Account Manager On The Move

Account Manager On The Move

The Account Manager On The Move actively contributes to the growth of the On The Move channel (Petrol, Travel Retail - Railway, Inflight, Duty Free - and convenience).

This role will set and secure the implementation of the annual commercial channel plans to increase availability, visibility, and affordability through commercial agreements for all categories at NL level.

Responsibilities

Business

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

• Leads the OTM Channel Growth Plan and translates must win battles into operational and actionable account plans based on channel shopper insights.
• Delivers the agreed annual operating plan, specifically the OTM Channel Growth Plan on Net Sales within defined Trade Investment in cooperation with the Channel Lead Away From Home.
• Builds winning relationships with several Channel & Wholesale Customers (a.o. Shell, Circle K, NS Stations, HMSHost, Lagardère) and leverage these contacts to get objectives agreed and implemented
• Negotiates, implements and follows up the Annual Agreements with the customer, incl. close monitoring of the customer performance & investments spend in close collaboration with sales finance.
• Secures flawless execution of all relevant New Product Innovations for total Away From Home Channel
• Manages promotions and (tailor made) in-store activities in close collaboration with shopper marketing
• Identifies and captures business opportunities within allocated accounts and hunts for new Accounts
• Sets up customer (category management) projects to realize future customer and channel growth (in cooperation with the respective Category Development Managers).
• Works closely together with PepsiCo Field Sales Force (Netherlands) to facilitate focused and integrated market-approach at independent levels for OTM.
• Supports and advises on the overall Away From Home strategy thru sharing meaningful OTM customer, wholesale & channel landscape input & insight
• Collaborates with the wholesale account managers on base & promotional volume forecasts for OTM Accounts to secure an accurate Integrated Sales & Operations Planning process. Closely aligns wholesale account team on new listings and other commercial activities at the OTM customers impacting the wholesaler volumes.

Customers/Relationships

• Is the external face and 1st point of contact for all cross-department communication with the customer & be the internal cross department advocate of the customer's voice.
• Builds strong customer wiring: secures outstanding professional relationship with all relevant contact persons within the customer organization
• Assures regular business review sessions with the customer (buyer and other relevant external customer departments) to optimize execution of the plan, grow customer collaboration and develop new business opportunities.
• Closely collaborates with internal stakeholders (e.g. afh team, sales finance, shopper marketing, field sales force, supply chain, KCC, legal…) to deliver on growth plans and Channel P&L.

Qualifications

• Understanding of Away From Home & Channel Management
• Team player with strong communication, persuasion and relationship management skills with the ability to interact and communicate with different levels within the company and at the customer
• Good negotiator with a feeling for facts and figures
• Entrepreneurial spirit to drive the agenda, hunt for new opportunities and make change happen
• Result-oriented, driven towards growth with a hands-on mentality
• Strong business acumen and understanding of P&L value chain management
• Excellent analytical and conceptual skills, able to translate strategic vision into action plans
• 4-6 years' experience in FMCG
• Excellent proficiency in Dutch & English
• We are an equal opportunity employer, and we value diversity and inclusion