National Account Manager
L'Oréal
Total years of experience :15 years, 5 Months
• Full account management and P&L responsibility for Garnier colourants, deodorants, haircare and styling in Superdrug/AS Watson (2nd largest account within the division) - Retail sales value of managed categories totaled £34m (US$56m) in 2013
• Member of the commercial brand team with responsibility for setting promotional guidelines and NPD launch planning for the division
• Duties include full lifecycle commercial negotiations, supply forecasting and full financial management
• Line management of 2 direct reports
Selected Achievements:
• Secured the listing of a new hair care brand that is on track for 1st year retail sales of £2.2m (US$3.6m)
• Project management and P & L accountability for all UK snack food events and NPD from ideation to launch - total portfolio worth £220m (US$365m)
• Member of the innovation steering group with responsibility for ensuring that all activities within UK Snacks are aligned with the longer term commercial aspirations of the business unit
• Key role in driving cross-functional alignment between marketing, sales and supply chain
• Presenting to buyers from the top key accounts, including Tesco, ASDA and Morrisons, to ensure that they list new product launches
• Management and planning of an in-store execution budget totaling £2.4m (US$4.0m)
• Line management of 2 direct reports
Selected Achievements:
• Delivered year on year net sales value growth of +44% on Snacks (total UK) in January and February 2013 against an already ambitious target of +21%
• Secured £2.1m (US$3.5m) of incremental gross sales value from off feature display
• Negotiated with ASDA to allow the first multi-SKU grocery off feature display shippers that they have ever executed, producing over £570k (US$945k) of incremental gross sales value in a 2 week period
• Project management of all snack food innovation within the United Kingdom - Year 3 retail sales value of all completed projects totaled £76m (US$126m)
• NPD and Innovation projects that I led included Nutri-Grain Breakfast Biscuits (winner of 'The Grocer' biscuit launch of the Year 2012), Special K Biscuit Moments, and Special K Cracker Crisps which was the first major step into the savory snacks category for Kellogg’s Europe
• Responsibility for £1.5m (US$2.5m) of in-store shopper marketing within the Specialty channel (symbols, wholesalers, mainstream convenience and food away from home)
• Selected and booked trade advertising, negotiating an average discount of 32% from rate card prices
• Development of processes and procedures which increased the efficiency of innovation launches, including the construction of new product launch documents that streamlined the innovation process
• Line management of 1 direct report
• Management of 800 on and off-trade beverage accounts, via their regional managers, and £11.4m (US$18.9m) of turnover
• Developed customer strategies, including promotional activity and brand portfolio management
• Managed relationships with existing clients as well as sourced and new business opportunities
• Top salesman (out of 10) in Q3 and Q4 of 2010 and within the top 5 (out of 50) throughout 2011
• Successfully increased volume by 9% when the industry was declining at an average of -6% (2011 v 2010)
• Part of the regional management team with a focus on food and beverage regional management
• Managed and motivated circa 20 staff and a £28m (US$46m) regional turnover over 8 large retail sites
Bachelor of Arts with Honours, 2006 - 2009 Manchester Metropolitan University (UK) International Business - 2:1