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Key Account Manager

Date: Aug 4, 2018

Location: Stockholm, H, SE

Company: Glanbia

Stockholm (with some travel)

 

Nutramino is a leading Scandinavian sports nutrition business with operations in Denmark, Sweden and Norway which focuses primarily on branded, ready-to-consume products sold through the gym and convenience channels.  Nutramino is a wholly owned subsidiary of Glanbia. 

 

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, ABB, 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 and are also a values’ led organisation focused on driving sustainable business performance the right way.

 

Nutramino was launched in Sweden in 2010 and having had success in the gym sector, we are now moving increasingly into big retail and convenience markets.  We are looking for a KAM who is passionate about the sports nutrition industry and also able to effectively sell within this scale and pace of change/business growth.

 

Purpose

  • To support the growth of the Swedish business through direct engagement with our key HQ accounts in the Food & Drink markets (FDM).
  • To develop our existing partnership with FDM.
  • To identify and unlock new distribution opportunities and develop our future partnerships with them.
  • To support other team members in their sales approach.

 

Responsibilities

  • Achieve Sales, Profit & Distribution targets against agreed KPI’s
  • Develop strong Customer relationships with selected key accounts in Sweden
  • Identify and unlock new distribution opportunities within fitness, sports and e-commerce
  • Provide current accounts with on-going support and identify additional opportunities
  • Optimize assortment and planograms at key accounts
  • Identify top activities and activate with key customers linked to the Nutramino objectives
  • Sell in NPDs and deliver against targeted distribution levels
  • Secure synergies between marketing campaigns and activities at key accounts
  • Own and drive yearly negotiations with key accounts
  • Present promos, activities etc. at monthly sales meetings
  • Provide on-going feedback to the CM & central teams to help evolve strategy Planning
  • Work with appropriate internal teams (Supply, Marketing, Customer Service and Finance) to ensure execution of agreed plans.
  • Be an on-going coacher supporting the field sales team and make the bridge to them regarding the monthly Nutramino targets for Sweden given by the CM
  • Help drive the improvement and creation of commercial tools and processes

 

Key Challenges & Success Measures

 

Key Challenges

  • Workload Management / Priority setting
  • Implementation of tailored Joint Business Plans  with our key accounts

 

Success Measures

  • Sales & Profit Targets
  • Forecast Accuracy with key accounts
  • Distribution goals
  • KPI trackers
  • Key  account support
  • Brand distribution

 

Skills and experience

  • Minimum 5 years’ Key Account Management background from a Food & Drinks Market
  • Track record of meeting and exceeding sales targets
  • Ability to work on own initiative as well as being a strong team player
  • Passion for sports/fitness with previous experience of Sports Nutrition being an advantage
  • Track record of strategy planning and delivery
  • Excellent inter-personal and communication skills
  • Strong negotiation skills
  • Ability to deliver strong presentations
  • Attention to detail and customer care focus
  • Problem solving and initiative
  • Flexible around working hours due to nature of role & need to attend some activities at evenings and weekends
  • Full clean driving licence
  • Fluent in English – verbal and written