National Account Manager - Cash & Carry
At a glance
Mid-level Account Management role at US Kraft Heinz. London · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Own several Cash & Carry wholesalers, including Booker, Bestway and Costco, and grow each account
- Visit priority customers, attend trade shows and run commercial meetings across the wholesaler portfolio
- Build joint business plans from data and agreed KPIs while managing a channel P&L above $24M
- Negotiate customer plans, close listing gaps and deliver wholesaler activity across digital, telesales and marketing
- Forecast channel performance, spot risks and opportunities, and turn market insights into account actions
What you bring
- Customer relationship management experience, with confidence selling propositions and negotiating commercial agreements
- Strong Microsoft Office skills and the ability to use complex data to make clear recommendations
- A track record of solving problems independently, simplifying complexity and handling entrepreneurial challenges
- Experience selling to or buying from wholesalers is desirable, while a bachelor’s or master’s degree is preferred
Who this fits
You’ll suit a commercially driven account manager who can influence customers and internal teams, manage several projects, and make decisions under pressure. The role involves regular customer travel, trade shows and commercial meetings, with London-based hybrid working at The Shard. Wholesale experience is useful, and the position reports to the Route to Market lead.
From the employer
Job Description
We’re seeking an ambitious National Account Manager to lead our Cash & Carry channel within our Away From Home business. Cash & Carry is an exciting part of the Away from Home business with huge potential to deliver incremental sales growth across multiple levers. This role is for someone that has a strong commercial drive to deliver at pace to meet internal and external objectives. We are looking for an enthusiastic individual who wants to push the boundaries to grow relationships and deliver a strong and sustainable performance.
In this role, you will have ownership of multiple Cash & Carry Wholesalers (including Booker, Bestway & Costco) and will be fully responsible for their development and growth. You will need to proactively identify, qualify, and pursue any new business opportunities (e.g. listing opportunities, wholesaler sales team engagement etc.) as well as keep customer engagement high year-round. This is an exciting opportunity to develop your commercial skills, work closely with internal stakeholders, and build strong relationships with external customers. Ultimately, as a channel and customer expert, you’ll need a growth mindset & ownership to guide our business on identifying opportunities as well supporting our customers to grow.
You will report directly into the Route to Market lead as part of our wider Away From Home team. You will be part of a collaborative, entrepreneurial team that is always striving to reach the next level and grow the business – this team is a key driver of our 10-year strategic growth plan.
What you’ll be doing
Managing a complex set of customers: Responsible for multiple Cash & Carry’s / Wholesales including some huge National players as well as some fast-growing Regionals. You’ll be expected to make regular visits to your key customers, attend trade shows, lead commercial meetings etc. so a willingness to travel is required.
Understanding your Business and Leveraging Financial Concepts: You’ll be building JBP’s based on robust data analysis and agreed KPI’s. Above all, you will be doing what’s right for Kraft-Heinz, always considering the impact of your decisions on other accounts and winning for the team as a whole.
Executing the Commercial Plan: Delivering solution-focused plans for your customers to drive your overall P&L of $24M+ forward. You’ll engage in tough negotiations where you will have to think on your feet, take calculated risks and make effective commercial decisions under pressure. Ultimately tasked with profitably growing your accounts through distribution optimisation and best in class engagement & execution. This includes closing core listing gaps, launching innovation, wholesaler engagement (tradeshows, suppler days etc.) and wholesaler executions (digital, telesales, marketing etc.)
Selling with Impact and Insights and Analytics: Your data and analytical skills will allow you to use insights to build engaging stories that deliver a strong message and address your customer’s needs. You’ll work closely with your customers and other internal functions to plan the future strategic direction of your accounts, including analysing market data and insights to identify white space that Kraft-Heinz can play.
Owning of the forecasting and performance management in your channel through deep data analysis, customer knowledge and identifying of risks & opportunities.
Maintenance of your accounts on a day-to-day basis as the main business contact at Kraft Heinz, interacting and influencing internal stakeholders accordingly to provide the support required.
Qualifications & Experience
- Bachelor’s / Master’s degree preferred
- Technical proficiencies in Microsoft Office Suite
- Prior experience in customer relationship management skills are critical, and you are able to demonstrate the ability and confidence to sell commercial propositions, together with sound negotiation skills
- Consistent track record of problem solving as an owner, taking on entrepreneurial challenges and simplifying the complex
- Wholesale selling or buying experience is desirable
Professional Attributes
Communication Skills and Collaboration: At Kraft Heinz you’ll easily be exposed to senior management, no matter your level. Therefore, it’s important you have excellent communication skills, with the ability to simplify and deal with all kinds of different stakeholders across sales, marketing and our agency partners.
Strategic and Creative: Strategic capabilities and experience in marketing and sales strategy development, situational and trend analysis. Work with marketing team to amplify and apply core creative ideas in to in store and online environment
Project management skills and ability to simplify: You’re organized, structured and always have an overview of all the deliverables. You know how to bring multiple projects to a successful ending within the given timeframe and to work well and manage cross functional teams. You are able to make choices and select what not to do.
Results driven: You don’t only focus on your own results but always do what’s best for the company and the brand.
Analytical: Were a very data orientated company and strive to translate complex data into a simple solution with an analytical approach.
What we offer you
- An ambitious employer with an industry-recognised career development pathway
- A meritocratic, pay for performance approach
- A fun, collaborative office culture that celebrates good food and good times with regular events and socials
- An active network of Business Resource Groups, sponsored by leadership, that promote education, celebration, & allyship, helping to create an inclusive work environment
- Flexible and hybrid working approach, including ability to work from abroad
- Family-friendly; market leading parental leave benefits & sponsored nursery scheme
- Employee discount on Heinz products!
Wellbeing
- Private medical cover & Digital GP
- Comprehensive Life Assurance & Group Income Protection
- Exclusive gym discounts & cycle to work scheme
- Premium membership to Calm App
- A variety of amazing sports teams & clubs!
- 3 volunteering days per year (e.g. Soup Kitchen, Magic Breakfast)
As a Disability Confident employer, we are happy to accommodate any reasonable adjustments you may need during our screening and interview process.
Location(s)
London - The Shard
Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.
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