- * Retain and grow revenue and gross profit across your portfolio, with the right level of activity for each segment
- Build and deliver Joint Business Plans and lead Quarterly Business Reviews with Key accounts, covering performance, range, pricing and promotions
- Create growth plans for Growth accounts and keep in regular contact by phone and video call
- Support route-to-market development for Mass accounts with the Managing Director and Marketing team
- Identify accounts that can move up a segment and put plans in place to get them there
- Grow own-brand sales (including Rendles and Snak Shed) by finding new listing and range opportunities
- Manage range reviews, new product introductions and deletions with the Purchasing team
- Negotiate pricing, promotions and terms, including price increases, while protecting gross profit
- Monitor account health and act quickly on accounts that are declining or at risk
- Build senior-level relationships with key decision-makers, beyond the day-to-day buyer
- Work with Customer Service, Purchasing and Marketing to ensure excellent service levels and product availability
- Keep account plans and activity up to date in the CRM and report on performance and forecasts to the Managing Director
- Travel to the UK regularly to visit customers and spend time with the UK team
What We Are Looking For
- * At least 3 years' experience in key account management or B2B sales, managing a portfolio of trade customers
- A proven track record of growing revenue and gross profit within existing accounts
- Experience of running business reviews and range reviews, and negotiating pricing, promotions and terms
- Strong commercial and numerical skills, and confidence using Excel to analyse sales and margin data
- Fluent written and spoken English at a professional business standard, with confidence presenting to and negotiating with UK customers
- Experience of using a CRM system to manage accounts and activity
- Highly organised and self-motivated, able to manage a large portfolio and prioritise effectively
- Willing and able to travel to the UK regularly
- Right to work in Morocco
