Job Title: Account Manager (AM)      
 
Territory: South East England
 
Reports to: Head of Retail - Equine
 
Key Relationships:  Other Account Managers, Customer Services (CS), Marketing team (MT), National Manager (BM), Commercial Manager (CM)
 
Location:  Home Office Based – with travel throughout the territory
 
 
Purpose of the Role:
 
To manage and develop trade and end user accounts in your area to maximise the distribution of our client's Equine products and related portfolio.
 
Enhance the reputation and standing of the company in your area by building strong customer relationships providing exceptional sales support, category expertise and ongoing education.
 
This is a field-based role and as such may require up to 2 nights away from home for any planned sales meetings and key show/events on a quarterly basis.
 
Environment of the Role
 
The UK Equine market is full of competitors vying for shelf space, however the market is growing. Our client therefore has the opportunity to have a standout standard of professionalism within the industry by providing outstanding customer service, sales support, education, and merchandising advice in an overall support package that will ensure the success of our customers and our brand.
 
The Account Manager will be required to create strong and lasting relationships with a variety of customer types, understand needs, and find win/win situations, to ensure we are a key supplier in the minds of customers.
 
The Account Manager should be credible in all product categories and leave no stone unturned to find opportunities to increase distribution of our products.
 
 
Guidance and Authority
 
The AM has a direct reporting line to the Head of Retail.
 
Main Duties
 
Sales

• Ensure the overall monthly, quarterly and annual sales/growth plans for the area are achieved or exceeded.
• Increase the number of ‘active’ CRM accounts in the area, with focus on both direct and end user customers equally.
• Maintain and increase distribution of CRM product SKUs in all active accounts
• Achieve maximum presence and positioning of our products in each outlet.
• Highlight and action potential to expand brand portfolio, with consideration to all relevant CRM opportunities.

Planning

• Ensure regular contact with decision makers via personal visits and remote contact.
• Plan and implement an effective call cycle.
• Maintain a forward planning calendar at least two weeks in advance.

Training

• Educate our customers, be they trade or end user, through ongoing product training and open days where applicable.
• Develop and implement a program of activity to support your customers and the CRM brands.

Marketing and Merchandising

• Effectively execute quarterly marketing activities, including but not limited to product promotions, added value promotion and customer incentives.
• Work to effectively promote the importance on brand merchandising and to increase the number of customers subscribing to work with any Quarterly campaigns to increase product range and depth.
• To provide all related marketing materials including in store merchandising, digital and social assets.

Reporting

• Submit detailed daily call reports to the Head of Retail using the Maximizer system and via email.
• Complete customer updates after each visit clearly identifying, qualifying, and quantifying opportunities.
• Supply detailed analysis of all sales activities.
• Provide market and competitor information from your area.

Sales Data

• Become proficient and comfortable with the company’s Diver Sales System
• Analyse sales figures and reports and use them to maximum effect
• Propose remedial action when analysis indicates deviation from plan

Account Management

• Liaise with internal departments such as CS to ensure effective and efficient customer service and account management.

Technical

• To provide any support as requested by the HoR with any technical queries, product complaints, competitor comparisons, bench marking and all product related materials.

Shows and Events

• Proactively identify and participate at the key local shows and events in your area to help build awareness and be available if requested, for key national shows during the year as agreed with the HoR.
• Follow up all sales leads and action all data collected for your area

Company Culture

• Share creative ideas with team members and management to ensure best practice.
• Strive for continuous improvement in what we do and how we do it

Other Duties:
 
The AM must be flexible and accept to take on responsibilities that are not detailed in this job description. They will be required to

• Work additional or anti-social hours as required to meet the needs of the business.
• Attend sales meetings as required at the company’s offices which are inclusive of UK and Republic of Ireland.
• Carry out any other duties as are within the scope and purpose of the job, as requested by their line manager.

 
Personal Attributes
 
The post-holder will:

• Have proven sales skills in a customer-driven environment
• Understand concept selling and how to position Premium Brands
• Have good knowledge and understanding of horses and the Equestrian community
• Have at least two years previous sales experience in a similar role
• Have good interpersonal and communication skills
• Possess excellent time management skills
• Possess above average IT skills (especially Powerpoint and Excel)

 
This person will be:

• A quick learner
• Self-motivated
• Able to work under own initiative
• Hard working
• Enthusiastic
• A team player 

The post holder will be expected to:

• Act with honesty and integrity at all times
• Demonstrate high standards of personal conduct
• Value and respect colleagues and other members of staff
• Work with others to develop and improve our services
• Take personal responsibility for their words and actions and the quality of service they deliver
• Familiarise themselves with the company Vision Map and uphold the company’s core values

 
Benefits
 
Company car with fuel card
Pension
Monthly commission for delivering target
Annual bonus
Laptop
Mobile phone