Account Manager Woking, England
Job description
Location: Home-based, regular travel to Woking, High Wycombe and Field
Salary: Competitive
Business Entity: ShopSmart
Brand/Department: Kenvue
Contract Type: Permanent
Position Type: Full Time
Your next career starts with Acosta Europe.
Acosta Europe is an exceptional business that cares about its people. We are part of one of the largest Sales and Marketing agencies in the world and are currently seeking an Account Manager for our partner Kenvue.
If you can bring the passion for data and have the enthusiasm to succeed, we can offer you the opportunity to develop your career in an engaging and rewarding environment, where no two days are ever the same!
Kenvue are driven to improve the personal health of people everywhere. They deliver products that are rooted in science and endorsed by professionals with a portfolio of iconic brands, including Tylenol®, Neutrogena®, Aveeno®, Listerine®, OGX®, and Johnson’s®.
Role Details:
Job Title- Account Manager
Reporting to- Business Unit Director
Salary- Competitive
Main Purpose of the Role-
To work in conjunction with the Business Unit Controller to provide strategic direction to the account by adding value and driving commercial development initiatives. Responsible for the execution of agreed strategies and to achieve predetermined KPIs through the effective management of the client’s field operation.
Key Tasks & Responsibilities
Business Development & Performance
- To employ the appropriate team structure and talent to ensure continuous delivery of client objective
- Agree on key areas of performance and measurement with client to ensure that the KPIs can be achieved within the current budget
- To build and review roles and responsibilities to support service requirements
- To identify the return of investment value (ROI) from each type of store in addition to the different interventions made and then work in conjunction with the insight team and client to revise strategy and performance
- Draw on personal knowledge, experience and best practice from other areas of the business, in order to exceed as an expert in your field
- Develop and agree KPI’s aligned with your client against short and long-term objectives.
- Develop monthly briefing and reporting documents to match the client’s needs and to demonstrate clearly performance against KPI’s.
- Drive an activity plan with your team to drive performance
- Effectively brief the field team through design and production of clear client objectives, including any additional tools required for field success, e.g. point of sale materials etc
- To use league tables, case studies, additional incentives and newsletters to encourage healthy competition
Leadership & Strategy
- Lead and coach direct reports to ensure that the team achieve predetermined KPIs and service level agreements (SLAs)
- Produce and implement a bonus/KPI payment criteria that is both challenging, fair and motivating to the team
- Ensure the client and the group business strategy, vision and objectives are understood by all team members and that they are motivated to deliver against them
- To coach, develop and train direct reports in order to drive motivation and performance of your team
- Ensure clear Development Plans for all the team are implemented and managed based on KPIs, performance and values demonstration and that they align with annual appraisal process and 1-2-1 discussions
- To ensure that any vacancies are actioned by the relevant person in a timely manner resulting in minimum loss of coverage
- Create an on-going strategy for reducing disruption and cover for any vacant territories
- To recruit against profile with the purpose of bringing the best people into the business
- Hold regular team meetings that are compelling and motivating to drive performance and retention, including training sessions on key identified areas
- To host regular field development days/audits with your team to further identify training and their development needs
Client Relationship Development
- Retain existing client, connecting assets, creating harmonised plans to optimise investment delivering a service that continually deepens loyalty
- Dedicate regular time (where appropriate at client offices) working together on the ongoing results and strategy for the client and relationship
- Build key relationships with relevant people within the clients business that are part of well developed contact strategy
- To plan and implement regular reviews and business development meetings with client contacts
- Develop open discussion to ensure full understanding of the client’s business goals, challenges and budgets in order to seek out opportunity, creating a sustainable partnership approach with the client
- Develop relationships cross-functionally to gain greater understanding of our clients business and to identify additional opportunities to grow business. In addition to cross sell group products and services where opportunities are identified
- Develop strategic Account Plans to find opportunities to grow relationship, revenue, contribution margin and pipeline
Reporting / Insight / Evaluation
- Drive outstanding performance and solutions through actionable insight
- Capture results and produce accurate and timely reports against KPI’s offering substantiation of performance and recommendations for future improvements and next steps
- Identify and ‘sell in’ relevant group insight products and services to drive increased performance, revenue and contribution margin
