Customer Business Manager
Job description
About Camelot
Dynamic, pioneering and inspiring, Camelot transforms lives – of National Lottery winners, of the beneficiaries of the Good Causes, and of our staff.
We’re licensed to run the National Lottery until 2019, and are committed to maximising returns to the Good Causes in the most efficient and socially responsible way. We have more than 28,800 retailers nationwide to help us achieve our goals, run the world’s most successful lottery website and operate four of the UK’s biggest brands including Lotto and EuroMillions. Around 70% of the UK’s adult population play The National Lottery on a regular basis – greater reach than any other FMCG brand in the UK.
Additionally, internationally, Camelot offers services for other lotteries – from private lottery operations, online and interactive development through to wider commercial services.
About the Department
The Sales Department will execute our consumer strategies through our national account, field sales and contact centre channels, working towards perfect instore execution of our category through a focus on distribution, merchandising and retailer advocacy. Each of these three areas will also look to initiate new in-channel strategies, services and propositions that better meet consumer and retailer needs, fulfilled by the wider commercial and operational organisations. All activities will be developed and delivered in a socially-responsible manner that meets the values of the National Lottery and optimises the returns to good causes and the aligned incentives of National Lottery stakeholders.
About the Team
• Executing Camelot’s commercial plans with its’ major customers and developing ways of maximising Camelot’s sales performance with them.
• Liaising at all levels within these customers to develop plans and strategies and bespoke the execution of them where appropriate.
• Developing ways to deliver perfect in store execution of the National Lottery within major customers stores.
• Delivering agreed sales targets within these major customers within agreed investment and cost budgets.
• Bringing retail insight back into Camelot to feed into the development of these plans and ensuring they are fit for retail.
• Managing the relationship between all parts of Camelot’s business and that of its’ major customers.
Summary
We are looking for an experienced Customer Business Manager to join our Customer Business team that is responsible for £3billion worth of sales of National Lottery products. As a Customer Business Manager you will be responsible for managing one or more of our major multiple accounts, with accountability for all commercial aspects of Camelot’s relationship with them. The ideal candidate will have wide ranging experience in all aspects of account management and ideally come from an FMCG background and be able to demonstrate real achievement against key performance indicators in previous roles. They must have a proven track record in negotiating and wide ranging relationship building, teamed with a strong understanding of both commercial and operational elements of account management and retailers. The role will include some major project focus, so the ideal candidate will need to have experience of implementing multi functional activity with customers.
Skills & experience
• Deliver the sales revenue and profit targets for designated customers.
• Develop, implement and review individual Customers' business strategies in conjunction with the Head of National Accounts and other members of the Sales team ensuring it is reflective of the overall company's business and sales strategies.
• Provide long term insight based on market and retailer analysis, to inform both long term sector and account planning.
• Develop a thorough understanding of customers, generate key insights to drive strategic thinking and day-to-day activities, provide and present the business with key insights.
• Manage the interface between Camelot and designated customers to develop strong working relationships with key contacts at all levels in the customer's organisation, communicating sales and marketing strategies with individual customers.
• Develop cross functional relations within a customer’s organisation across all levels and all necessary functions and facilitate relevant business to business functional networks.
• Share best practice with other members of the Sales team to help develop overall sector and retail strategies.
• Provide and present the business with customer business plans and review against agreed measures to demonstrate the effectiveness of the agreed plans.
• Coach, manage and motivate a team of Customer Business Executives to deliver their customer plans.
• Cascade key business strategies, targets and relevant business opportunities.
• Co-ordinate feedback from peer groups and provide reports to commercial steering groups.
• Manage and be accountable for all customer spend and it's effectiveness.
Internal Information
• At least one experience of managing a team
• Demonstrable knowledge of current and future technological developments for retail and their use
• Proven understanding of customer’s needs, business strategy and operations
• Demonstrable knowledge of customer’s competitors and Camelot’s competitors
• Proven ability to manage customer relationships at local, regional and national level
• Proven experience of successfully building and utilising business relationships and networks
• Demonstrable knowledge of the retail marketplace
• Proven presentation and negotiation skills
• Proven verbal and written communication skills including report writing
• Proven knowledge of sales impact analysis and achievement of ROI
• Proven ability to successfully interact with and manage customers
• Demonstrable knowledge of revenue and cost
• Proven ability to analyse financial and business performance providing insight and recommendations to customers and decision makers
• Ability to use the Microsoft Office suite of products