National Account Manager

ENGINEERINGUK; Watford; On-site; GBP 40,000 - 80,000; Full time

Job description

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Sector: Sales and Business Development
Role: Manager
Contract Type: Permanent
Hours: Full Time

Join our journey to create a new experience for The National Lottery and help us to power change for the greater good.

We are Allwyn UK, part of the Allwyn Entertainment Group - a multi-national lottery operator with a market-leading presence across Europe which includes: Czech Republic, Austria, Greece, Cyprus & Italy.

While the main contribution of The National Lottery to society is through the funds to good causes, at Allwyn we put our purpose and values at the heart of everything we do. Join us as we embark on a once-in-a-lifetime, largescale transformation journey by creating a National Lottery that delivers more money to good causes.

A bit about the role...

Reporting to the Senior National Account Manager, this role is responsible for delivering the retail strategy & 'go to market' plans via designated Retail Channel accounts, driving sales, profit and good causes in a responsible manner. The role will involve leading and implementing account planning and tracking, building strong working relationships with key contacts at all levels in the retailers' organisation across multiple functional departments, as well as managing multiple internal stakeholders. The role will include leading the deployment of our transformation plan for your selected retailers, which may also include direct management of an NAE. The NAM will work closely with the SNAM on their account plans, as well as part of the wider division strategy feeding into the Channel.

This role is offered on a 9 to 10-month fixed-term contract. The successful candidate will be required to travel bi-weekly to our Watford HQ and be prepared to travel to locations around the UK with some overnight stays as and when required.

What you'll be doing...

• Build and lead commercial proposals/JBPs for account/s with alignment from leadership teams.
• Deliver the sales and good causes targets for designated major multiple retailers, with high direct TNL turnover/complexity.
• Thought leadership to support the SNAM to deliver business unit specific thinking and strategies that transcend your own accounts and deputise for SNAM where required.
• Work with key internal stakeholders to develop & implement winning sales, revenue & engagement driving programmes within your retailers.
• Strategic thinking for retailer strategy, for activation of the new Licence and the transformation programme, including working with Alternative Channels to deliver any new technology projects in your account.
• Build a strong network of external stakeholders within relevant retail channels across multiple departments and levels.
• Provide long term insight based on market and retailer trends, helping to inform TNL plans within designated customers.
• Develop a thorough understanding of retailers and generate key insights to drive strategic thinking and day-to-day activities.
• Take a lead role in delivering key projects within designated retailers/channel, including leading and managing internal, external and 3rd party stakeholders.
• Manage and be accountable for retailer specific spend (Trade Marketing and CAPEX) ensuring all Allwyn processes are followed.
• Work alongside or within the retailers' organisation to ensure plans are implemented across all the relevant departments.
• Develop and implement a robust comms plan to stores to ensure key business measurements (availability / compliance) are maintained and improved.
• Analyse business performance & OPM's and generate key insights, identify growth opportunities and implement initiatives to maximise sales revenues and profits.
• Identify opportunities for new or existing product development and placement within assigned retailers.
• Deliver Responsible Play objectives with designated retailers to support Op Guardian.
• Ensure all terminals / ways to play are available for sale throughout all trading hours.
• Lead any account transitions and changes as projects with the wider business.
• Where direct line management is involved: lead, coach, manage and motivate direct report implementation of the customer plan and/or projects.

What experience we're looking for...

Essential Criteria

• Proven experience working as an Account Manager (or similar) within FMCG or Retail business, managing major multiple retailers with high direct turnover, from business plan development through to creation and delivery of effective JBPs/CBPs.
• Understanding of retailer's needs, business strategy and operations and experience of taking internal plans and matching key elements into a retailer's wider objectives to ensure TNL remains a high agenda category.
• Awareness of the wider retail environment and awareness of the subtle differences of the retail channel to TNL behaviour / impact.
• Experience of negotiating with major multiple customers or 3rd parties.
• Experience of analysing financial and business performance providing insight and recommendations to help form wider plans.
• Excellent verbal and written communication skills including report writing.
• Knowledge of customer's competitors and Allwyn's competitors.
• Confident in presenting in front of large audiences both internally and externally.
• Strong awareness of reporting software (such as BI/Qlik) with ability to create reports, to analyse data sets to make decisions and recommendations.
• Experience of working cross functionally and project management.
• Proficient in Microsoft Office.
• Full UK Driving Licence.

