JDE Peet's
Key Account Manager OOH - Leisure
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Company Description
It’s amazing what can happen over a cup of coffee. At JACOBS DOUWE EGBERTS, we’ve made it our mission to find out. Our people have been raising the bar since day one, thinking fast and acting even faster to make an impact that’s felt around the world. JDE is the home to some of the most well-known coffee brands in the world. To date, our coffee and tea portfolio is available in over 100 countries and includes iconic household names such as Jacobs, Tassimo, Moccona, Senseo, L’OR, Douwe Egberts, TiOra, Super, Kenco, Pilao, and Gevalia. We’ve built our business on the belief that everyone deserves the coffee they love – no matter who you are, where you live or how you take it.
At JACOBS DOUWE EGBERTS we are inspired by our belief that it’s amazing what can happen over a cup of coffee. We are driven by the vision that everyone deserves the coffee they love.
Job Description
As an integral part of the direct sales team, the key account manager will lead the long-term growth strategy for the ‘large business’ sector, focused on, but not limited to Contract Caterers. The role will be responsible for developing and maintaining a new business prospect funnel and winning new business tenders to contribute towards the UK&I 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 to deliver our growth agenda.
Customers
- Manage and develop existing customer portfolio across all product categories in the JDE portfolio. Experience and exposure to the Foodservice, Cruise ship, and travel segments would be desired. The role encompasses Leisure operators across travel, holiday parks, QSR, and Restaurants, as well as consortias such as Lnyx, MPP, Entegra. The relationships are also handling the direct relationships of the cruising sector and their RTM’s such as Mack ship and Cavendish. Customers such as Carnival, P&O, Ambassador.
- 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.
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Annual Operating Plan
- Agree first-year AOP target: NOS and GM in line with UK&I Coffee Solutions plan and strategy.
- Develop mitigating strategies to manage potential risk to plan achievement.
- Agree longer-term plan/roadmap 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.
- Understand and execute solutions that can be of high value to different sectors within Leisure from Machine coffee to instant and capsule formats.
Budget
- Monitor forecasts, rebates, pricing, and marketing budget for the customers in order to achieve GP targets.
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Negotiation Framework
- Plan approach to customer negotiations to optimize volume & value where appropriate in line with defined terms, business potential, and timing, and decide on the local customer negotiation approach.
Marketing Spend
- Define and justify Marketing spend with a business case per customer, delegate, and monitor spend in line with the agreed plan.
Qualifications
Experience & Education:
- Sales experience within the Professional B2B environment is essential.
- Demonstrate NOS, GM, and EBIT growth achievement.
- Strong track record of prospecting, negotiating, and winning new business.
- Structured approach to account management.
- Excellent Leadership skills, Communications skills, & People management skills.
- Good working knowledge of the 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, organization, communication, analytical, and problem-solving.
Additional Information
JDE Peet’s - now part of Keurig Dr Pepper – is the world’s leading pure-play coffee company, with a presence in more than 100 markets. Guided by our ‘Reignite the Amazing’ strategy, we are focused on brand-led growth across three big bets: Peet’s, L’OR, and our 10 strategically selected local icons led by Jacobs. Unrestricted UK right to work.
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