Key Account Controller

YOU

As our Key Account Controller (KAC) you will translate the Suntory SBF GB&I business strategy and commercial plan into executable account strategies that will meet and exceed the financial plan.  You will be responsible for a sustainable strategic business plan to deliver out-performance.  You will develop high level, strategic relationships, across the customers’ network to unlock insight, opportunity and to be ‘the first choice for Gemba’ to identify synergies that unlocks a long-term sustainable strategy.  Ultimately the Account Controller is responsible for the Customer P&L and the Customer agenda and will therefore have line manger responsibility for the Key Account Managers and Key Account Executives associated with the customer(s).  These customers have dedicated Multi-Functional Selling Teams (MFST) to deliver our ambitious growth plans.  You will have a proven track record delivering sustainable growth within a Top 5 customers.

Influencing skills are critical leadership attributes in this role in order to shape our plans both internally and externally.  The individual must be commercially credible with experience of NRM levers and managing complex JBPs & P&Ls. In addition to this, the individual must have a strong record of demonstrating leadership capabilities.

YOUR ROLE

Customer Management

• Develop a deep understanding of the market dynamics and Customer Strategies with the objective of identifying and realising opportunities for Suntory SBF GB&I Brands
• Build a Customer plan to execute the Commercial Calendar
• Develop long term, senior level, strategic partnerships across the customer matrix
• Lead the selling process of SBF GB&I products and plan into key Customers
• Lead the negotiation of the Joint Business Plan with the Customer
• Lead the creation of bespoke opportunities to enable SBF GB&I brands

Execution

• Working with Marketing, Trade Marketing and RGM, develop a customer execution plan that creates maximum impact for Suntory SBF GB&I brands
• Understand the competitive landscape, ensuring our executions deliver advantage for SBF GB&I and our customers
• Lead the MFST to deliver the execution plan in Customer to exceed target levels
• Utilise Field Sales to deliver execution across the Customer Group at outlet level

Team Leadership

• Recruit and retain top calibre talent at KAM and KAE level
• Build high technical capability within the team through "hands-on" coaching
• Setting of SMART objectives with individuals aligned to Suntory SBF GB&I priorities and targets
• Act as a role-model within the wider sales team

Financial Management

• Develop an annual Customer plan to meet and exceed target KPI's
• Delivery of the Customer volume, Net Sales and GP delivery within month, quarter and year
• Monthly review of the Customer P&L (actual and forecast) versus Plan and Prior Year
• Monthly communication of financial position of the Customer to Head of Customer Group and Finance with clear recommendations on opportunities and risk
• Regular evaluation of trade spend to ensure target levels of ROI are being met
• Regular evaluation of execution spend (Shopper and Field) to ensure ROI is being met.

WHAT YOU BRING

• Degree educated or equivalent experience
• Commercial experience, incorporating account management and more senior leadership roles within customer teams, ideally across different trade channels.
• Strong leadership / influencing skills
• Comprehensive understanding of marketing, shopper marketing, category management, supply chain and financial management to ensure seamless cross functional working
• Strong commercial acumen to be able to build strategically sound, financially robust proposals that exploit opportunities within the sector
• Deep understanding and experience of the financial management of the Manufacturer/Customer relationship
• Strong Excel skills
• Excellent interpersonal skills – capable of communicating and influencing at all level
• Solid experience of working within the FMCG industry

ABOUT US

Suntory is a Japanese company and the world’s third biggest player in the drinks industry. The continuous success and growth of each individual makes Growing for Good possible. We believe in moving forward boldly, together. Our Coleford Factory was built in 1946 and spanning 53 acres, our factory employs more than 300 people who help make our much-loved drinks, Lucozade and Ribena. Our diverse and iconic portfolio include amongst many other brands, Orangina, Yamazaki and Hibiki whiskies, Premium Malts and V. We wouldn’t achieve what we do without our people who are at the heart of everything we do. Our people unleash their spirit daily; they craft exceptional drinks, and they fuel our Growth

YOUR FUTURE WITH US

Joining Suntory isn’t just about taking on a role, it’s about embarking on a career journey. You have the opportunity to work with talented, inspiring and authentic leaders and have the freedom to dream big and go for it (Yatte Minahare). At Suntory you’ll find a supportive work environment that values work life balance and that will help you realise your full potential and grow for good. Our People and Culture team are a team that genuinely care about creating a great experience for our employees and we would love you to be part of it.

OUR COMMITMENT

At Suntory, we greatly appreciate the value that diverse knowledge, perspectives, and backgrounds can bring. Our colleagues from a wide range of cultures, lifestyles, and experiences contribute significantly to our collective success. We understand that our candidates all have unique career trajectories and experiences, and this can sometimes deter you from applying for a role if you don’t feel that you meet all the criteria. If you believe that you have relevant skills and experience that you feel could benefit us, we would love to know what unique perspectives and experience you can bring to help make us better, together in a company that is committed to Growing for Good and Giving Back to Society.

Our recruitment, selection and assessment process is based on the skills and competencies of the above role. We are committed to and value diversity, equity and inclusion in our recruitment process and do not discriminate based on gender, race or ethnic background, class, economic status, disability status, sexual orientation, age, political beliefs, marital status or any other protected characteristic. We want to ensure that our interview process is as inclusive as possible. If you require any reasonable accommodation as part of the process, do not hesitate to let your recruiter know who will be happy to help.