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Position
JOB MISSION
To manage and develop designated Cash & Carry and Convenience customers to achieve company KPI’s (volume, profit and distribution targets) with full P&L responsibility within the MHUK Trading Term structure. Through working with key strategic partners ensure MHUK brands deliver sustainable value growth in line with the MHUK business objectives whilst maintaining brand equity for relevant brands/Maisons.
Job Responsibilities
Commercial Plan
- Develop and implement a customer strategy and plan that achieves the annual channel targets.
- Deliver agreed volume, cost price, customer investment (FTT) and profit targets for the designated customer portfolio.
- Manage the monthly and annual sales forecast in commercial planning system.
- Manage and track the FTT & A&P spend with the key JBP customers, ensuring funds are invested in line with the commercial plan to drive the business in line with expectations.
- Update and maintain customer account plans and all associated documents using agreed company standards.
- Actively work to protect and grow the distribution of Moet Hennessy brands within the customers in line with channel guidelines.
- Analyse and share sell out data using available resources provided through customer EPOS systems.
- Complete Pre and Post Evaluation of all promotional activity on given customers.
- Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing).
- Enable effective credit management and cash collection in conjunction with the finance team.
Customer Relationship Management
- Build strong external relationships with the customer across commercial, category, supply chain, marketing, regional and store teams.
- Develop, plan and negotiate annual Joint Business Plans with key customers. Ensure ongoing tracking of performance vs plan internally and externally.
- Work cross functionally internally to ensure the appropriate level of support for the key customers from category, marketing and supply teams.
- Become a facilitator for new ways of working and commercial ideas with given customers deliver sustainable value growth in line with the MHUK business objectives whilst maintaining brand equity for relevant brands/Maisons.
- Attend all customer trade briefings and networking opportunities to fully understand customer strategies and opportunities.
- Be the face of Moet Hennessy in Cash and Carry by developing close relationships at depot level and all levels in the customers organisation.
- Develop relevant insights and market data to support sales objectives and ensure success and sell with a “Category” mindset, talking the customer language with shopper and consumer metrics where possible.
Brand Activation
- Work with the category and marketing teams to deliver trade leading in store activations and category solutions appropriate for luxury brands
- Run an annual calendar of promotional activity in line with channel guidelines and focused on maximizing value for both Customers and Moet Hennessy.
- Deliver innovative ideas to enable the MH portfolio to be developed in an increasingly digital channel.
Market Intelligence
- Gather and use comprehensive market information for communication within the business.
- Identify and recommend new business and brand development opportunities within designated customers using data based insight.
- Use consumer, market and retailer information to offer category advice and support to designated customers.
Team Working
- To attend all internal team meetings in order to understand broader channel agenda and to present back to the team on the designated customers
- Support the Off Trade team with participation in transversal projects as required.
Profile
Education:
- WSET certificate (preferred but not essential)
- Full driving license
Professional experience & know how:
- Blue Chip FMCG sales training
- Experience of P&L Management
- Experience of Cash & Carry channel
- FMCG National Account Management experience
- Exposure to premium / luxury brands
Personal & interpersonal skills:
- Drive, Energy and Passion
- Passion for luxury brands
- Well organized
- Strong Communicator
- Strong Negotiation skills
- Excellent communication and relationship building skills
