Senior Commercial Manager - M&S

PURPOSE STATEMENT

To build trusted partnerships across our biggest customers and biggest potential opportunities. Delivering a clear set of agreed Revenue, profit and share KPI’s.  This role will independently build multi-level cross functional contact strategies to deliver the AOP outcomes.  This role is about delivering across a span of customers with multiple needs, developing clear short and long term strategies
 

KEY ACCOUNTABILITIES/OUTCOMES

• Being the expert in developing and delivering the customer strategy.  Building the plans to win and executing that cross functionally across complex customers
• To implement customer focused growth solutions to enable attainment of stretch revenue and profit targets.
• Being accountable to the Business Unit Head on your scope of customers and how you build, course correct and deliver to ensure delivery of agreed KPI’s, budgets and outcomes
• Taking ownership of the contact structure across customers at multi levels to ensure that short- and long-term plans are delivered.  Can the customer say in their own words we are the ‘trusted first choice’ in their category.  This is a personal accountability of this role
• Working cross functionally to build the right customer stories to win and deliver against our stretch AOP targets, winning across complex categories
• I ‘own it’ is the main accountability of this role, your is to be in control of delivery, finding alternatives and solutions when in month, quarter and year delivery is challenged. This role is proactive not consequential
• To communicate effectively and pro-actively with all internal functions; production, supply chain, technical, new product development, finance, marketing and category management to ensure that we deliver the needs on time for customers in line with Rich internal process
• Be a proactive team player in the Business Unit, supporting the direction and delivery across all customers and being proactive in the strategic development of the plan
• Be the voice of the customer, being active in store and at customer, doing what it takes to deliver and being known for doing so.  We might not win awards, but customers will talk about our support for them. 

KNOWLEDGE/SKILLS/EXPERIENCE

Critical

• Excellent interpersonal and relationship management skills
• Previous M&S account management experience
• Understanding of our competitor dynamics and how we will work to counteract their presence in our customer
• Understands market dynamics and consumer trends
• Business development track record in the food and/or drink marketplace
• Strong influencing skills, ability to influence at a variety of levels
• Adaptable and resilient
• Strong negotiation skills gained in an FMCG commercial environment
• Appreciation of the NPD process of bringing a product to market
• Ability to operate at pace in a fast moving environment

Desirable

• Contacts and network across associated marketplace
• Extensive knowledge of the food industry
• Demonstrable experience in major customer account management in Food and Bakery
• Understands the Joint Business Planning process and how to agree and implement plans with shared objectives
• Proven track record in insight-based solution selling 
• Have had experience in sweet or savoury bakery in the UK