In this role I manage a customer based which includes distribution (Independent’s and National chains), Wholesale, Buying Groups and End users. I continually work to grow the Mascot brand and recognition through these avenues, that may be by new products been introduced to distribution/retail or working closely with the end user customer to find a solution to their needs.I work through strategic selling with my partners working on target markets aiming marketing campaigns and contact that is relevant and time efficient to maximise the success. Within this role I have delivered double digit growth for 2016, 2017 & 2018 bringing on major contracts in United Utilities, Vestas, Orsted Energy and Siemens.This role involves working closely with many different stakeholders within the businesses from presenting at main board level to product presentations at a site level to negotiating with the buyers from these relevant businesses. I work closely with internal departments looking at customer service and order channels for my customers, working with the supply chain to ensure the correct stocks are in place for the contracts I have won and I’m active in supplying new ideas to the product development team to keep developing innovative products to bring to market.Within this role I set and execute sales strategy’s within my region looking at the short, medium and long term. I deal in tender reviews and new tenders with my distributors.

The role of a Key Account Manager at Arco is to deliver strategies for growing established business and strategies for targeting new business; these are then implemented by the team of National account Managers through my instruction. As a key account manager I manage a portfolio of customers with a sales value of £3m+, within in this role I negotiation National Account Contracts but also have too understand drivers and the impact of cost to serve and minimise these in order to maximise net profitability.Part of my role is to work with the customers and our category management team to develop new innovative products that are sector specific and products that will move Arco forward in the market place.Whilst I have been in the role I have won a substantial contract for Arco worth £1.5m a year on a 3 year contract, the key to winning the business at E.On was the work I put in to producing a bespoke new uniform for all the E.On staff that are customer facing, we are at the moment implementing the contract nationally. A key role for me is too ensure that implementation plans or exit strategies and plans for all contract wins/losses are in place. Ensure all relevant stakeholders are involved. Ensure that a contact strategy is in place to roll out/win back business if possible. As a key Account Manager the role is quite diverse I have to manage and develop relationships with key stakeholders at the end user, vendors and internal departments.Within this role I have achieved substantial growth through new contract wins and securing new contracts at existing customers whilst increasing the profit margin for my customer based, the key to this is managing key stakeholders and understanding the needs and drivers for your customers businesses, this could be environmental, E-Commerce, cost or innovation in the market place. The key is knowing your customers and team to be able to develop strong relationships and subsequently deliver strong sales figures for the business.

As a National Account Manager I had a customer based of 250+ accounts to manage which required face to face visits, part of the role was maintaining a contact strategy for each site that delivers excellent relationships with key stakeholders including Purchasing, SHE, Hygiene, Operational and Occupational Health while delivering strong sales and gross profit growth from National Account Agreements. To do this I had to develop and execute a call cycle plan that enables full customer/contact coverage and develop a Maintain a constant sales pipeline of opportunities that are being developed.Also within this role I would support these National companies through Seminars, Road shows and conferences delivering presentations, training and demonstrations to their staff and contractors. Below are the key dynamics and purpose for the National Account Manager role at Arco;Role Purpose: To deliver sales and profit targets from National Account customersRole Dynamics • Responsibility for sales forecast in excess of £1m• Responsibility for site contact and customer service within a defined geographical area• Deliver at site, strategic development plan• Maximize site penetration

When I was a CSTL in ARCO National Accounts in this role its imperative to have a good understanding of margin calculation and its impact on the business, understanding of the market and customer needs, a proven record of success in delivering sales and excellent customer service and handling complex customer complaints/problems and solving them efficiently. My role entails the management of 10+ CSA’s. This involves:• Tackling issues that evolve through the day making sure these are resolved as quickly as possible before they fester in to a bigger problem. This can vary from customer complaints to out of stock items, enquiries for products to performance issues with CSA’s.• On a weekly basis I have diarised sales team briefs, in these we relay information on products, vendors, customer contracts i.e. new price matrixes or changes to the accounts.• Review our forecast and margin targets on a weekly/monthly/quarterly basis.• Monthly I have diarised one to one call/desk coaching and performance reviews quarterly. • Provide leadership and direction to team members, delegating duties and responsibilities.• Build strong relationships with Stakeholders and customers.The management of 10+ full time staff requires good organisation skills, being able to manage and prioritise my workload, very good interpersonal skills making myself approachable and helpful.

In this role I help to look after the national accounts for the company we are the first point of contact for all aspects of the company this includes all orders, queries and complaints. As an office we turn over £45 million per year. I am the single point of contact in the office for the unilever account this account has over £1 million spend a year, I look after all issues, I have been on site to resolve delivery problems and invoice queries. The account now runs a lot smoother and we have just won the contract again for their business. I have built up relationships with the sites and the sites are now more confident in the service we provide.

I first worked here when I was 16 before my A Levels then the company were good enough to let me work there through the school holidays. When I started I was working on the factory floor as a labourer making MDF doors, I soon progressed to oversee a team of 6 and become a machineOperator having to hit daily targets for production. This was challenging and a good learning experience of people management. I spent about a year doing this then I moved into the office to take over the customer service in the roll I had to place all orders resolve all queries and problems. This was challenging but rewarding as well I built up good customer relations so customers were very confident in the company. Eventually this role developed in to more of a sales role going out and visiting our top customers introducing new products and services and managing their accounts, just was a great experience learning to pick up buying signals and dealing face to face with customers.

While playing professional rugby I learnt some valuable skills it was of the up most importance you worked as a team and communicated as you were an important link in a chain, everybody had to be dedicated and focused on the same goal and I believe I have kept that attitude which I now have in my daily work life