Robert Lahiff
National Account Manager, HORECA Wholesale
Overview
26
26
years of professional experience
Work History
Senior National Account Manager, Licensed Wholesale IOI
Coca Cola Hellenic Ireland
Dublin
03.2021 - Current
- Reporting to IOI HORECA Sales Manager, responsible for key National Licensed Wholesale accounts throughout ROI & NI
- Working with a team of 7 Wholesale Developers and a second National Account Manager to support a team of 45 plus salespeople to execute our sales strategy and achieve objectives in the HORECA Channel
- Fully accountable for the agreement, management, and delivery of partner wholesalers’ joint business plans (JBP’s)
- P&L Ownership & Management of key customer CPLs
- Sell commercial plans to partner wholesalers in line with Revenue Growth Management (RGM) guidelines
- Management of customer price lists and pricing negotiations annually
- Utilisation of customer sales data to provide insights, trends, and financial opportunities both internally and externally through promotional management
- Manage the alignment between our key account team and partner wholesaler sales teams
- Continued development of key HQ relationships to support delivery of annual channel BP objectives
- Continue to work with key stakeholders both internally and externally to develop the transition from DSD to ISD
- Lead the development and introduction of a new Commercial Policy for HORECA Wholesale customers
- Developed engagement process between CCH & Partner Wholesalers sales teams
- Developed internal engagement process between CCH Wholesale team and HORECA FST
- Delivered with the support of our marketing team first HORECA Partner Wholesaler On-Line strategic partner – Bulmers Ireland
- Delivered in full and on time, three significant Glass Pack CPIs in an 18-month period
- In collaboration with HORECA KA Team, secured and developed key end outlet customer wins via HORECA Wholesale Partners
- Delivered year on year revenue and sales growth
Senior Customer Account Manager, Licensed Wholesale IOI
Coca Cola Hellenic Ireland
Dublin
09.2014 - 02.2021
- Reporting to IOI HORECA Sales Manager, responsible for 32 Licensed Wholesale accounts throughout ROI & NI
- Supporting a team of 40 salespeople to execute our sales strategy and achieve objectives
- Developing Business Plan and Long-term strategic direction
- Planning and executing activities to achieve targets
- Managing and developing internal and external relationships
- Management of Joint Business plans with key customers
- Preparing & delivering regular review presentations to customer Senior Management
- Managed the introduction of CCH Premium Spirit range into HORECA Wholesale IOI
- Introduced Electronic Order System into business
- Increased product range stocked by key clients
- Introduced new Pricing Architecture into region leading to increased sales
- Managed cross border strategy to minimise currency fluctuations
Senior Customer Account Manager, Licensed Trade ROI
Coca Cola Hellenic Ireland
Dublin
10.2010 - 08.2014
- Responsible for in excess of 42 key accounts throughout ROI, my role involved:
- Managing Key Account Groups in the Licensed Trade Channel including direct, indirect and wholesale accounts
- Driving sales within my current Key Account portfolio
- Planning & executing strategies
- Working with Commercial Finance to ensure promotions are kept within budget
- Responsible for Licensed Trade Business Pricing & Promotion Submission
- Providing support to our Field Sales Team enabling them to win in the marketplace
- Liaising with Trade Bodies e.g
- VFI, LVA & IHF
- Member of the cross functional OBPPC project team
Business Development Manager, IC Channel, North Connaught & Ulster
Coca Cola Hellenic Ireland
Dublin
09.2008 - 09.2010
- Managing a sales team of seven Territory Developers, my role involved:
- Breaking down company targets and communicating these to the team
- Coaching and developing team to achieve targets and perform efficiently
- Managing key accounts
- Developing relationship with existing and potential customers
- Implementing Work Class Activation in Outlet within team
- Reviewing and communicating results
- Preparing and reviewing employee personal development plans
- Identifying and resolving operational issues including business improvement and best practice
- Delivering internal and external review presentations
- Recruitment of sales personnel
Relief Business Development Manager, IC Channel (South Connaught) & FC Channel (Mid-Connaught)
Coca Cola Hellenic Ireland
Dublin
10.2007 - 08.2008
- Promoted to provide cover for two periods of maternity leave, I was responsible for:
- Training the replacement to cover my role
- Managing a sales team of which I had been a member
- Preparing area for National Field Sales conference including activation of world class standards
- Implementing tracker system for each individual route to monitor KBIs
Business Developer, Away from Home Channel, Galway City
Coca Cola Hellenic Ireland
Galway
08.2006 - 10.2007
- Developed existing and new outlets
- Brought product distribution and activation in Galway city up to world class standards
- Worked with distribution and customers to manage water crisis in Galway city area in Spring 2007
Licensed Trade Business Developer
Coca Cola Hellenic Ireland
Galway
09.2000 - 07.2006
- Improved distribution of development brands in the area
- Developed relationships with key accounts
- Reduced distribution and market share of competitor product in Galway City area
Sales Merchandiser
Coca Cola Hellenic Ireland
Dublin
11.1998 - 08.2000
- Worked with Business Developer to increase sales, market share and distribution of products and accounts and Activation of World Class standards in accounts
Timeline
Senior National Account Manager, Licensed Wholesale IOI
Coca Cola Hellenic Ireland
03.2021 - Current
Senior Customer Account Manager, Licensed Wholesale IOI
Coca Cola Hellenic Ireland
09.2014 - 02.2021
Senior Customer Account Manager, Licensed Trade ROI
Coca Cola Hellenic Ireland
10.2010 - 08.2014
Business Development Manager, IC Channel, North Connaught & Ulster
Coca Cola Hellenic Ireland
09.2008 - 09.2010
Relief Business Development Manager, IC Channel (South Connaught) & FC Channel (Mid-Connaught)
Coca Cola Hellenic Ireland
10.2007 - 08.2008
Business Developer, Away from Home Channel, Galway City
Coca Cola Hellenic Ireland
08.2006 - 10.2007
Licensed Trade Business Developer
Coca Cola Hellenic Ireland
09.2000 - 07.2006
Sales Merchandiser
Coca Cola Hellenic Ireland
11.1998 - 08.2000
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