Regional Account Executive

Company Description

Wren Laboratories Ltd is the company behind Optibac Probiotics, the UK’s most recommended range of friendly bacteria supplements. We believe in cultivating an environment where talent thrives, ideas flourish, and every team member plays a crucial role in our collective success.

As scientists discover more about the important role of the gut in overall health and wellbeing, the global demand for probiotic supplements is increasing dramatically and as the experts in friendly bacteria, specialising entirely in live cultures, we are committed to producing a high quality supplement range containing some of the most researched strains in the world, developed in the world’s leading laboratories.

Our award-winning range is sold in the UK, Ireland and many international markets via multiple different sales channels including pharmacies, health food stores, grocery, online retailers, marketplaces and Complementary & Alternative Medicine (CAM) practitioners. 

Pioneers of the probiotics supplement category, Optibac has long been championing the gut health revolution, tirelessly educating professionals and consumers alike on the benefits of friendly bacteria in maintaining overall health and wellbeing.  Our continual mission is to ‘empower millions of people to change their lives with the power of probiotics’.

A highly ambitious company who believe in really making a difference to people's lives through their product range, maintaining a vibrant & inspiring workplace and to giving back to wider society through charitable giving. To date Wren Labs has donated over £1.5m to charitable causes.    

As a family-run business we have a strong focus on work-life balance and ensuring contributions are recognised and valued.

Main Purpose & Scope of the Job

We are seeking a dynamic and results-driven Regional Account Executive based in the North of England to join our team. As a Regional Account Executive, you will be responsible for managing and expanding our existing Pharmacy, Health Food Store, Internet Resellers key accounts and Wholesalers under the UK Independents sales channel. You will work closely with existing clients to nurture relationships, identify opportunities for upselling and cross-selling, and ensure high levels of satisfaction. Additionally, you will actively seek out new business opportunities, develop strategic partnerships, and implement effective sales strategies to achieve revenue targets whilst being accountable for a portion trade territory.  You will also be working on broader projects and delegated tasks across specialist trade area in line with business. If you are a motivated and experienced representative in this industry and have a recognised qualification, experience of working with, or hold a passionate interest in nutrition/ nutritional therapy / naturopathy / complementary health, we want you on our team!

Flexibility is essential at Wren Laboratories, with all teams working closely together to support and develop the ‘Optibac’ brand, so occasional additional support duties may be required in other areas of the business.

Tasks & Responsibilities

The post covers three key areas:

Account Management:

• Develop and maintain strong relationships with existing Pharmacy, Health Food Store, Internet Reseller and Wholesale key account clients within the designated region, monitoring sales & budgets by account to ensure delivery of set targets & optimum results for the business.
• Identify opportunities to drive distribution, visibility, and recommendation in existing independent and key accounts.
• Actively prospect and generate new key account Pharmacy and Health Food Store business leads within the designated region.
• Conduct product presentations and deliver meetings to potential new key account Pharmacy and Health Food Store group buyers.
• Travel within designated territory as necessary to meet with clients and attend meetings.
• Spend time in Account branches delivering excellence as agreed where account permits.
• Collaborate with internal teams, including sales, marketing, and finance teams, to ensure key account needs are met and exceeded.
• Negotiate joint business plans (JBP) and agreements with existing and new key accounts, ensuring margins and budgets are managed effectively.
• Provide regular sales reports to the UK Regional Sales Manager and/or Head of Sales in respect of sales activities, pipeline status, and revenue forecasts for key accounts.
• Manage free stock, marketing assets and any trade spend appropriately to drive the strongest commercial outcomes.
• Manage, motivate, & equip accounts to enable promotions, training, and tools to ensure success.
• Arrange & agree planned promotional activity to land at branch level coordinating wholesaler requirements & developing a method of reach for education & sell out at branch level.
• Ensure accounts adhere compliance to agreed activity / procedures, monitor & assist ongoing development of sell out mechanics using commercial & business skills & analysis.
• Implement plans, take appropriate action to rectify any shortfalls with appropriate accounts.

