Key Account Director

Marshalls PLC United Kingdom Full-time 2024-09-23

Key Account Director
Competitive Salary + Car, Bonus, Benefits
Field-based, UK

Internal Applicants Only

As a Key Account Director at Marshalls Landscape Products, you’ll be the driving force behind our relationships with key customers. Working closely with our Trading Director, you’ll craft a personalised commercial strategy that not only meets their needs but also aligns with our broader company goals. Your role will involve collaborating with our talented commercial team to ensure that our strategies work seamlessly together and contribute to the overall success of our business. Ultimately, your mission is to maximise profitability by securing the best possible deals and product mix for our customers.

Key Accountabilities:

  • Develop the commercial strategy for a given customer or set of customers in association with the Trading Director
  • Deploy the commercial strategy for a given customer or set of customers in association with the Regional Trading Managers
  • Liaise with Key Account colleagues to ensure strategies and activities are complementary and spread the required efforts evenly across the relevant Divisional Trading Teams
  • Set the example of best practice in customer management
  • Where agreed with their line manager, coach and support the development of members of the Divisional Trading teams
  • In association with the Trading Director, work with the Head of Commercial to ensure that pricing policies are consistently adopted and administered across customer accounts both internally and externally and across all sectors
  • Work with the Divisional Trading Managers to ensure key reseller accounts are appropriately serviced and the business opportunities are fulfilled to their full potential
  • Supported by the Trading Director, lead negotiations and the administration of national agreements with key reseller accounts
  • As directed by the Trading Director, Interact and liaise with operations colleagues to make sure supply is effectively balanced with demand geographically and by product group
  • Be a primary source of market intelligence and market feedback for the business
  • In association with the Trading Director, interact and liaise with marketing colleagues to make sure the needs of the customer are met in all aspects consistent with a coordinated sales and marketing strategy
  • Identify, develop and maintain senior-level relationships within a given customer or group of customers
  • Set an example of consistent and effective adoption of processes and procedures, e.g. correct usage of the CRM system
  • Represent business unit within various internal projects, such as transactional efficiency initiatives, new product development, development of the value proposition and supportive IT topics
  • To represent the business unit within relevant industry bodies and associations where appropriate, such as the NMBS or BMF
  • Maintain overall budgetary control for the customer or given group of customers, appropriately controlling joint incentive funds in line with customer agreements and proportionate to customer sales performance
  • Support and open coaching culture within the external commercial team to give the best chance of role success and personal development for all colleagues

Knowledge, Skills & Experience:

  • Extensive experience working in a commercial role with the ability to develop high-level customer relationships
  • Extensive commercial experience across a wide number of stakeholders within customers. For example, finance, IT, marketing
  • Capacity and capability to contribute to strategic market discussions as part of a commercial team that is in touch with the market and its customers
  • Be able to adapt the account strategy flexibly to meet short-term challenges relating to price, volume and/or mix without determent to the long-term strategy
  • Work with their immediate peer group on strategic market-related topics ranging from long-term changes to the roles of the team and their contribution to commercial success
  • Have the gravitas necessary to operate at a senior level with key senior stakeholders across a broad range of customers and departments
  • Be a creative thinker and have the ability to think from a solutions perspective instead of deferring to the status quo and traditional methods
  • Highly skilled negotiator able to engage with senior stakeholders using our broad value proposition as a commercial lever to gain long-term success
  • Excellent presentation and communication skills capable of delivering a message with authority and confidence to an individual or wider audience both internally and externally
  • Have a keen eye for detail within both commercial processes and administration
  • Have the highest levels of time-keeping and attendance whilst always operating within Health and Safety guidelines

Equal Opportunities
Whoever you are and whatever your background, you’ll find a fair and supportive workplace. You’re unique and we want you to bring every part of who you are to work, every day.

We’re committed to ensuring equal opportunities for everyone. To us, this is more than a legal, moral, or ethical necessity – it’s the right thing to do! We want our team to reflect the diverse nature of society and the communities we serve.

Marshalls is a workplace where you’re valued for the contribution you make, and where you can grow and develop by being entirely yourself!

Closing Date: 2pm on Friday 27th September 2024

This position is open to internal candidates only.