JOB TITLE: Senior Commercial Manager
DEPARTMENT: Sales
REPORTS TO: Commercial Controller
RESPONSIBLE FOR: Various commercial tasks
MAIN PURPOSE:
Responsible for the management and delivery of the P&L targets for a portfolio of customers. Management of our customer relationship and represent the customer needs internally, ensuring cross functional commitment to joint goals. Creating Account plans, proactively chasing new opportunities and develop and manage a pipeline of new business opportunities with both internal and external stakeholders. Work as part of the Commercial team to deliver both the sales and profit budget for the channel and business.
This role offers the opportunity to step into a Commercial Controller position in the future. This also has line management responsibilities for an the admin assistant
RESPONSIBILITIES/KEY TASKS:
COMMERCIAL
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Manage and deliver the sales and margin targets (including New business targets) for a set portfolio of trading partners, inline with budget and 5 year sales strategy.
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Proactively manage cross functional customer relationships for their portfolio of customers.
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Create, implement and manage annual joint customer business plans in line with objective and the 5 year sales strategy.
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Implement and manage any customer Promotional and Trade activation, including customer specific marketing campaigns (Retail channel only). Measure performance to ensure optimised usage of any spend.
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Identify, develop & proactively manage and execute a pipeline of new business opportunities with current or new customers inline with the 5 year sales strategy through project management
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Optimise market trends, competitor activity and Category data working alongside the Category Team to provide actionable insight with the Customer to unlock sales opportunities.
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Alongside category teams develop & use category insights to optimise growth & performance.
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Responsible for the overall launch of products through the Gated Launch process including the management of critical paths and costings. Working cross functionally to successfully launch any NPD and EPD
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Contract management and execution of pricing strategies.
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Manage the regular uploading of customer forecast data to support the financial and operational planning for your portfolio of customers. Attend S&OP where needed
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Assess, review and analyse forecasts to drive >80% forecast accuracy
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Completion of all customer sales admin required for new launches, EPD, reintroductions and delists including event trackers, price uploads, forecasts and delist notification.
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Using the delist process proactively manage all aspects of WASTE for your customers
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Execute regular business reviews, Joint Business Planning to unlock incremental growth opportunities.
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Track Sales & Margin performance and take action to course correct where needed.
16. Unlock cost out opportunities working cross functionally and with customers for mutual business benefit.
17. Take the lead when challenging customer issues arise working cross functional and supporting all functions to deliver a best for business solution.
HEALTH & SAFETY
1. Maintain standards of health and safety and compliance to all appropriate legislation, hygiene, and security in the work environment
2. Highlight and report any hazards, near misses and accidents
VALUES & BEHAVIOURS
1. Always portray a positive image of the company and its values in a professional manner
2. Adhere to all company rules and procedures, paying particular attention to health and safety
3. To ensure that the legality, safety, quality, authenticity of products maintained through EPC, and to ensure they are produced to required specification
4. Any other duties which might reasonably be requested in association with this role in order to meet the needs of the business.
5. Excellent organisational skills and strong attention to detail
6. At English Provender Company, we understand the importance of equality, diversity and inclusion. We value the uniqueness everyone brings to their work, not only because it is the right thing to do, but also because diversity makes us and our workplace stronger.
Essential (MUST have to do the job)
Desirable (would be helpful but not required for the job)
Qualifications
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Degree or higher education
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Proficient in Microsoft office: Excel, Word and Power point
Experience
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+4 years sales experienced with some in O/L chilled business
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Full P&L responsibility
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Evidence of delivering growth within a portfolio of customers
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Specific channel / Customer experience within a food manufacturer
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Deep understanding of the food sector (preferably in appropriate channel and chilled)
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Extensive experience of cross functional working
Skills/Abilities
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Results driven
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Strong Negotiator
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Excellent communication skills
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Can do positive attitude
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strong commercial Acumen
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Attention to detail
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Passion for food
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Conflict management
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Creative problem solver
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Formal Negotiation / Selling , presentation skills training
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Formal Project Management training