Planning, Marketing & Development:

• Stay up to date on industry trends, market conditions, and competitor activities reporting them where necessary on respective Basecamp and CRM systems. 
• Undertake projects in line with business needs and assist delegated tasks as set by the UK Regional Manager
• Plan, together with the UK Regional Sales Manager, and organise consumer and trade shows where necessary.
• Assist in helping Field Sales team develop further territory account growth by identifying or strengthening new Key Account opportunities at territory level, ensuring budgeted sales are achieved - within budgeted means.
• Coordinate & implement yearly plan including promotional proposals, budget planning & present mutual opportunities to accounts, Field Sales team and Nationals.
• Attend monthly marketing meeting to plan for account development.
• Be a key influencer at monthly cycle planning meeting, identify portfolio requirements, align activity timings & objectives with internal brand team.
• Specify & approve materials & amounts to ensure portfolio gets a strong share of voice and can deliver forthcoming activity with excellence creating a point of difference versus competitors.  
• Contibute & reccomend potential incremental opportunites within the process, challenging any activity, actions or materials that may present unforseen circumstances, or hinder performance.  
• Undertake Key Account field visits with Field Sales representative(s) who hold JBP accounts to ensure aligned activity.  Offer support, guidance, assistance in meeting objectives & overcoming challenges in these accounts during visits. Identify knowledge/training gaps or missing materials to increase effectiveness in this part of the representative role - in between these visits maintain regular contact with both representative & conduct regular Business review sessions, keeping the Regional Sales Manager informed of non-directs progress.  
• Motivate, mentor and coach non-direct reports in account management development.

Other/General:

• Represent the company at industry events, conferences, and trade shows to promote our brand and network with potential clients.
• Regularly liaise with the UK Regional Sales Manager and other internal stakeholders.
• Assist Regional Manager with cycle launch content to reflect portfolio and facilitate any session which involve the Field Sales team.  Share best practice to the field sales team.
• Participate, contribute, and share best practice within sales team meetings, demonstrating excellence.
• Travel occasionally to the head office in Andover, Hampshire (approximately 4 times per week/month/year) to attend meetings/work collaboratively, as directed by the Regional Sales Manager.
• This document outlines the duties required of the post to indicate the level of responsibility. It is not a comprehensive or exhaustive list and duties may vary from time to time but these would not change the general character of the job or the level of responsibility.

Desirable Skills & Abilities

• Strong administration skills
• Proficiency in CRM software and Microsoft Office suite.
• Excellent communication and interpersonal skills, with the ability to build rapport and trust with internal and external stakeholders.
• Flexibility, ability and willingness to learn and pick up new processes.  
• Strategic thinker with the ability to identify and pursue new business opportunities.
• Results-oriented mindset with a focus on achieving and exceeding sales targets.
• Ability to work independently, proactively and as part of a team in a fast-paced environment.
• Tact and diplomacy
• The ability to work accurately, with attention to detail
• Demonstrate driven, hardworking and self-motivated attitude.
• The ability to prioritise tasks in order of importance and meet deadlines efficiently.

Knowledge, Qualifications & Experience

• Proven track record of success in sales, with a minimum of 3 years’ experience in a similar role.
• Strong understanding of the broader sales process and experience managing the entire sales cycle.
• Valid driver's licence and access to a suitable vehicle for business use and willingness to travel on territory.  
• Must be based in the North of England.

Salary

Competitive salary, based on experience.

Job Location

Field Based / Remote Worker.

Position In Organisation

• Reports To: Regional Sales Manager
• Responsible For: 0
• Budget Responsibilities: None
• Full Time Equivalent: 1 FTE
• Working Hours: Full time, 40hrs/Mon-Fri  

To apply

Are you excited and inspired by the idea of representing Optibac in Northern Ireland? Then, we’d love to hear from you.
Please send a covering letter with references and CV to Sam at Sales-vacancy@wrenlabs.com 
The ideal candidate will carefully read the job description, and detail in a cover letter the knowledge, skills and experience which make them suitable for the role, along with their availability, notice period, preferred working hours, and salary expectations. 
Applicants who do not include a comprehensive covering letter with their application will not be considered.
The interview process will consist of a telephone interview, initial interview, and second interview for final stage applicants. A short training session role play on one of our products will be required in the initial interview, details of which will be sent prior to the interview. 
For further information about the company please browse the website, and for enquiries about the role contact Sam at sales-vacancy@wrenlabs.com 
Deadline for applications is 20th September 2024. Applications received after this date may not be considered. Whilst we would like to respond to all the applicants, regrettably we are unable to do so due to the high volumes we receive. If you've not heard from us within 14 days, unfortunately on this occasion your application has been unsuccessful.