- Evaluate all available data (Market, Channel, Fascia, Brand, etc.) to provide relevant actionable insight to drive the client performance
- Work closely with Insight Analyst team to achieve compelling insight that can be acted upon and can increase our performance, revenue and contribution margin
- Work with your team and the insight analysts to produce case studies on achievements across our clients business
- To work with Insight Analyst to provide ongoing insight, anecdotal feedback and recommendations based on reporting data. To use this to present in client review meetings as appropriate
Communications
- Attend monthly internal management meetings within your business unit to share updates on your client and project performance
- Attend monthly meetings with internal Account Managers from within the group as applicable to discuss operational standards, opportunities and continued effective client support for all services across group
- Contribute to company initiatives as appropriate
- Communicate group values and beliefs to all your team ensuring all relevant information is clearly understood within your account
- Effectively communicate all group messages to your team and upward to line manager
- To ensure best practice is shared across the group via internal meetings
New Business
- Keep abreast of trends, news and information concerning the industry and market
- To prepare and carry out high profile store visits with the client in order to maximise future opportunities
- Provide regular written, verbal and electronic communication with line manager of all identified areas of feedback or any given opportunity
Data Recording & Reporting
- Regular analysis of team performance in conjunction with data insights and production of weekly and monthly reports as agreed with line manager
Compliance
- Ensure that all Field Sales Executives and Field Management complete retailer accreditation schemes and GDPR tests
- Ensure that all Field Sales Executives and Field Management complete have a full understanding of each retailers’ expected standards of performance and conduct within store
Technical
- Comprehensive understanding of the 360 script and tablet operation in order to optimise data capture
- Comprehensive understanding of Rapid Response and Intervention Values for the purpose of driving team performance
Financials
- Control of all budgets, managing costs ensuring accurate budget development and management with Client and internally at Acosta
- Ensure bonus is closely managed and spend controlled within parameters agreed
- Complete budget reconciliation and forecasting process each month with finance and line manager as appropriate, owning the FAR process and Opportunities Tracker for the account
- Ensure all required client reconciliations are completed timely and have a ‘formal’ process of communication
- Invoicing schedules to be agreed in advance adhering to company/contract agreed terms
- Additional activity invoices raised within 24 hours of completion
- To ensure a purchase order is provided prior for all agreed spend whether contractual or flexible
- Ensure all aged debt and invoice queries are resolved in a timely manner
Administration
- Validation of field results by carrying out the specified number of audits required by the current field audit procedure
- To control and maintain records for all equipment and company property allocated to the Field Team
Other Requirements
- Regularly read and follow Company policies and procedures at all times. Polices can be found on the intranet or by asking a member of the HR Team.
- Take personal responsibility to comply with Health & Safety Regulations
- Take responsibility for your own personal development and ensure all mandatory training is completed on time
- Adhere to all General Data Protection Rules and policies (GDPR)
- Manage MIS development, roll out of new equipment or/& software development programmes
Values
Our people and our clients are at the core of everything we do. The relationships made between our teams are interwoven with our values which empower our people to act on the needs of clients with passion and integrity, no matter how big or small the project.
To safeguard our culture, it is paramount everyone in our business aspires to and operates in-line with our workplace behaviours and values
Person Specification
Excellent verbal and written communication, able to interact and influence at all levels
Good organisational and planning skills
IT literate, proficient in the use of PowerPoint, Excel, and Word
Team leadership and budgetary skills
Commercial Awareness
Strategic thinking and forward focused, ability to evaluate and adapt plans as required
Conflict management and resolution
Active problem solving and decision making
Full valid UK driving licence
Guiding Principles
Our culture is at the core of everything we do. Our relationships and behaviours are interwoven with our Guiding Principles which represent who we are, what we stand for and how we conduct ourselves.
Job Types: Full-time, Permanent
Salary: £50,000.00-£56,000.00 per year
Benefits:
- Casual dress
- Company events
- Company pension
- Enhanced maternity leave
- Free parking
- On-site parking
- Work from home
Schedule:
- Monday to Friday
Supplemental pay types:
- Bonus scheme
Ability to commute/relocate:
- Woking: reliably commute or plan to relocate before starting work (preferred)
Education:
- Certificate of Higher Education (preferred)
Experience:
- Account management: 2 years (required)
- sales: 6 years (required)
Willingness to travel:
- 75% (preferred)
Work Location: In person
Application deadline: 10/05/2023
Reference ID: ACOYR883793
