Commercial Executive - Fresh Produce
Vacancy Ref: 16580 KM
One of the UKs largest food and fresh produce businesses.
The Job Role:
As Commercial Executive, you will have responsibility for all pricing, ranging and promotional activity for products in the retail, food service and food processing sectors. Monitor and maintain range and performance of those products. Monitor effectiveness of promotions and implement changes where necessary. You will use data and insight from agencies and customers to provide analysis for the category plan and maximise brand profiles. Effectively manage our group product portfolio within our customers. Develop and maintain progressive relationships with our customers. Actively seek and develop new customer opportunities.
Location: West Midlands - Office Based
Salary: £40,000 - £45,000
Working alongside the Sales Director to understand and support the information flow required to deliver key account management
Learn the principles of managing customer relationships and account profitability. Taking greater responsibility in customer communication as experience grows.
Over time, manage the marketing and sales of a portfolio of products. This portfolio will change from time to time depending on supply windows and new product developments. Ensure the key category objectives set by your line manager are achieved.
Work with production teams/warehouse/service provision when required to manage information and communication between the warehouse and share with the group where required.
Identify trends within the market / customer using insight from various sources, taking into account demographic and market changes. Formulate category strategies based on this. You will regularly hold category reviews with customers looking at market trends, consumer trends, food trends and the implications for them with our recommendations for new products (NPD), promotions, merchandising and packaging. This may not be one department's responsibility but a team exercise with involvement from Sales, Development, Marketing and Production. You may develop new products and packaging concepts to show the customer based on what the market data reveals is happening in the category both within and outside that customer.
Implement NPD in association with category plans. Identify new products for existing and new markets. Follow the NPD procedure.
To ensure the delivery of Sales and Gross Trade Profit for your category, develop existing and new customers; increase the company's market share in existing and new areas.
Will be fully conversant in the financial modelling and P/L forecasting tools.
Agreeing category objectives - qualitative and quantitative with your line manager.
Support other categories and departments when required.
Understand and explore customer requirements. Effectively communicate information flow between the customer and internal customers and departments. Respond to customer correspondence effectively and in a timely manner, communicating all key information to colleagues.
Ensure customer requirements and expectations are managed and met where these underpin the company objectives. Meet customers to discuss and formulate category plans and negotiate pricing (seasonal and annually) and budgets. Make written proposals and present these (both online and in person) to the customer.
Make proposals and presentations to your line manager, Board and others outlining achievement of category plans, and presenting other information that may be required from time to time. Reading and writing reports relevant to your area of responsibility.
Supplier work and contact may be limited at first. Over time this may evolve to include helping develop the range with suppliers, enabling or negotiating the best deal (price and value) and conduct regular reviews to ensure that quality standards and best value is gained. Maintaining a mutually beneficial relationship with suppliers may result from this.
When required, to act as host to customers, and accompany them on UK and overseas visits, to the company, its associate companies, or suppliers. To entertain them if required subject to limits defined by the line manager.
Travel in the UK and overseas is a requirement in this role
Maintain close communication with fellow commercial managers, purchase executives and administrators within your category.
Effective communication with internal managers and departments whilst fostering good relationships.
Participating in and eventually conducting 'end to end' process reviews, identifying and delivering quantifiable efficiency improvements.
Deal with correspondence in your area of responsibility whilst maintaining constructive supplier and customer relationships and networking.
Monitor customer complaints, investigate these, and recommend course of action to minimise these if necessary.
Ensure administration associated with your area of responsibility is up to date.
Meet deadlines, targets, and objectives.
Use logical persuasion (if; then) in discussions/presentations
Emphasise positive messages and benefits, which will appeal to the audience
Focus on the key benefits, including bottom line benefits, to get the message across
Accepts constructive feedback/criticism
Self-starter and quick learner who can be trusted to drive the category forward with minimal supervision
Determination and motivation to overcome obstacles
Excellent communication skills alongside listening and understanding your customers