Head of Key Accounts

BAT is evolving at pace into a global multi-category business. With products like VELO, VUSE and GLO we are on a mission to decrease the health impact of our industry 
To achieve our ambition, we are looking for colleagues who are ready to Be The Change. Come, join us on this journey!

This role will develop and implement a Key Account (KA) strategy in Grocery, Convenience, Forecourts, Vape Stores, Pharmacy and other emerging channels for UK and Channel Islands which deliver market share, pricing, distribution, availability, volume, visibility, and commercial objectives in line with Brand and Trade Marketing strategies through optimal deployment of human and financial resources for all existing in UK categories. This role requires the holder to take ownership of the team of KAM to deliver all agreed commercial objectives on time in full and with world class excellence in execution. Role as a part of Sales Leadership Team plays pivotal role in developing and executing wholistic sales strategy in the country ensuring balanced growth of the business.

Principal Business accountabilities

• Being a member of Sales Leadership Team driving strategy and performance across all the sales channels and team development.
• Develop, deliver and be responsible for a robust KA long-term plan for all organized channels to achieve agreed commercial objectives (market share, volume, distribution, visibility, communication, in-store marketing), including new products launches.
• Develop and deploy Key Accounts plans in line with channel strategy and long term vision.
• Continuously identify, recommend, and implement business opportunities in KA ensuring competitiveness and commercial objectives delivery.
• Develop, maintain, and drive strong business relationships with all key internal and external collaborators, including Sales Leadership Team, head office and key customers.
• Supports and participates in key projects (cross functional) supporting the development and execution of both trade and brand plans.
• Lead assigned resources for most efficient and effective use.
• Budgeting, forecasting and management of investments ensuring spend efficiency.
• Consolidate, evaluate, analyse and communicate competitor and market intelligence to internal senior partners.
• Regularly monitor and evaluate progress against well-rounded and detailed performance vs. objectives; benchmark against competitors, identify and share trade and consumer insights.
• 6 direct reports.
• Travel required.

Principal People accountabilities

• Continuously drive improvement of performance through identification of own and team individuals’ strengths and needs.  Mentor team members daily and source development opportunities as needed. 
• Maintain high levels of team motivation by crafting a dynamic, empowered and growth-oriented environment which drives the achievement and over performance against objectives.
• Ensure the KAM team is kept fully advised and briefed through effective communication of objectives, progress and future brand plans.  
• Cultivate BAT core values across teams and YV results continues improvement.

ESSENTIAL

Experience Required

• At least 5 years’ experience in key accounts management and/or similar roles within BAT or another FMCG organization
• Experience in People Management (manage managers level)
• Excellent Performance Management skills
• Experience in channel strategies and account plans creation and deployment

Technical / Functional / Leadership Skills Required

• The role requires an extremely high level of business sense as well as financial & analytical skills
• The role requires a high degree of understanding of key customers including knowledge about order to cash process of key accounts in the UK
• The Role also needs influencing and communication skills in order to mobilise and align cross functional resources within the business. The Head of KA will need to possess strong leadership skills to manage the development of KAM team.
• Outstanding negotiations skills
• Self-motivated with excellent personal and time management skills
• Excellent networking skills and relationship building skills
• Excellent written and oral communication skills

Education / Qualifications / Certifications Required

• Bachelor’s degree in business, Sales, or a related field; MBA is a plus.

What we offer you?
•    We offer a market leading annual performance bonus (subject to eligibility)
•    Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
•    Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
•    You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
•    We prioritise continuous improvement within a transformative environment, preparing for ongoing changes

WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.

At BAT, we champion collaboration, inclusion, and partnership as the bedrock of our values. We wish to foster an environment where every individual can thrive, irrespective of factors such as gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, as well as diverse perspectives and thinking styles. We recognise that our strength lies in embracing talent from all walks of life, empowering us to develop our culture of inclusivity and better achieve our business objectives.

We view career breaks not as obstacles but as opportunities and encourage everyone, without hesitation, to apply. Through our Global Returners program, we provide support to professionals seeking to re-enter the workforce after an extended absence, be it for family care, parental leave, national service, sabbatical, or starting their own venture.
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.

We take pride in being a Disability Confident Employer. If you need any reasonable adjustments or accommodations to be made during the recruitment process to support you performing at your best, please inform the recruitment partner who will be in touch should your profile be selected for the role you applied for. We are wholeheartedly committed to optimising your prospects of success by making suitable arrangements so that you may showcase your full potential.