Senior National Account Manager

at  Ferrero

COMPANY DESCRIPTION

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

WHO WE ARE LOOKING FOR:

• University degree
• Relevant experience in FMCG with a comprehensive knowledge of the industry and market and ability to build strong relationships quickly and negotiate win-win deals for Ferrero and our customers
• Experience with channel and customer plans, as well as commercial logistics, sales, field & merchandising processes
• Strong analytical, account management, financial understanding and budget management, negotiation and leadership skills with the ability to use insights to generate ideas for growth strategies
• Proactivity, high result-orientation, conflict management with ability to work under pressure and meet deadlines
• Strong people management, ability to work across teams and cross-functionally, being a good team player and contributor
• Good knowledge of MS Office tools

ABOUT THE ROLE:

The role is responsible for development and execution of commercial strategies to drive sustainable growth with our major grocery customers. This includes strategies around activations, brand initiatives, promotions, and innovations based on industry insights, as well as responsibility for achieving key targets and objectives on net sales revenue, market share, trade investments and annual operating plans. The role works in alignment with customers, to develop joint business plans on category and brand campaigns, promotional strategies, launching NPDs and executing in store activations, as well as identifying new opportunities for development and growth.

Main Responsibilities:

• Develop the sales strategy and achieve annual agreed targets for net sales revenue, market share, and maximise trade investments
• Build and execute an annual operating plan to meet objectives and deliver an aligned joint business planning with customer for the portfolios, including category and brand campaigns, promotional strategy, launching NPD, executing in store activation against defined initiatives
• Identify and propose opportunities for business development and growth
• Perform relevant activities planning and control, manage the performance in Ferrero My Perfect Store delivery, Point Of Purchase (POP) strategy, forecast accuracy, trade investment and claims management, and commercial performance to budget
• Work with relevant functions and teams to ensure an aligned position on customer activity; develop cross-functional team to achieve customer business objectives (supply chain, category, shopper marketing, commercial planning etc)
• Support the development and application of company process and guidelines for business planning, product, stock and freshness management
• Manage the client and channel development, build short- mid and long-term planning in conjunction with other teams
• Deliver targets for growth for key customers and monitor performance internally and externally, highlighting the main gaps, causes, and opportunities
• Design and implement solutions to specific performance issue
• Manage assigned clients credit & indebtedness, working with the finance and client to solve critical issues
• Prepare and present agreements and contracts for the assigned clients, negotiate for mutually beneficial outcomes to drive business results including new initiatives and business proposals
• Plan and prepare all key negotiations, permanent trading terms, investments, and discounts
• Ensure 100% adherence to all Ferrero Global Compliance Standards in claims management, contract negotiation and in agreeing promotional spend
• Develop a strong engagement plan across all functions and departments within the customer
• Manage the assigned budget to propose and achieve the assigned client sales volume/value budget within commercial guidelines
• Propose spend allocations to maximise profit, utilise promotional modelling tool, to ensure robust financials are considered with Ferrero and retailers
• Build customer centric capability across the organization and support the team member’s professional development, promoting and maintaining high level of employee engagement

HOW TO BE SUCCESSFUL IN THE ROLE AND AT FERRERO:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.