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National Account Manager - Vending

Company Description
We believe amazing things can happen over a cup of coffee.
Everyone's coffee experience is unique ? that's why we bring this flavour into our careers. We keep our care and guidance individual to you. We celebrate achievements and support one another in a workplace that's committed to doing the right thing ? all across the world.
Our goal is simple but ambitious. Jacobs Douwe Egberts: a coffee for every cup.
JDE is a ?5 billion global business retaining a start-up feel and containing some of the leading brands in Coffee and Tea ? Kenco, L'OR, Tassimo and Douwe Egberts to name a few.
The UK represents a top 5 global market for JDE and continues to be a growth engine for the category, driving premiumisation by leading the single-serve partition with the Tassimo brand and premiumising the instant coffee segment through Kenco, L'OR and the Douwe Egberts brands.
Working with us is an exciting opportunity to make a difference in the world's largest pure play coffee company.
Job Description
Business context of the role:
Commercially JDE is divided into two business units, Retail and Professional. The professional business unit is aligned with 'on the go' consumption of our brands including customer such as offices, hotel groups, pubs and bars and hospitals.
Professional makes up approximately 25% of the UK&I business. This position sits within the Direct sales team, in our Professional business. With responsibility for all our major national account contracts the Direct sales team drives new business and develops existing accounts through the acquisition of new contracts.
About the role:
As an integral part of the direct sales team the key account manager will lead the long-term growth strategy for the Vending sector. The role will be responsible for developing and maintaining a new business prospect funnel along with winning new business tenders to contribute towards the Professional annual operating plan targets. The Key Account Manager will work as part of a cross functional selling team with internal stakeholders across Marketing, Operations, Supply Chain, Demand Planning and Finance in order to deliver our growth agenda.
Key responsibilities of the role:
Customers
Prospect new business in a structured manner; compile and manage a new business pipeline, demonstrating knowledge of the segment and long term opportunities
Quickly identify a wide range of target prospects to convert into the JDE 'perfect fit' proposition.
Annual Operating Plan
Agree first year AOP target: NOS and GM in line with UK Professional plan and strategy.
Develop mitigating strategies to manage potential risk to plan achievement.
Agree longer term plan/ road map to achieving the 5-year growth strategy.
Segment Strategy
Identify and support the development of the correct 'perfect fit' segment proposition.
Work closely with marketing, finance and operations functions to fine tune the right go to market strategy, building a proposition that allows JDE to win in this segment with full service proposals and ingredient supply.
Budget
Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.
Negotiation Framework
Plan approach to customer negotiations to optimise volume & value where appropriate in line with defined terms, business potential and timing and decide on local customer negotiation approach.
Utilising both customer and channel knowledge to lead negotiations anticipating potential challenges and building affective strategies to overcome them.
Marketing Spend
Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.
Qualifications
Sales experience within the Vending environment is essential
Demonstrate NOS, GM and EBIT growth achievement
Strong track record of prospecting, negotiating and winning new business
Structured approach to qualifying/ quantifying new business leads and pipeline/ database management
Excellent Leadership skills, Communications skills & People management skills
Good working knowledge of Coffee category in the Out Of Home market.
Commercially astute with P&L understanding and ability to leverage OOH metrics
Ability and confidence to negotiate at all levels and build networks
Excellent planning, org, communication, analytical and problem solving
Additional Information
What's it like to work at JACOBS DOUWE EGBERTS?
We are proud of our passionate and driven associates who challenge the status quo and pursue mastery in everything they do. Our goal is simple and ambitious ? JACOBS DOUWE EGBERTS: A coffee for every cup
Working with us means you'll be making an impact in a fast-paced, collaborative environment. We work as a team, celebrating success and support one another. Our associates work with a diverse group of like-minded people in an innovative environment committed to doing the right thing across the globe. Your achievements here will get noticed.
Jacobs Douwe Egberts is a global coffee & tea company, serving consumers in more than 80 countries through iconic brands including: JACOBS, TASSIMO, MOCCONA, SENSEO, L'OR, DOUWE EGBERTS, KENCO, PILAO and GEVALIA

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