National Account Manager - Travel and Lodgings - Starbucks - London NW6

Salary: circa £48-57K and excellent benefits package

Job Purpose and Mission

To contribute to Starbucks success by achieving & exceeding sales revenue & profit objectives with new and existing Out Of Home (OOH) accounts for a national customer ledger. Responsible for delivering channel share of the foodservice Annual Operating Plan, sales revenue & profit.

Summary of Key Responsibilities:

• Leads the development & execution of the Foodservice/OOH Annual Operating Plan (AOP) for a specific customer ledger within a designated channel of business.
  


• Develops & implements sales activity with Route to Market (RTM) that drives distribution/rate of sale, and in doing so improves account retention.
  


• Works proactively with the field sales force to identify new & existing business opportunities. Passes new business sales leads onto the channel team to close.
  


• Works collaboratively with the licensing team.
  


• Constantly reviews the Foodservice/OOH industry to identify key areas of growth and opportunities for improvement and identifies areas of risk to Starbucks
  


• Creates an Annual Customer Plan (ACP) by identifying the appropriate volume, distribution, visibility & Point of Presence (POP) opportunities and strategies to maximise growth & achievement of AOP.
  


• Updates ACP quarterly reflecting any variance to AOP. Develops plans to close gaps in ACP or maximise growth.
  


• Develops best in class understanding of customer/channel including the ability to articulate Starbucks customers’ own commercial goals and KPIs. Understands the value that Starbucks contributes to these goals.
  


• Analyses sales trends and contributes to monthly sales forecast by customer & channel.
  


• Creates a supportive team partnership and environment.
  


• Shares best practices and regularly evaluates own performance and development areas with channel controller.
  


• Leads Foodservice/OOH team contribution in local community events.
  


• Delivers sales revenue & profit growth targets by executing & activating the following :
  

Visibility – maximizing brand visibility within brand guardrails

Distribution – ensuring full range of planogramed SKUs are listed.

Promotional activity – executing brand and national account activity to drive key measures.

Range – securing incremental POP within existing customer ledger.

New Business – securing incremental new business that also drives Starbucks brand equity.

Knowledge, Skills and Experience

• Sales experience within Consumer Packaged Goods (CPG) Food & Drink
  


• Proven experience of achieving results in a CPG sales environment
  


• Thorough understanding of the industry and channel structure, and the interrelationships
  


• Experience using category data to develop compelling sales propositions
  


• Degree educated or equivalent education or experience
  


• Excellent verbal and written communication skills
  


• Credible influencing & persuasion skills
  


• Ability to build strong, effective internal & external winning relationships
  


• Excellent presentation & negotiation skills
  


• Able to use good analytical skills to make commercial decisions
  


• Passion for delivering outstanding customer service
  


• High personal drive & commitment to achieve required results
  


• Good planning & organisational skills
  


• Comfortable working with numbers, and able to use data to support decision making
  


• Ability to use Microsoft Office products including Word, Excel, PowerPoint to an intermediate level
  


• HORECA experience (Hotels and Recreation)