Your Impact

The State Business Manager is a dedicated account role responsible for delivering profit and revenue targets from
customers within ALB & IBA Independents customer group across the Northern or Southern region by understanding the customer’s value chain and how to jointly create more value.
This role includes accountability for the leadership and development of Key Account Managers

Key Accountabilities

• Develop the account plan incorporating range (portfolio and innovation), pricing,
  positioning, merchandising, and promotions in consultation with the National
  Business Manager and in line with the business unit strategy.
• Tailor the ideal range plan, space allocation and merchandising for the category
  within that customer (clustered by outlets if required). 
• Articulate ‘what success looks like’ in execution and outcomes.
  Develop forward based volume plan for S&OP.
• Engage the field sales teams to establish execution standards and metrics in line
  with the key account strategy.
• Agree performance-based terms within overarching Key Account framework.
• Ensure activity implemented within account – promotions, activations, price changes.
• Deliver against yearly budgeted customer/channel P&L outcomes including GSCS, NSV and NSV/HL.
• Deliver yearly share growth targets.
• Build effective long-term relationships with customers by understanding their key business drivers & requirements
• Embed high performance standards and a culture of shared learning across the team and across teams

About you

• Solid experience in an account management role such as KAE/NAE across FMCG.
• Ability to manage large customer accounts
• Proven ability to exceed sales targets using a structured data-driven planned approach – strong numeric, analytical and problem-solving skills
• Customer segment profitability analysis – able to evaluate customer performance in consultation with finance/commercial analysis
• Ability to manage large customer accounts
• Experienced negotiator with experience in closing out commercial agreements
• Stakeholder management and the ability to flex to different interpersonal styles and levels within the customer and internally