Sales

• Manage an agreed portfolio of key customers via the respective account management team.
• Develop relationships with key customers to support account management team.
• Identify and develop incremental sales opportunities within the account portfolio.
• Liaison between Commercial Director and team to ensure implementation and achievement of annual business objectives.
• Monitor, coach and develop Sales team to attain highest possible level of professional standards and ensure achievement of Company targets.
• Construction and implementation of customer business plans and customer planning meetings.
• Ensure there is strategic alignment with the customer (s) through a multi-dimensional 3-year customer plan which consists of a commercial and service charter (e.g. new branded opportunities, NPD, contract targets, ESG alignment, inbound service metrics, contact strategy) that are relevant based on where the customer fits within our customer segmentation framework.
• Monitor cost control and recommend any necessary actions to reduce costs where possible.
• Communicate strategic customer plans and objectives to the wider business and lead process to ensure all departments have alignment to individual plans.
• Develop relationships with key customers to a minimum of Buying / Trading Controller level.
• Target quarterly review meetings with contacts to ensure agreed business objectives are endorsed at higher levels.
• Attend and support KAMs at relevant customer meetings with key Buyers.
• Ensure there is sufficient management of the sales forecast through the account review process.
• Attend business meetings fully briefed with the necessary information (e.g. Specific internal customer meetings, controller meetings, sales meetings, demand reviews and performance updates).
• Monitor and coach Sales personnel to identify areas of strength and development and maintain team motivation and discipline.
• Work closely with other department Controllers to encourage shared learning and positive working relationships.
• Work with NRM team to positively influence customer profitability.
• Pro-actively identify problems and implement solutions.
• Identify potential areas of business systems improvement.
• Support Sales Director with relevant data and information (in line with agreed timings, content and format)

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