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Senior National Account Manager

Philip Morris International UK

Location: Greater London

Job Type: Full time

Last updated

Be brave, not perfect.
- Reshma Saujani

Be a part of a revolutionary change

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future.

With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions.

Sales at PMI feels like building a new business – but with the accumulated expertise of a global brand behind you. Bring us your curiosity and capacity to engage people and you can be part of the digital, onmi-channel team that’s driving our huge commercial transformation.

If you’re a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drinks brand.

Main Responsibilities:

- Develop account plans and/or JBP for allocated account base and contribute to the development of multi-category channel strategy. Monitor and evaluate the implementation of PML Business building programs and also support the wider PML business with competitor analysis.

- Implementation and delivery of approved multi-category channel strategy within defined account portfolio. Develop and implement multi-category trading agreements which deliver SoM growth through the utilization of programmes, trade activities and activations, and deployment of resources through accounts portfolio. Engage throughout all levels of the account portfolio inclusive of buying, supply chain, finance, and operations teams.

- Analyze performance and identify trends and issues and opportunities within account portfolio. Develop plans and ensure that they are in line with the overall PML UK Commercial plan. Analysis includes and may not be limited to Sales-in, sales out, offtake and include the following parameters - comparison of previous year and current year, forecasts for SoM evolution, Volume growth and OCI growth aligned with PML OB/LRP.

- Lead and coach direct reports (if applicable) to make sure that PML business requirements are achieved through the respective customer base. Identify development areas and implement individual development plans with all team members. Conduct regular MAP updates and complete all relevant people management requirements as required.

- Complete all relevant PML documentation in a timely manner and in compliance with PML policies and procedures. Ensure that all documentation is provided to relevant parties to ensure accurate monthly reporting to OC. Ensure that any accruals are minimized and submitted to relevant parties within the communicated timelines.

- Conduct bi-monthly updates with Line Manager to discuss results vs. agreed critical metrics. Conduct compliance checks to ensure that all agreed activity has respective POP. Work with PML resources and external service providers where necessary to handle areas where compliance issues.

- Accountable for the accuracy of the account submission relating to Budget, Volume and Margin Retention. Ensure that channel has communicated all known commitments to be captured in relevant documentation prior to submission.

- Ensure full compliance to all PML Policies and Procedures and the Guidebook to Success. Ensure that through interaction with other PML functions, PML gain access to key external stakeholders in order to aid the delivery of key corporate messages.

Who we’re looking for?

Someone with:
- Experience of managing National Accounts within the UK market
- Proven track record of negotiating
- Proven track record of planning and implementing activations in large key account customers
- Experience of developing account strategies and JBP with National Accounts
- Working knowledge of using basic financial measurements (margin /ROI / profitability calculations)
- Strong analytical skills in order to identify opportunities within the channel
- Proven track record of development of relationships with key stakeholders within National Accounts

What we offer:

Our success depends on our dedicated employees who come to work here every single day with a sense of purpose and an appetite for progress. Join PMI and you too can:

  • Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment and explore.

  • Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong.

  • Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress.

  • Take pride in delivering our promise to society: to deliver a smoke-free future.

Additional Information:

You need to be eligible to work in the UK without sponsorship.