National Account Manager - Horeca

About Us

PENSION ENHANCEMENTS UP TO 10% | 4-WEEK SABBATICAL EVERY 5 YEARS | STAFF DISCOUNT | EXTRA HOLIDAY DAY EACH YEAR | We love great craft beer. We want everyone to be as passionate about it as we are – and our central team are vital in this mission. Every single person in our team can shape our future for the better, whether that’s for our people, planet or our incredible beer. Because we expect great things from you, we give great things back. PENSION ENHANCEMENT | We increase our contributions to your pension up to 10% of your salary so together we can properly invest in your future. And, since the statutory amount all businesses pay is 3%, our decision to pay above that shows we’re taking your future seriously. 4-WEEK SABBATICAL | After every 5 years here you will receive an additional 4 weeks off to spend doing whatever you want. STAFF DISCOUNT | 50% off BrewDog Beers/Ciders, Wonderland Cocktails, BrewDog Merchandise, and Soft Drinks, plus 25% off all other menu items in our BrewDog Bars. Crew also get discount on takeaway beer – perfect for taking the bar home. ADDITIONAL HOLIDAY DAYS | For every full year completed up to your 5th year with us we add on one additional day’s leave above and beyond your initial entitlement. You therefore get an extra full week off at 5 years every single year onward to rest up.AND A LOT MORE | Okay, deep breath… enhanced sick pay, healthcare, life assurance, high street retail discounts, employee assistance programmes, enhanced family friendly policies around maternity and paternity leave, pawternity leave, DE+I and crew forum groups and an allowance to quality check some beers each month! We’re focused on making sure that we, and future generations, have a planet to brew great beer on. Our industry leading techniques help us create and deliver unique beer whilst doing our bit (and others’) for the environment.

About The Role

Job Purpose

The National Account Manager - Horeca is responsible for managing and growing account base. The role focusses on driving account level execution of channel strategy, working with internal teams to deliver against needs of both BrewDog and the customer, optimising revenue and profitability. The NAM takes a lead on implementing account planning, price negotiations, implementation of marketing plans and building positive relationships across the account base.

Having previous exposure to Horeca spaces as well as experiential venues is important as well as having a proactive and driven approach to winning new business.

Having a full understanding of the full sales process, in terms of commercial experience, forecasting ability/ experience, working closely with customer marketing and activating plans on a national level while ensuring operations teams are supported is also advantageous.

Key Result Area / Principal Duties & Responsibilities

• Execute account level strategies to drive revenue growth and profitability within account base
• Collaboratively lead account planning, working with different stakeholders to implement brand and commercial plans
• Lead pricing and promotion plan negotiations to optimise revenue and profit
• Utilise sales and category data to inform decision making
• Continually look for new opportunities across accounts or new business to deliver channel targets
• Represent customer interests within BrewDog to improve B2B alignment
• Develop category influence within customer

Key Relationships - Internal & External

• EXTERNAL Buyers that cover all of BrewDog portfolio needs e.g Craft & Ale, Lager, Stout etc Supply chain managers – through BrewDog counterpart Range planners – through BrewDog counterpart Marketing – through shopper marketing counterparts
• INTERNAL Commercial – line manager, head of department, team members Finance – commercial finance manger Category – Category development team Marketing – Brand & shopper Demand planning – planning managers

Health & Safety

• Ensure that Health and Safety guidelines and fire regulations are strictly adhered to at all times
• Comply with safe working practices as defined by BrewDog
• Complete online or face to face training as and when required
• Take reasonable care for your own health and safety and that of others who may be affected by acts or omissions at work
• Report any accidents, incidents or near misses as soon as reasonably practicable.

General

• Be aware of and adhere to BrewDog policies and the Workplace Code at all times
• Take part in crew reviews throughout the year
• Cooperate with other BrewDog departments to achieve a great experience for our customers, applicants, colleagues, and contractors
• Attend training courses and complete online
  training modules as required to meet the
  requirements of the role
• Take responsibility for own personal development, seeking out opportunities to learn new skills
• Undertake any other duties as requested which are reasonably deemed to be within the scope of the role or necessary for the smooth running of the business
• Apply the BrewDog charter and behaviours to every aspect of the role at all times
• Protect and enhance the interests and reputation of BrewDog internally and externally

About You

Experience Minimum + years of account management experience across UK Off or On trade, demonstrating ability / potential to work at a more senior level. Knowledge Understanding of the UK off trade, especially the convenience and wholesale sectors Understanding of financial levers and profit drivers at account level, plans to manage the risk of commercial decisions through conditionality Skills Understanding of principles of category-based selling, account planning and B2B sales / negotiations as well as forecasting, invoicing and managing account level P&L’s Effective and clear communicator, able to present to & influence key stakeholders. Personal Attributes

Ability to set a strategy for accounts & capability to influence internal and external stakeholders.

Demonstrates tenacity to achieve targets and to drive BrewDog share of voice across account base.

Additional Requirements A team player who contributes positively to team and company culture.