Divisional Manager - Key Accounts

About the Company:

Kersia, a global leader in biosecurity and food safety, incorporates Holchem Laboratories Limited, specialist manufacturers of detergents and disinfectants. Holchem provide a unique technical hygiene service to the Food and Service Industries.

Reporting directly to the Food and Beverage Sales Director, this is a permanent field-based role covering the UK and Ireland and some International Accounts.

Purpose of the Position:

• To coach, support and lead the Key Account team, to drive performance, maximise individuals’ potential and to optimise the Key Account P&L.
• To manage a selected number of Key Accounts promoting the sales of Kersia UK products and services in line with the company’s strategic sales plan.
• To target new business development.

Main Responsibilities:

• To Line Manage the team of Key Account Managers, setting their key objectives and driving them to deliver exceptional performance.
• To be responsible for constructing an annual Key Account budget and delivering against this (sales, margin, CMA and tonnage).
• Maintenance of existing Key Accounts with accountability for growing the business within the company’s sales plan and make effective use of the resources available to identify and seek out new opportunities across the Food and Beverage Sector.
• To be responsible for maintaining and growing profit levels within their area of Key Account responsibility.
• Have direct responsibility for the day to day management of Key Account business. Being the main communication route for Kersia UK interface at central group level to these key group customers.
• To guide and support the Regional Managers and Technical Sales Consultants to achieving the Key Account goals and objectives, with the daily management of the strategic planning of the company’s business plan with respect to major key accounts.
• To negotiate Group Supply contracts.
• Ensure clear communication with the Global Key Account team, both prospects and existing customers, to ensure alignment with the wider Global team.
• To be able to provide direction, expertise, advice and support, ensuring that a professional and high quality service is given and maintained on each group customer’s sites. Maintain a level of standardisation across the group’s sites.

Key Skills / Attributes:

• Ability to work within a team.
• Have good people management, inter-personal skills and the ability to communicate with, and present to, a wide range of personnel at senior levels of the organisation, including internal and external stakeholders.
• Have a good understanding and knowledge of detergent and disinfectant chemistry, and all aspects of the food industry and food safety management.
• Excellent professional sales technique and experience in chemical sales.
• To be a good administrator, incorporating computer literacy, maintaining company paperwork systems, and excellent written and verbal communication skills.
• Achieve both sales growth and margin targets as agreed from time to time.
• Ability to be flexible with working hours and travel both in the UK and abroad.

The above list is not intended to be exhaustive.