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Account Manager
Sony Pictures
London, , United Kingdom
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National Account Manager (Grocery & High Street)
Please note that this role is based in the United Kingdom. In order to enable us to meet statutory and regulatory obligations of the United Kingdom immigration system you must have the appropriate immigration permission needed to work and reside in the United Kingdom.
CONTEXT:
As the UK and Irish Home Entertainment market continues to evolve Sony Pictures Home Entertainment is committed to maximizing opportunities within the industry, focusing on consumer needs, high growth potential retailers, higher value offerings & new business development.
As such we are looking for an experienced, result driven account manager, able to build effective relationships within the current retailer landscape, recognize and plan for new routes to market & set & achieve stretch Commercial targets to deliver sales growth.
SCOPE:
The National Account Manager is part of SPHE commercial team and manages one (or several) of our national retail accounts to deliver sales and customer marketing activities that are fully aligned with customer objectives and on plan to meet/exceed targets. The duties of this specific role will be to manage one/two big national retailers.
CORE RESPONSIBILITIES:
Business Planning
• Build a thorough understanding of the customer needs and National levers to achieve objectives; monitor competitor strategies
• Generate and implement annual rolling customer business plans to meet / exceed targets
• Monitor monthly performance and recommend action as appropriate to improve sales, margin, and share of customer business
• Implement joint activity planning with customers to ensure SPHE delivers against their objectives while achieving gross profit targets
• Use Insight based selling to optimize activity sell in and challenge customer views of the market
Customer Management
• Facilitate engagement with the customer at multiple levels and through appropriate contacts both within and outside of the buying team
• Manage customer portfolio, monitor customer profitability and prioritise commercial activities with each customer
• Effectively negotiate and close customer agreements (short and long term trading terms), including pricing, placement, marketing plans and returns allowance, ensuring profitability targets are maintained.
• Be the internal point of contact for all customer related queries; coordinate with Ops, Finance and Business Planning teams to deliver excellent overall customer service
• Manages returns approval process, ensure effective coordination and information flow with Customer service, Operations & finance teams.
• Conduct regular business reviews with the customer, with a focus on annual Joint Business Planning alongside tactical execution and opportunistic exploitation
Customer Marketing
• Review each account promotional calendar, ensuring activities are well executed and conflicts (if any) are promptly resolved
• Work in conjunction with Marketing Manager to define account requirements, allocate marketing budget and monitor spend vs. account performance
• Manage implementation of new business models and/or retail solutions enabling to increase the number of consumer touch points
• Execute trade presentations, in collaboration with marketing teams
Team
• Demonstrate and promote SPHE values
• Contribute to building a best-in-class and high performing commercial team by proactively sharing successes and learning with counterparts in other Business Units
• Maintain effective working relationships with managers in Business Planning, Operations and Finance teams to ensure smooth, efficient running of commercial activities within the Business Unit.
• Champion best practice solutions across the company.
• Develop a full understanding of, and align with, Sony governance and standard working
PREFERRED QUALIFICATIONS and/or EXPERIENCE:
Suitable candidates will typically have 3 years account management experience and 3 – 5 years’ experience in sales.
They will also meet the following requirements:
Knowledge:
• Experienced gained within a Home Entertainment or a fast moving consumer goods (FMCG) company
• Demonstrable examples of successful sales experience and business development.
Skills:
• Good commercial skill set.
• A high standard in influencing and interpersonal skills, in order to build and develop strong client relationships.
• Excellent team-working and cross functional skills appreciation
• Excellent communication and presentation skills.
• Strong written communications appropriate to both internal and external customers
• Process improvement analysis and innovation.
• Problem identification, analysis and devising and implementing solutions.
• MS Office Suite (Outlook, Excel, Powerpoint) proficiency required.
Abilities:
• Embrace and demonstrate the “Challenger mindset” based on SPHE’s 8 Winning behaviors for Sales people
• Relentlessly drive the business to deliver against financial and strategic priorities.
• Keep close to customers, competitors and colleagues to identify and develop best practice approaches.
• Show flexibility and adaptability alongside good judgement and decision making skills.
• Travel as required.
• Strong capability for planning & analysis allied to the vision to consider wider business, category and market issues.
• Be comfortable with ambiguity in a dynamic, changing, commercial environment
• Demonstrate learning agility
• Build effective teams, understanding the importance of team culture & values.
• Act collaboratively at all times, and build successful partner relationships.
Sony Pictures Entertainment is committed to equal opportunity in all its employment practices, policies and procedures. No worker or potential worker will therefore receive less favourable treatment due to his or her race, age, creed, sexual orientation, colour, nationality, ethnic origin, disability, religion, gender, marital status or Trade Union membership (if applicable).
• Sony Pictures - GBR - London