Desirable Criteria

• Previous direct line management experience.
• Experience of trials with new retailers utilising the current business technology and processes.
• Proven track record of working cross-functionally to drive innovation and a culture of continuous improvement across the team, function and organisation, via using a data driven approach.
• Proven ability to manage customer relationships at Senior Buyer level and above.
• Knowledge of current & future technological developments for retail and their use.
• Demonstrable knowledge of the retail marketplace (beyond The National Lottery).
• Demonstrable ability to convert insight into strategies and plans.
• Demonstrable knowledge of P&L.
• Experience of forecasting and delivering against Trade Marketing forecast.

Key Measures of Success:

• Business & Management Expertise: Account management expertise to drive performance across their retailers, through strong understanding of business, competitors, current market challenges and economic/market issues.
• Delivering Solutions: Driving continuous improvement within account and impacting wider team, through driving efficiencies and improved workings, including taking a leading role in problem solving account specific issues.
• Impact: Accountability - Is accountable for the performance and results of specified retailers, as well as reportee (where applicable).
• Impact: Decision Making - Negotiate with customer and/or marshal resources to serve accounts, to deliver results, navigate challenges and unlock incremental opportunities with the account.
• Impact: Cross Functional Working - Understands how to get things done for their accounts and projects, managing key stakeholders internally and externally. Have the ability to challenge and escalate where necessary for the benefit of not just their account but wider business too, doing in this right way to get the result that is required.
• Influence and Negotiation: Anticipates and understands account needs, feedback and objections, and identifies and explains solutions. Uses judgement, discretion and creativity, aligned to SNAM, to persuade accounts to adopt a favourable ongoing view and decide to promote TNL products. Explains difficult issues internally and works to build a consensus amongst colleagues.
• Strategic Planning - Executes retail strategy linking this with the strategic goals of accounts, to deliver effective account plans. Thought leadership to support SNAM with division strategy, projects and plans.
• Commercial and Financial Management - Manages budgeted spend for the accounts to deliver required return on investment through effective financial management, supporting financial performance requirements.
• Leadership: Development - Ability to coach, mentor and develop direct report and supporting wider retail colleague development.

About us:

We've developed ground-breaking technologies, built player protection frameworks, and have a proven track record of making lotteries better.

• Innovation - We pride ourselves on it! We're constantly looking for new ways to excite our customers, bringing new products to enjoy which is all underpinned by our responsible play values and making them accessible to all.
• Giving back - Did you know that playing the lottery generates around £30m a week for charities and good causes in the UK? Our aim is to have doubled this number by the end of the first 10 year licence.
• Sustainability - Our aim to be net zero by 2030 which would make us the first lottery provider globally to achieve this.
• Inclusion and accessibility - We are making all parts of The National Lottery inclusive - whether you play a game in a store or online.

Being the custodians of the National Lottery license is a big responsibility, so all of our roles are subject to extensive background checks.

A place of belonging...

We want to create one of the UK's most inclusive organisations - where people can bring the best of themselves, to do their best work, every day, for the benefit of good causes.

Allwyn is an Equal Opportunity Employer which prides itself in being diverse and inclusive. We do not tolerate discrimination, harassment, or victimisation in the workplace. All employment decisions at Allwyn are based on the business needs, the job requirements, and the individual qualifications. Allwyn encourages applications from individuals regardless of age, disability (visible or hidden), sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.

We are a Disability Confident Leader which means we've taken proactive steps to ensure our workplace is accessible and inclusive for disabled colleagues and candidates. As part of this we offer an interview to disabled applicants who meet the essential requirements of the job.