The National Account Group Manager is part of the Sales Team. He or she will be the end responsible for developing and delivering the Strategic & Annual sales plan for one of the de top 3 retail clients.

Business: 

Management of the business related to the customer portfolio. More precisely:

• Profound customer understanding (history, organization, strategy, Intl. links, etc.)  

• Delivers the agreed annual Sales objectives on Volume, Net Revenue, Contribution, Trade Investments, Market Share, Forecasting, Obsoletes, NOPBT for total Food

• Leads the development and implementation of the Strategic and Annual Operating Plan across categories

• Builds Customer plans and supports direct reports in the development and implementation of the Customer Plan

• Leads WCCE (World class customer engagement) and Joint Business Planning for Strategic accounts

• Identifies new opportunities within the organization for growth and efficiency

• Develops, Negotiates, Follows up on Customer plan incl strong CDA’s to deliver targeted results which are aligned with the customer plan

• Follow-up and execution of International Agreements

• Translate Retailer Strategy into a Pepsico commercial plan 

• Close follow up of Internal budgeting processes & forecasting and Close Monitoring of customer investments.

• Lead Optimization of the assortment, in collaboration with Category management, Global Business Centre, Marketing, Sales finance and lead introduction of new products. 

• Supports the (shopper) marketing departments and GBS counterparts in their development and implementation of promotional plans

• Develops & manages based on input from customer, national promo calendar or internal/ GBS evaluation an annual tailor made promotional calendar, folders and in-store activities  in collaboration with GBS/ Shopper Marketing Team. Follow-up on promo pressure, margin evolution customer & efficiency in collaboration with Sales finance, GBS and NRM (revenue management)

• Implement and follow-up of specific projects as well in supply as in demand management

• Request market data or analysis (Nielsen) to GBS insights, understand analysis & if necessary perform extra analysis individually and communicate conclusions to the appropriate parties

customer. 

• Request support from  GBS space management, implement and realize space management with the customer. 

• Follow-up of customer invoicing and promotions via TPM tool & in collaboration with GBS, in order to reach an optimal cost-control. 

Customer/Relationships:

• Be the face to the customer cross department

• Customer wiring: maintain/develop outstanding professional relationship with all relevant contact persons within the customer organization (from head office to outlets) and within all  relevant customer departments (purchase, sales, logistics, marketing & communication) 

• Permanent contact with the buyer as well for the day-to-day follow-up as for the customer understanding and anticipation on opportunities 

• Assure regular Business Review sessions as well with the Buyer as with other departments (external) in order to optimize the communication and to develop the business opportunities.

• Organize and prepare top to top Meetings with our direction board and direction board of the customer and periodical business reviews 

Team/ People Management/ Organization:

• Staff, onboard, train & retain the Customer Team with high caliber talent

• Supports & drives Sales Capability agenda 

• Deliver a dynamic contribution to the periodical internal meetings in order to share the customer’s point of view (category vision & perspectives, customer strategy, implications,…)  

• Represent sales in the structural and Ad Hoc workgroups and debrief the sales organization on all decisions made in the concerned Matrix Group 

• Lead customer development projects related to the customer (Cat. Man., logistics, …) 

• Leverage GBS capabilities to guarantee high qualitative sales and customer support and development of long term customer relationship management

• Team player : taking others with him/her, collaborative management style with cross functional departments: Strategy and Revenue, Commercial Finance, Planning , DX (Perfect Store, Insights & data, Shopper marketing) and GBS. Collaborates closely with the team of Field Sales representatives.  Liaises with colleagues from other customer teams.

• University degree or equal through experience

• Min 7 to 10  years experience in FMCG and previous expierence of managing one of the de top 3 retail clients 

• 3-lingual: Dutch – French – English

• Strong business acumen, Profit&Losses attitude

• Strong proven analytical and commercial skills 

• Strategic vision and translation to perfect execution 

• Excellent negotiation skills, independent negotiator 

• Influencing skills: strong Long term network developer and teamplayer;

• Result-oriented and driven towards growth

• Strong communication, persuasion and relationship management skills with the ability to interact and communicate with different levels in the company and within the customer – open & clear

• Priority management skills and ability to multi-task

• Change Management : how to do it better (internal & external)

• Entrepreneur

• Excellent leadership skills, focusing on development, building and steering the team in a high performance culture 

• Hands-on mentality

• Digital savviness and e-commerce understanding 

• People Manager: leadership and coaching skills focusing on development

• Collaborating & Influencing: need for talent to collaborate and influence well in broader BNL team as for successful Colruyt plans it is important to have aligned vision on Snacks (promotions, assortment etc)

• High level of strategic customer cooperation is essential

• Driving for Results