JACOBS DOUWE EGBERTS (JDE) is a €5 billion global business retaining a start-up feel and containing some of the leading brands in Coffee and Tea – Kenco, Douwe Egberts, TASSIMO and Jacobs to name a few. The UK represents a top 5 global market for JDE and has experienced 8 years of continual growth with our TASSIMO brand being a standout performer with continuous year on year double digit growth. JDE UK is the number 2 branded coffee supplier to the UK retail trade with approx. 30% market share of this growing £1bn+ RSV category.   JDE is a growth engine for the category driving premiumisation by leading the single-serve partition with the Tassimo brand and premiumising the instant coffee segment through Kenco, Douwe Egberts and the newly launched L’Or brand. 

As a National Account Controller, you will relish using your deep people, market and customer insights to lead a multi-functional customer account team; develop winning customer strategies and driving sustainable growth for JDE within your assigned accounts / channels.

A strategic influencer with a relentless drive to improve commercial results, you will thrive on the challenge of taking responsibility for all aspects of JDE’s relationships and reputation with your customers and for the delivery of commercial results in accordance with overall company sales strategy.  

Passionate about developing your broader commercial and people leadership, you will be up for making a big contribution to the UK Sales and broader Commercial Leadership teams, developing the capabilities and culture in a new, highly ambitious challenger business.

Key Tasks;

• Owns the x-functional development and delivery of multi-year customer strategy to drive JDE growth ahead of category and competition.
• Leads team to develop annual customer business plans by channel/customer to deliver  growth in line with JDE strategy, month by month evaluating performance and identifying opportunities for business growth, to achieve company sales, operational excellence, cash and profit targets.
• Leads the team to develop and agree customer JBPs, tracking JDE and customer performance and developing quarterly plan to align on and address contingency plans internally and externally.
• Leads contact plan for JDE, in own accounts developing networks and establishing relationships within accounts to maximum breadth and depth so that business planning is optimized.
• Leads team to accurately forecast volume, value sales and profit by month and track customer margin.
• Leads team to ensure timely and accurate administration, reporting and maintenance of account files and data.
• Plans and implements approved changes to JDE commercial strategy eg promotion and cost price changes.
• Collaborating with revenue planning, ensures agreed trade spend value is optimised and budget monitored. Leads team to plan, implement and monitor promotional calendar by account ensure most effective mechanics are utilised within promotional laws, trade terms and marketing strategies.
• Shares customer account plans  & business  strategy in a compelling way to add value across the business.
• Leads and coaches BM / NAM / NAE / CE to deliver step change performance supporting risk and opportunity
• Pro-actively participates in broader functional sales leadership, talent and succession planning.   Contributes to broader business development projects / stretch assignments.

Must haves:

• Graduate callibre

• Minimum 7 years FMCG commercial experience, including line management of commercial account managers.

• Demonstrates understanding of trade terms, mix management and pricing dynamics and knows how to use these levers effectively to improve return on investment for the business.

• Leverages a developed financial awareness of the customer's KPIs. Thinks creatively about customer solutions and is able adapt approach while delivering JDE strategy.

• Engages customers to mutually develop a value growth agenda.

• Applies shopper insight to deliver competitive advantage in the development of customer plans.

• Builds and leverages long term strategic customer networks levels in order to gain influence and support.

• Challenges and influences cross-functional colleagues to develop revenue-enhancing initiatives.

• Establishes and identifies emerging customer needs and influences the JDE business to gain competitive advantage in meeting them.

• Coaches the sales team in delivery of internal processes and the customer business plan, making interventions when required.

• Enrols key internal and external stakeholders in strategic and commercial choices to deliver long-term benefits for JDE.

• Acts as a role model for wider team in demonstrating successful selling and influencing skills

• Excellent planning, forecasting, organisational, communication, analytical and problem solving skills

• Good IT skills especially ppt, xls.

• Experience of a broader function eg revenue planning, supply chain, finance, category/ shopper is desirable

• Geographically mobile in the future - preferred.

What’s it like to work at JACOBS DOUWE EGBERTS?

We are proud of our passionate and driven associates who challenge the status quo and pursue mastery in everything they do. Our goal is simple and ambitious – JACOBS DOUWE EGBERTS: A coffee for every cup

Working with us means you’ll be making an impact in a fast-paced, collaborative environment. We work as a team, celebrating success and support one another. Our associates work with a diverse group of like-minded people in an innovative environment committed to doing the right thing across the globe. Your achievements here will get noticed.

Jacobs Douwe Egberts is a global coffee & tea company, serving consumers in more than 80 countries through iconic brands including: JACOBS, TASSIMO, MOCCONA, SENSEO, L'OR, DOUWE EGBERTS, KENCO, PILAO and GEVALIA