National Account Manager - Coles & Retail

JOB PURPOSE

The National Account Manager is responsible for developing and managing strategic relationships with key national customers to drive revenue growth, profitability, market share, and physical availability. The National Account Manager acts as the primary liaison for key accounts and collaborates cross-functionally to ensure exceptional customer outcomes and successful execution of business plans.

Main Responsibilities / Tasks

Account Management:

• Create and execute the go-to-market strategy aligned with company objectives.
• Develop and implement Joint Business Plans (JBPs) aligned to both the customers and BIC objectives.
• Manage the account’s 12-month forecast and continuously monitor and update the variances as part of the monthly S&OP reporting cycle to ensure BIC meets its own and the customer’s service level KPI’s.
• Build and maintain strong relationships with customer decision-makers and stakeholders.
• Lead customer business reviews and commercial negotiations; including range reviews, pricing, contracts, promotional agreements, and annual business reviews.
• Monitor sales performance, profitability, and customer KPIs.
• Manage customer escalations and resolve issues in a timely manner.

Commercial & Financial Management:

• Work closely with the Category and RGM teams, to identify opportunities for revenue growth, portfolio expansion, and increased market penetration.
•  Analyse sales data, customer trends, and market insights to inform decision-making.
• Manage trade investment and promotional spend within approved budgets.
• Optimising BIC’s return on investment while balancing shopper, customer and BIC’s objectives. Work collectively with the line manager to develop and execute the category’s promotional strategy.
• Ensure compliance with commercial policies and contractual obligations.

Stakeholder Management:

• Act as the primary liaison between key customers and internal stakeholders.
• Partner with Marketing, Category Management, Supply Chain, and Finance teams to deliver customer objectives.
• Provide customer and market insights to support business planning.
• Represent BIC in customer meetings, conferences, and industry events in line with our BIC Code of Conduct.

Qualifications

Essential

• Bachelor's degree in Business, Commerce, Marketing, or related field.
• 5+ years' experience in National Account Management within the FMCG industry.
• Proven experience managing strategic customer relationships.
• Strong commercial and financial acumen.
• Experience negotiating contracts and commercial agreements.

What do we offer?

• Office in the heart of Melbourne CBD with hybrid work structure.
• Working for an international FMCG leader with iconic brands
• A great team of highly motivated and enthusiastic people
• Opportunities for growth within a global organization
• Attractive flexible working policy
• Private healthcare cover

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BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.