Key Account Manager

It’s amazing what can happen over a cup of coffee.

At JACOBS DOUWE EGBERTS, we’ve made it our mission to find out. Our people have been raising the bar since day one, thinking fast and acting even faster to make an impact that’s felt around the world. JDE is the home to some of the most well-known coffee brands in the world. To date, our coffee and tea portfolio is available in over 100 countries and includes iconic household names such as Jacobs, Tassimo, Moccona, Senseo, L’OR, Douwe Egberts, TiOra, Super, Kenco, Pilao and Gevalia. We’ve built our business on the belief that everyone deserves the coffee they love – no matter who you are, where you live or how you take it.

At JACOBS DOUWE EGBERTS we are inspired by our belief that it’s amazing what can happen over a cup of coffee. We are driven by the vision that everyone deserves the coffee they love.

As an integral part of the direct sales team the key account manager will lead the long-term growth strategy for the ‘large business’ sector; focused on, but not limited to Contract Caterers. The role will be responsible for developing and maintaining a new business prospect funnel and winning new business tenders to contribute towards the UK&I annual operating plan targets.

The Key Account Manager will work as part of a cross functional selling team with internal stakeholders across Marketing, Operations, Supply Chain, Demand Planning and Finance in order to deliver our growth agenda.

Customers

• Manage and develop existing customer portfolio across all product categories in the JDE portfolio. . The role encompasses NHS , Healthcare operators, Care sector and Education channel
• Prospect new business in a structured manner; compile and manage a new business pipeline demonstrating knowledge of the segment and long term opportunities.
• Quickly identify a wide range of target prospects to convert into the JDE ‘perfect fit’ proposition.

Annual Operating Plan

• Agree first year AOP target: NOS and GM in line with UK&I Coffee Solutions plan and strategy.
• Develop mitigating strategies to manage potential risk to plan achievement.
• Agree longer term plan/ road map to achieving the 5-year growth strategy.

Segment Strategy

• Identify and support the development of the correct ‘perfect fit’ segment proposition.
• Work closely with marketing, finance and operations functions to fine tune the right go to market strategy, building a proposition that allows JDE to win in this segment with full service proposals and ingredient supply.
• Understand and execute solutions that can be of high value to different sectors within NHS, Healthcare, Care and Education sectors from our instant portfolios to machine solutions
• Identify and manage a pipeline of new business and use CRM to update all activity

Budget

• Monitor forecasts, rebates, pricing and marketing budget for the customers in order to achieve GP targets.

Negotiation Framework

• Plan approach to customer negotiations to optimise volume & value where appropriate in line with defined terms, business potential and timing and decide on local customer negotiation approach.

Marketing Spend

• Define and justify Marketing spend with business case per customer, delegate and monitor spend in line with agreed plan.

Experience & Education

• Sales experience within the Professional B2B environment is essential
• Demonstrate NOS, GM and EBIT growth achievement
• Strong track record of prospecting, negotiating and winning new business
• Structured approach to account management
• Excellent Leadership skills, Communications skills & People management skills
• Good working knowledge of Coffee category in the Out Of Home market.
• Commercially astute with P&L understanding and ability to leverage OOH metrics
• Ability and confidence to negotiate at all levels and build networks
• Excellent planning, org, communication, analytical and problem solving
• Teamworking and supporting projects, to deliver improved WOW