Mark Anthony Brands International
Manager, Key Accounts
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Reporting to the Sales Director - On Premise
This role will drive White Claw growth across National Accounts North based Head office (NUS, Stonegate, Revel, Roxy, NQ64, etc.), Key Account groups (Bigger Boat, Liars, Baa Bar, etc.), route to markets (HB Clark, Wigan Beer, H&B, etc.), Independent free trade (Diecast, Freight Island, etc.) and NUS Venues in the North through effective JBP management. They will also further grow distribution of White Claw and NPD by engaging National Accounts, MRG’s, IFT and route to market sales teams. Driving rate of sale through in-account activations and visibility, representing the brand at trade shows and events, and helping to launch new portfolio innovation are all key to success in this role.
Accountabilities
- Manage a portfolio of existing accounts – 5+ MOT Nationals (NUS, Punch, etc.), 35+ MRG’s (Bigger Boat, Liars, Baa Bar, etc.), 600 IFT accounts (Freight Island, Diecast, etc.) and c.100 Universities (Manchester, Liverpool, Loughborough, etc.) and 5 Regional RTMs (HB Clark and H&B).
- Secure listings of White Claw in new accounts across the North of England and National Accounts with Northern based head office, with a focus on late-night venues, competitive socializing, NUS and high street groups.
- Build effective JBP’s with contracted customers and execute marketing plans across the On Trade to drive sales, visibility and activation in outlets.
- Negotiate trading terms and Improve ROI across all invested customers and manage all internal finance processes including Forecasting, A&P, invoice control, etc.
- Brand Advocacy: Act as a brand ambassador for White Claw, ensuring that the brand image and values are effectively communicated to all existing and potential customers across account base.
- Product Training: Provide training for key buyers and staff to increase brand knowledge across our customer base.
- NPD: Plan and successfully launch innovation in line with the country plan in target outlets.
- Weekly & Monthly reporting along with delivering insight internally.
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Key Metrics & Financial Targets
- Secure 150 new points of distribution for White Claw including over 90% of all NUS accounts in the North to stock White Claw.
- Increase the average RoS across the accounts by increasing brand visibility and activity in outlet. Moving to 3 cases per week.
- All Contracted customers signed / re-signed in excess of 20% margin.
- Forecasting Accuracy +/- 20%
Own
- 5+ Nationals, 35+ MRG’s, 600 IFT accounts and c.100 Universities and 5 Regional RTMs, the role will own the commercial deals and the customer relationships.
- Customer P&L, investment across key groups and the activations to drive brand RoS.
- Forecasting and Demand planning across the customer base.
Influence
- Across key business functions such as marketing, supply chain, finance and category, extending reach and contact for business teams within the key customers. Providing insight from customers to create business direction.
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Collaborate
- Cross channel working to provide coverage for C&C and Convenience customers.
- Create National accounts strategy with cross functional teams.
- Support and leverage festival listings and activation.
Critical Relationships
- Broader sales team, Marketing Team, trade marketing, supply chain, finance and third-party partners
Skills Needed To Be Successful
- Account management experience and relationships with national and regional groups along with RTMs.
- Drive and Ambition: Proven ability to set and achieve ambitious sales targets. Demonstrated passion for the beverage industry.
- Organizational Skills: Excellent organizational and time management skills with the ability to manage multiple priorities effectively.
- Team Player: Collaborative mindset with the ability to work closely with cross-functional teams.
- Flexibility: Adaptability to a dynamic and evolving market. Willingness to travel within the designated area.
- Communication Skills: Strong verbal and written communication skills. Ability to articulate the value proposition of White Claw effectively.
What You Will Learn In This Role
- To manage high profile complex customers – to drive commercial return from contracts, visibility and activation in outlet.
- How to manage multiple sites and implement standards.
- Customer marketing and channel strategy builds
- Sales and Negotiation strategies.
- P&L Management & Internal financial process.
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