Are you a Sales professional ready to make the next career step?
Looking for a challenge in National Accounts?
If so, then we want you!
MARS Drinks
Created in 1955, Mars Drinks is the drinks division of Mars Inc, a global company with a $18 billion turnover in food, drinks, confectionery, and petfood. Mars Inc aims to be the global leader in all of its activities. In keeping with this philosophy, Mars Drinks is a market leader in drinks vending systems in its markets, namely UK, France, Germany, USA and Japan. A $355 million business, Mars Drinks produces over one billion drinks per year with its two brands: FLAVIA® single portion fresh beverages; and KLIX®, in-cup beverages
NATIONAL ACCOUNT EXECUTIVE
MARS Drinks Basingstoke
£30,000 - £35,000
Job Summary
The role of the National Account Executive (NAE) is to suppoprt and help achieve the operating plan targets for drinks, machines and NSV by growing their business sectors. Growth will be achieved by :
1. New site acquistions - Grow
2. The optimization of growth opportunities within existing accounts - Gain
3. Retention of existing accounts - Retain
The NAE will display role model sales, negotiation and customer service skills at the highest level and play a key role in developing and retaining the existing customer base, whilst developing a new business pipeline.
Their time will be split: 70% managing an existing portfolio of accounts focusing on growth, retention and administration. 30% driving new business opportunities through market analysis, networking and cold calling.
PRINCIPAL ACCOUNTABILITIES:
Aquisition of New Business:
- Deliver National Account new business targets for KLIXâ through prospecting and networking accounts. This will be achieved by the execution of a well-developed sector business plans across the NA team.
- Demonstrate that they know and understand their sectors, by compiling sector reports.
- Sector reports will outline all NA businesses in that sector, the opportunites they represent along with current contractual obligations.
- Devise a contact strategy for each prospect company and demonstrate adherence.
- Demonstrate the ability to lead / orchestrate the sales process to effect win-win solutions
- Demonstrate the ability to negotiate tenders / contracts.
Account Management:
- Deliver their growth targets for existing accounts across both brands.
- Provide account management for a diverse portfolio of UK based National Accounts.
- Deliver excellent Customer Service and support, handle customer service enquiries in a professional and timely manner.
- Demonstrate total knowledge of accounts, be able to identify growth areas within the current account and if applicable the wider group.
- Work with Trade Marketing to create ways of increasing drink sales/throughputs.
- Develop robust project plans with decision makers to ensure the successful growth of new and existing accounts.
- Demonstrate a good understanding of financial details and historic data for each account.
- Develop strong relationships within the account - multi contacts, contact strategy.
- Hold regular reviews with strategic clients/customers to review account data to determine:
- Account performance v target.
- Success of agreed project plan.
- Review service level performance.
Account Retention:
- Have clear understanding of accounts at risk.
- Actively manage risks by developing an account retention plan.
- Timely approach to repeat business deals.
- Minimise losses through the delivery of excellent customer service.
Contractual and Risk management:
- Ensure that all demand arrangements are covered by obtaining a signed agreement/contract prior to the commencement of supply of drinks or machines.
- Manage risk and contracts for the NA team.
Administration:
- Ensure accounts information, Finance and Sales database details are correct via team.
- Ensure accurate management of the trial machines database via team.
- Develop tools and strategy for making most value of NA budgets
What have you got to offer Mars Drinks?
To be successful in this role, you will need:
- National Account Sales professional with significant knowledge of the capital goods sector.
- Customer management experience at Regional account level
- Operational knowledge of principal data manipulation software (Excel, Access).
- Customer account management experience.
- Ability to define business plans for growth and contact strategies.
- Ability to lead / orchestrate the sales process to effect win-win solutions
- Able to negotiate tenders / contracts.
- Must be financially astute with an analytical approach.
- Ability to make day-to-day and longer-term assessments and recommendations to improve customer satisfaction.
- Ability to develop sales strategies for direct route to market
In return, we offer:
- Competitive base salary of £30,000 - 35,000 plus a bonus structure based on growth.
- World Class Mars Inc training and development programmes.
- Fully expensed company car
- Laptop
- Mobile phone
- Full private healthcare
- Life assurance
- Bonus schemes which are both related to personal and company performance
- Attractive pension scheme
- Lunch allowance
- 23 days holiday increasing with service (plus statutory bank holidays)
We value a diverse work environment and encourage qualified individuals to apply.
Interested?
Please contact our Recruitment Officer on 01256 487055 for information. If you are interested in this position, please apply online and send us your CV and motivation as soon as possible via the link below.
No agencies please.