Annual account plan creation for Booker including Premier, Londis and Budgens and Eden Farm including Bestway and Landmark outlining commercial opportunities, strategy and execution plan
Continually review sales and profit delivery vs. target the customers, put plans in place to build sales and recover any shortfalls
Lead negotiation of annual Bids Eye terms agreements with all customers which build distribution and promotional feature and hold customers to account
Display high standards of professionalism with the customer base through good meeting preparation, product knowledge, responsiveness etc.
Maintain high administrative standards using relevant internal software and planning systems
Spend at least one day per week meeting customers, visiting stores etc. to build a strong understanding of the category environment, competitor activity etc.
Gain internal support to in order to deliver the account plan e.g. Business Unit Director, Commercial Strategy & Planning Team, Customer Finance
Sales Forecast vs. Target
Update Sales Forecast system with latest customer plans and insight weekly
Take necessary actions ‘in month’ to achieve sales call
Present quarterly and annual forecast monthly at monthly meeting and in Sales Director forecast meeting as and when required
Core Range Distribution
Increase distribution on Birds Eye Top 20 lines in key customers year on year
Utilise Annual Terms negotiations, customer sale forces and promotional calendar / leaflet to facilitate this.
Promotional Planning and Analysis
- Implement a Promotional Plan in all key customers that optimises and increases leaflet feature of core range products year on year.
- Reflect latest customer plan into promotional calendar using internal system
- Provide analysis of promotional and leaflet quality and quantity year on year
- Analyse promotional performance in each period to propose improvements
- Coordinate the promotional sign-off process with Marketing and Finance
Annual Terms Agreements
Driving visibility and availability of Birds Eye skus within the customer
Negotiate new listings Implement new product launches
Plan customer merchandising and range review working with category development team
Attend category meetings to increase depth of knowledge and influence future category plans in line with customer need.
As part of Birds Eye Convenience/Wholesale trade communications strategy, work with key customers on Meal Deal and Point of Sale projects that promote core range principles
Understanding In-Store and Competitor Activity through regular store visits
New Line Forms, Promotional forms, Sales Planner internal ownership
Full & effective management of deductions