Key Account Manager

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BAT is evolving at pace - truly like no other organisation.

To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our ethos every day. Come be a part of this journey!

FUNCTION: Marketing

LOCATION: UK, Chiswick - Field based

ABOUT THE ROLE

To take full responsibility for the BAT relationship and P&L with Sainsburys and set and implement the strategy for growth management of the total account portfolio. The role is responsible for the generation and execution of Account Plans which deliver volume, market share and other commercial objectives aligned with the TM&D / Brand strategies through the achievement of Availability, Visibility, Dialogue & Activation. Effectively manage Key Account budgets, support pricing & own / drive further improvement in Key Account processes. Actively engage / support Finance team and other cross functional teams to deliver optimal level of results for the business. Ensuring optimal deployment of both human and financial resources.

• Effectively manage accounts, supervising Key Account budgets, forecasts, and actuals to ensure efficient use of financial resource allocated for the key account group. Ensure timely reporting in collaboration with Finance on a Monthly, Quarterly, and yearly reporting cycle.
• To manage a direct report who will support the account management of Sainsburys local and account analysis and reporting.  
• To develop insight on the difference between grocery stores shopping behaviour and build a strategy to take leadership within both main store and grocery convenience outlets.
• To analyze and report upon Nielsen and Sku Track reporting identifying trends and define insights for account opportunities
• Develop, implement & maintain portfolio of new & current accounts ensuring all objectives are SMART and aligned to the company, Function and department strategies and operational plan, thereby delivering against line-of-sight objectives.
• Achievement of agreed Availability, Visibility, Dialogue, Activation, market share & volume objectives, for the assigned accounts.
• Ensure all relevant BAT & account systems/ processes are identified, understood & actioned to achieve excellence in execution
• Continuously supervise the Performance & Dynamics of the accounts within the Portfolio, through data, consumer and market analysis, to identify and exploit current and future business issues and opportunities.
• Develop strong business relationships with both trade partners and internal departments.
• Hold Account performance reviews & continuously review account contact strategy and re-align as appropriate to deliver objectives and maximize business effectiveness and efficiency.
• Ensure timely communication to all relevant stakeholders of any variances to plans.
• Communicate competitor and market intelligence to relevant internal stakeholders.
• Key understanding of Supply Chain both internal and external.
• Utilize BAT’s performance management process to align with line manager on progress against account/portfolio objectives and personal performance as the need arises.
• Continuously improve personal performance through the identification of Leadership Capability Development Needs and Functional Skill Gaps, initiating appropriate training and development requirements in conjunction with line management via BAT’s development planning process.
• Comply with BAT principles of Corporate Social Responsibility and Global Marketing Standards in all activities.
• To maintain, develop, continuously improve & support the Key Account Managers on BAU Key Account processes. 
• To plan, coordinate and ensure timely & accurate pricing comms to the leadership team.

ABOUT YOU

ESSENTIALS

• Previous experience in Account or Category Management
• A full driving license
• Bachelor’s degree (preferred but not essential)
• Strong written and verbal communication skills
• High attention to detail
• Good understanding of Microsoft Office

EXPERIENCE, SKILLS AND KNOWLEDGE

• Ability to work in a challenging commercial environment dominated by an ever-decreasing account base in which they must balance the demands of these accounts with the commercial aims & objectives of our own business.
• Will be expected to Live the Company Vision & strategy
• Establish ambitious targets for self and others, as well as customers
• Have good knowledge of Brand / Trade Marketing, & build knowledge of their customers Strategy, Structure, KPIs and potential
• Have High communication and negotiation skills, with capabilities to develop new solutions to react to market conditions
• Understanding of consumer behavior, and a strong understanding of UK Retail landscape and their role within the marketplace.
• This role requires a strong understanding of the retail channel and the accounts roles within the wider marketplace.
• Brand knowledge and strategy
• Strong analytical skills and a general commercial awareness
• Route to market and all supply chain functions both internal and external.

Additional Comments

This role requires the individual to possess a broad understanding of the consumer profiles in relation to our Strategic Brands and an ability to align these to the individual accounts own Store profiles. The account handler should achieve Availability, Visibility, Dialogue & Activation objectives at an individual store or depot (or in clusters of stores or depots) to support Company Strategy

A very comprehensive understanding of the account’s own strategies and marketing methods will assist the Account Handler to develop account plans which meet our own and the accounts needs. An Account Handler should be a self-starter with the ability to work on their own and drive the business forward.

WE ARE BAT

At BAT we are committed to our Purpose of creating A Better Tomorrow. This is what drives our people and our passion for innovation. See what is possible for you at BAT.

• Global Top Employer with 53,000 BAT people across more than 180 markets
• Brands sold in over 200 markets, made in 44 factories in 42 countries
• Newly established Tech Hubs building world-class capabilities for innovation in 4 strategic locations
• Diversity leader in the Financial Times and International Women’s Day Best Practice winner
• Seal Award winner – one of 50 most sustainable companies

BELONGING, ACHIEVING, TOGETHER

Collaboration, diversity, and teamwork underpin everything we do here at BAT. We know that collaborating with colleagues from different backgrounds is what makes us stronger and best prepared to meet our business goals. Come bring your difference!

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