National Account Manager (Foodservice & Buying Groups)

ASR Group is the world’s largest refiner and marketer of cane sugar, with an annual production capacity of more than 6 million tons of sugar. The company produces a full line of grocery, industrial, food service and specialty sweetener products. Across North America, ASR Group owns and operates six sugar refineries, located in Louisiana, New York, California, Maryland, Canada and Mexico. In the European Union, the company owns and operates sugar refineries in England, Portugal. ASR Group also owns and operates mills in Mexico and Belize. The company’s brand portfolio includes the leading brands Domino®, C&H®, Redpath®, Tate & Lyle®, Lyle’s® and Sidul®.

COMPANY DESCRIPTION

ASR Group’s companies have more than 150 years of experience taking sugar cane from the field to the table.  Our expertise in every aspect of the cane sugar process is without equal.  We are the largest vertically integrated cane sugar refiner in the world.  Our nine refineries are found in five countries across the globe and collectively can produce more than six million tonnes of sugar.  We also own and operate sugar mills in the United States, Mexico and Belize.  As an expert in raw sugar procurement, our reach spans more than 40 countries and our network of partners and suppliers has never been stronger.  Our brands are leaders in their respective markets.  We sell our branded and private label sugars, sweeteners and syrups in the grocery, food service, industrial and pharmaceutical channels in the Americas, Caribbean, Europe, the Middle East, India and Asia. In the UK our Lyle’s brand has 80% share of the Golden Syrup market and Tate & Lyle Sugars is the leading Foodservice sugar brand and has a considerable presence across numerous Grocery, Wholesale, Cash and Carry and Independent retailers.

POSITION SCOPE

Reporting to the Foodservice Channel Controller, the Sales Manager is responsible for autonomously managing and strategically developing a portfolio of leading Foodservice Distributors (such as Brakes and Bidfood), Buying Groups (such as Caterforce, CRG, Sterling) and key End Users.  Managing internally and externally, commercial agreements, contracts and the branded sugar & syrups portfolio, providing bespoke product development where appropriate.  A deep understanding of UK wholesalers and distributors, along with key end users is required.

POSITION STRATEGIC OBJECTIVES AND KEY DELIVERABLES

• To enhance ASR performance with target Foodservice distributors & key end users across the UK
• Execute the agreed sales strategy
• KPI’s
  • Behaviours versus business values
  • Value added contribution of cash and volume
  • Demonstrate leadership in customer engagement

DETAILED ROLES & RESPONSIBILITIES

• To develop, drive, own and implement channel and key customer plans
• To achieve as a minimum the annual sales plan KPI’s of volume, price, CTO and product mix
• Operate and perform in accordance with the business behaviours and processes
• Establish and maintain professional relationships with existing and non trading customers
• Conduct sales negotiations with customers having responsibility for agreeing planned volume, price targets etc.
• Identify and evaluate new business opportunities in designated customer portfolio

ESSENTIAL CAPABILITIES (KNOWLEDGE, SKILLS, ABILITIES AND PERSONAL ATTRIBUTES)

• In depth customer, market and channel knowledge
• Proven success with selling NPD  / product and range launches to customers
• Sales, Negotiation, Business Planning, Forecasting and Category Management
• Excellent communication skills, a Strategic Thinker combined with Analytical capability
• Autonomous
• Flexible, adaptable to change, enthusiastic, energetic and driven with a strong work ethic
• Microsoft Office literate

ESSENTIAL WORK EXPERIENCES

• Proven, successful track record and experience of selling to and managing a range and breadth of Foodservice customers within the UK (FMCG - Food/Grocery a preference).
• Recent experience of managing distributors, plus end user accounts and buying groups at a Headquarter & member level.

ESSENTIAL EDUCATION REQUIREMENTS

• Educated to degree level or equivalent

LOCATION OF ROLE

• Home based with office and customer travel required

At Tate & Lyle Sugars, our goal is to be the most admired sweetener Company.

Service Excellence - Be the industry's Gold Standard by a relentless focus on reliability, providing products with superior quality and excellent customer services. Efficiency and Sustainability - Eliminate inefficiency to be a sustainable, low cost producer and to generate fuel for reinvestment. Value-Add - create strategic advantage and enhanced profitability through value-added products and services. The foundation of our values is Talent and Culture as we aim to build, retain and motivate a winning team.