National Account Manager, Tesco

National Account Manager

High Wycombe/ Hybrid Working

12 month contract with high potential of extension

Inside IR35

Caring for the world, one person at a time... inspires and unites the people of Johnson & Johnson. We embrace research and science - bringing innovative ideas, products and services to advance the health and well-being of people. Employees of the Johnson & Johnson Family of Companies work with partners in health care to touch the lives of over a billion people every day, throughout the world. Our Family of Companies comprises: The world’s premier consumer health company. The world’s largest and most diverse medical devices company. The world’s third-largest biologics company. And the world’s sixth-largest pharmaceuticals company. We have more than 250 operating companies in 57 countries employing 120,200 people. 

About Consumer: 

Take the opportunity to become part of the success story behind one of the world’s fastest growing consumer companies. At Johnson & Johnson we have a truly unrivalled brand portfolio with power brands across multiple categories including but not limited to Johnson’s®, Neutrogena®, Clean & Clear®, Listerine®, Calpol®, and Sudafed®. We have achieved consistent growth and our breakthrough plans make this a great place to further your career 

https://www.jnj.com/about-jnj/jnj-credo 

Job Summary

Reporting into a Business Unit Head you will be responsible for brands within Healthcare & Baby category within Tesco.

Key responsibilities include:

• Delivery of specified business targets (sales, spend and profit targets - INS (invoice sales), TCi (total customer investment), NTS (net trade sale), Net GP)
• Full forecasting and spend management for your category responsibilities, making accurate forecasts to your business team and Commercial Strategy & Planning contacts
• Responsible for building strong relationships with Tesco, and representing your customers’ requirements to the J&J business
• Building and tracking a Joint Business Plan with key retailers to ensure delivery of key metrics for the J&J and business partner
• Develop a strong knowledge of the market and keep track of the market activity to share information regarding changes or new activity in the marketplace
• Identifies and progresses incremental growth opportunities within your business
• Ability to effectively work cross functionally across the organisation
• Supports business improvement projects beyond immediate role responsibilities

Job Competencies:

Influence & Impact

• Gains stakeholders’ commitment through persistent, yet consultative, selling and leadership techniques
• Follows the negotiation process to achieve a "win win" agreement with the customer
• Motivates and inspires peers and others to achieve higher levels of performance
• Influences a diverse group of stakeholders, at multiple levels, to drive initiatives forward and to achieve a strategic vision
• Constructs and delivers persuasive impactful communications that garner broad support and enthusiasm
• Develops creative solutions to achieving mutual agreements, while actively managing the impact on the company

Customer Genius

• Understands and leverages J&J’s strategic business objectives including customer segmentation and retailer life cycle to develop a winning customer plan
• Leverages understanding of customers, including key decision makers, and the business to optimize account penetration and account management effectiveness
• Fosters customer partnerships that are relevant, compelling, and differentiated from the competition
• Has built strong, reciprocal, trusted relationships across organizational and functional boundaries
• Identifies areas of misalignment between customer and J&J and works to mitigate the potential negative business impact
• Viewed by customer organization and cross-functional partners as a “customer champion” and enabler of productive action

Agility

• Challenges status quo and continuously seeks business improvements
• Demonstrates the ability to view opportunities and issues from multiple perspectives to arrive at the best possible solution
• Considers both short and long-term impact of decisions and develops alternative strategies to maximize flexibility of thinking
• Displays conviction to support an idea, while simultaneously recognizing when and if to acquiesce

Insights & Activation

• Translates shopper, customer insights into actionable category strategies and tactics that drive measurable results
• Creates compelling in-store excellence (ISE) recommendations, gains customer consensus and executes initiatives (i.e. NPI, joint campaigns, etc.,) to drive category and brand growth
• Understands key competitor go-to-market strategies and incorporates this information into business plans to win in the market
• Actively identifies potential execution issues and addresses these with the customers prior to activation

Business Effectiveness

• Develops, prioritises and implements business strategies based on existing and emerging market conditions
• Integrates knowledge of the business, market conditions and customer intelligence into business planning process to achieve mutually-profitable growth
• Rigorously tracks and monitors key performance indicators and adjusts business plans accordingly
• Actively incorporates relevant Healthcare Compliance Guidelines into business plans and tactics

Skills & Experience Required:

You will have experience within the FMCG environment, ideally Tesco and / grocery experience and be able to demonstrate the following: 

• A consistent track record of strong commercial performance from sales, profitability and share point
• Can do attitude, proactive and solution orientated, ensuring we capitalize on growth opportunities
• Strong commercial acumen and excellent numeracy and analytical skills
• Experience of running a whole account or at least 1 category within a large account
• Ability to identify sales driving opportunities and drive business effectiveness
• Ability to engage your customers and collaborates with J&J experts to identify areas of opportunity and alignment to develop strategies that create joint business value
• Adapt to evolving business conditions and see them as an opportunity to take calculated risks that enhance business outcomes
• Ability to build and harvest great relationships both internally and externally to achieve strategic business objectives
• High level of autonomy and enjoy networking to achieve results
• Excellent verbal and written communication skills, and the ability to write compelling, articulate business cases for new commercial solutions
• Ability to shape plans and connect with the wider organisation
• Deliver on key KPI commitments

What type of mark will you make? 

Your rare talents and perspectives can make a vital contribution to creative products that improve the lives of people everywhere. At Johnson & Johnson, our company's ethical character is defined by our people. We strive to attract people with strong, positive values and we develop, reinforce and reward those values. With good career development opportunities, we are the world's sixth largest consumer company and can demonstrate an excellent range of benefits. If our ethos is aligned to your values, then this could be the best career move you'll make.