Senior sales and account manager

Location

Casalecchio di Reno (BO) | Italy

Job description

Company Vision: To be a Company which colleagues love to work for and Producers and Customers choose to work with, building win-win relationships with all our business partners based on trust and respect.

Company Mission: Be a strategic, reliable and competitive global sourcing partner for food and non food products developing tailor made solutions from start to finish, from brief to shelf.

Outline: This job plays a pivotal role on behalf of the Atlante UK Area 1 team. The objective of this role is to grow sales in existing accounts and to grow sales of new customers/ accounts; whilst managing gross profit. It is made up of 4 elements: (1) manage and deliver great service to existing customers; (2) manage projects on behalf of customers to grow sales; (3) work with marketing to find and grow sales in new customers and categories; (4) support the internal management of operations.

What I need to do – responsibilities

Leadership & Team:

• Live up to the values and standards of Atlante in all that I
• Proactively look for ways to develop my skills and
• Support new starters and junior members of the
• Act as a champion of the sales function across
• Liaise with all colleagues to make sure the objectives of my role are in line with the strategic agenda of Atlante and the Area 1 UK BU.
• Regularly meet my colleagues from other business units to make sure I am aware of all potential business opportunities.

Business Planning: 

• Support the business unit director in creating a 2-3 year Business
• Create and develop a 1yr sales plan for existing and new
• Support and input into the annual budget planning process for the business
• Identify strategic projects for the wider benefit of Atlante and Area

Business management: 

• Work with all teams across Atlante to deliver the Atlante business
• Work cross-functionally to deliver the Area 1 UK business
• Work with Buying Managers, Product Quality Managers and Supply Chain Cost Control to maintain up to date and accurate cost templates for all SKUs.
• Use the project management tool (Monday.com) to support management of all commercial
• Manage and develop cross-functional relationships both internally and externally: marketing, supply chain, finance, product quality, legal.

B2B sales

• Engage all assigned marketing qualified leads within 24hrs of
• Convert MQLs to sales
• Create and deliver best in class sales pitches to potential new
• Project manage new sales opportunities to 1st
• Handover new customer to the account management

Account management: 

• Deliver customer & category invoice volume, invoice sales and profitability
• Drive distribution targets to increase range, space &
• Develop and deliver execution of all NPD, Product Delists and core range initiatives to drive sales and minimise costs.
• Forecast sales for commercial planning and demand for supply chain S&OP
• Mitigate foreseen risks and realise opportunities via the S&OP
• Bring category insights into action for our customer and our

KPIs

• 360 team feedback
• Retailer feedback
• Distribution Targets
• B2B sales conversion rates
• Retail sales
• Inv Sales vs Budget (Existing and new customers)
• GM1 vs Budget
• GM2 vs Budget at SKU level
• Supplier service
• Forecast accuracy
• Projects delivered on time and on budget
• Atlante/ customer regulatory adherence

Deliverables

• Self development plan
• Annual new customer/ channel engagement plan
• Annual budgeting
• B2B sales
• Forecast and demand accuracy
• Up-to-date cost templates
• Quarterly invoice price review with BUD
• Monthly commercial review to BUD

What I need to demonstrate

• Commercial acumen
• B2B sales skills
• FMCG Account management skills
• Project management skills
• Active collaboration with colleagues across the organisation and promoting team work

Project Details

The objective of this role is to grow sales in existing accounts and to grow sales of new customers/ accounts; whilst managing gross profit.

Job tags

Salary