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Customer Account Manager - Germany

Date: Jan 19, 2019

Location: Germany, DE

Company: Glanbia

Role: Customer Account Manager

Company: Glanbia Performance Nutrition EMEA

Location: Germany, Munich 

Job Purpose:  

Glanbia Performance Nutrition’s purpose is to inspire people everywhere to achieve their performance goals. We are the world’s leading premium sports nutrition company with Optimum Nutrition, BSN, Isopure and Nutramino brands in the portfolio today. We are also the fastest growth driver within Glanbia group with a revenue ambition of $2bn in 2018. We pride ourselves on being a values’ led organisation focused on driving sustainable business performance.


EMEA revenue for 2017 was circa $330m and we have a clear growth ambition to achieve $500m revenue by 2020. This growth will come from a combination of organic sales growth, strategic acquisitions and expansion of market presence within specific geographies. With this growth rate comes significant and rapid change, both organizationally and strategically. 


You will be responsible to plan and execute holistic consumer centric trade plan with your customers. Your daily focus will include not only hard sales metrics but will also include Distribution, Pricing, Shelving and Merchandising KPI’s. You will be responsible for the complete negotiation process with customers in coverage and you will create recommendations for necessary support plans. Your work will contribute to broader regional commercial strategy. While being independent, You will have a chance to work closely with a cross functional team.


Principal Accountabilities

  • Achievement of Sales, Profit & Distribution targets against agreed KPI’s
  • Maximise GPN presence at customers - grow distribution, visibility and value share.
  • Provide current accounts with ongoing support and identify additional opportunities
  • Align and execute against monthly/quarterly/yearly  planning cycle
  • Create plans to support new product launches in line with the regional marketing plan
  • Identify and unlock new distribution opportunities/ channels
  • Develop strategic relationships with customers in the region
  • Lead / Facilitate Category & Brand Training within key customers
  • Provide on-going feedback to the Regional & Central Team to help evolve strategy planning
  • Work with appropriate internal teams (sales operation manager, marketing & trade marketing, supply chain, finance) to ensure excellent execution of agreed plans.


Key Challenges & Success Measures

Key Challenges:

  • Fast paced environment
  • Workload Management / Priority setting
  • Cross-functional stakeholder management

Success Measures:

  • Total Sales & Profit
  • Distribution
  • Visibility share
  • Value share
  • Pricing strategy compliance
  • New Product development sales
  • Forecast Accuracy with key account


Skills, Know How and experience

  • 2-3 experience in account management in consumer goods industry (Field or HQ)
  • Ability to work on own initiative as well as being strong team player
  • Business acumen – understanding of KBD’s
  • Analytical skills – ability to operate with large sets of data and drive conclusions from it 
  • Understanding of business planning process/tools and related metrics
  • Excellent inter-personal and communication skills
  • Ability to deliver presentation and training sessions
  • Attention to detail and customer care focus
  • Passion for Sport with previous experience of Sports Nutrition being an advantage
  • Good problem solving skills
  • Full clean driving licence
  • Fluent in German & English


Position Dimensions:  Speciality customers in the DACH/BNLX region

Reports to: Commercial Director DACH/BNLX

Location: Munich, Germany

Travel required: Up to 50% of the time