National Account Manager

Location:
- Melbourne- Job Type:
- Permanent- Salary:
- Competitive- Contact:
- Carissa McPherson**About the Company**

Our client is a major supply-chain solutions based importer and distributor of food products for the Australian, New Zealand and export markets. A family-owned business in Australia for more than 170 years, they manage the entire supply chain to ensure the right product is delivered at the right time. Originally set up to supply wholesalers and smaller manufacturers with dried fruit & nuts, pulses and seeds, they have quickly transformed into a multinational importer, distributor and exporter, servicing over 1000 Customers with over 1300 product SKUs.

**About the Role**

Reporting to the GM National Sales Industrial, this role will proactively track sales activity (pipeline) in their industrial division, to ensure all existing portfolio customers remain engaged in a way that adds values.

The National Account Manager is responsible for growing and maintaining customer relationships to discover and qualify their customers' stated and unstated needs, ultimately to increase sales cadence across the industrial manufacturing sector.

**Responsibilities**:

- Develop and execute annual National Accounts customer plans to deliver on growth strategies for HSK Ward and the customer (ensuring mutual sustainable growth)
- Develop, implement and execute strategic business marketing and promotional plans with National Accounts (or supporting your key accounts in their own development/execution of promotional activity)
- Preparation and presentation of joint business planning and business performance reviews with National Accounts, as well as category/range reviews
- Utilise market insights to identify opportunities for new product development and growth
- Ranging of new products/service (NSD) and achievement of distribution objectives in accordance with the HSK objective
- Active participation and demonstration of leadership in S&OP forums (and other commercial forums) - ensuring that discussions on sales, forecasts, stock and other inventory ad commercial related priorities are useful and drive desired sales performance outcomes
- Tendering for long term commercial relationships
- Ongoing negotiation or product, price and service (including implementation of Price increases - in line with product availability, Supply Chain costs etc)
- Develop close working relationships with key customer contacts to strengthen the partnership and drive long term innovation
- Develop, sustain and manage strong internal, highly collaborative relationship in order to best service our customers and deliver to promise
- Hunt and secure new (profitable and sustainable) National Account business to support the ongoing growth of HSK Ward
- Preparation of regular sales forecasts and sales/commercial reporting against targets, showing key insight and recommending strategies/actions to close gaps or optimise sales and profitability with key accounts
- SME input into Sales Capability projects/programs of work (e.g. development of tools, systems, reporting templates that affect/to be used by National Accounts team)
- Internal relationships key to this role include with:

- Sales Team
- Procurement Team
- Warehouse and Customer Service Team
- Finance Team
- Executive Team
- People Leaders

**About You**
- Demonstrated experience working with Key National Accounts with Manufacturing customers
- Passionate for growing a portfolio of customers, identifying new business opportunities and generating revenue.
- Experience negotiating with and influencing senior business leaders and key stakeholders.
- Able to work well under pressure and demonstrate a proven track-record of meeting and exceeding sales targets.
- Strong financial and commercial acumen, with the ability to effectively keep track of monthly progress in sales and be able to forecast profit margins with strategies of achieving sales metrics.
- Have a Growth Mindset and easily adapt to shifts in priorities and ongoing change
- Understand the real importance of internal stakeholders, and enjoy working collaboratively across teams
- Relevant Tertiary qualification in Business or Commerce

**Benefits in the Role**

When you join our terrific client, a National leader in food products for the manufacturing sector, you will step into this key strategic company role with the support of a terrific manager, the stability of a secure and vibrant sector, and the value of a competitive salary package. You will also enjoy a great team culture with an entrepreneurial spirit, autonomy, hybrid working, and onsite parking.
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