National Account Manager (Impulse & Discounters)

As a National Account Manager (Impulse & Discounters) at Nelsons, your primary responsibilities will include achieving sales and profit targets, proactively managing customer relationships, and developing a comprehensive sales strategy. You'll be involved in business planning, setting and reviewing key sales objectives, identifying opportunities for growth, and implementing trade marketing activities alongside managing budgets and cost efficiencies.

To be a successful National Account Manager (Impulse & Discounters) at Nelsons, candidates should ideally have previous experience in the wholesale, impulse, or discounter channels, preferably within the personal care category of FMCG. A strong track record in sales, excellent negotiation skills, accounts management capabilities, and a solid understanding of P&Ls are essential qualifications for this role.

The National Account Manager (Impulse & Discounters) plays a crucial role in Nelsons’ growth by developing and executing strategic account plans that meet and exceed sales targets within key channels. By building strong relationships with retailers and ensuring our health-focused products are well-represented, the NAM helps expand our market presence and solidify our brand reputation, directly contributing to the company's success.

At Nelsons, support for the National Account Manager (Impulse & Discounters) comes from various angles. You’ll have the guidance of the Head of UK Sales in long-term strategic planning and sales forecasts, as well as a team of telesales professionals whom you’ll manage. Additionally, cross-functional collaboration with the marketing team for trade promotions and the supply chain for product distribution enhances your ability to achieve successful outcomes.

National Account Managers at Nelsons enjoy a range of benefits designed to promote work-life balance and well-being, including an annual bonus, 25 days of holiday plus bank holidays, flexible working arrangements, staff discounts on our health products, and regular social events. We also encourage community involvement with paid volunteer days, have a cycle to work scheme, and offer weekly yoga classes to foster a healthy and happy work environment.

When answering this question, emphasize your past experiences where you've successfully built and maintained strong relationships with key accounts. Share specific examples that highlight your communication skills, ability to address customer needs, and your strategies for fostering long-term partnerships that drive sales.

To effectively respond, outline your approach to creating a sales strategy, including conducting market research, analyzing competitor activity, and developing clear objectives. Discuss the importance of collaboration with team members and how you factor in customer insights and feedback to shape your strategy for the Impulse and Discounters channels.

Your answer should reflect familiarity with key performance indicators (KPIs) utilized in sales tracking, such as volume forecasts and profit margins. Mention tools or software you’re comfortable using for reporting, and explain how you would regularly review progress and adjust strategies based on data insights.

In your response, offer a specific example of a negotiation scenario that required careful handling, such as negotiating terms with a key retailer. Highlight the techniques you employed to achieve a win-win outcome and the importance of maintaining positive relationships throughout the negotiation process.

Discuss how you assess historical sales performance, market trends, and customer expectations to formulate an effective budget. Explain your experience in managing costs, ensuring profitability while still meeting both your and the customer’s goals, and how you adapt budgets as market conditions change.

Explain your proactive approach to staying updated with industry news, competitor activities, and market changes by utilizing trade publications, attending industry conferences, and networking with professionals. You can also mention analytical tools or surveys you employ to gather actionable insights to stay ahead.

Talk about your familiarity with planning and executing trade promotions in collaboration with the marketing team. Provide examples of successful initiatives that positively impacted sales, such as promotional campaigns or in-store events that enhanced product visibility and customer engagement.

Select an instance where you used data analysis to inform a critical business decision. Detail the types of data you analyzed, the insights you gained, and how this led to refined strategies or actions that improved sales outcomes.

Emphasize your commitment to transparency and open dialogue within your team. Discuss strategies such as regular check-ins, collaborative planning sessions, and utilizing tools that facilitate communication, ensuring everyone is aligned and informed on goals, priorities, and progress.

In your answer, relate your personal values with Nelsons' mission and culture. Speak about your passion for natural health products and how you admire the company's legacy. This is an opportunity to demonstrate your enthusiasm for contributing to a growth-focused and inclusive work environment.