Area Field Manager: Principals

Job Advert Summary

The Area Field Manager: Principals is responsible for managing and strengthening Clover’s relationships with key principals within the assigned area. The role ensures effective execution of Principal Annual Sales & Distribution Service Level Agreements (SLAs) and contracts, while driving strong operational collaboration, service delivery and business performance.

The position acts as a key link between Clover and principal operational teams, ensuring that agreed service levels, commercial requirements and day-to-day business objectives are consistently achieved.

Minimum Requirements

• Business English: Fluent.
• Computer literacy (Advanced).
• Travel off-site/ overnight stay.
• Experience in working with senior management.
• Code 08 Driver's license.
• Relevant experience in applying job related concepts, techniques and processes at the required level.
• People management experience.

Duties and Responsibilities

Management of principal accounts and performance:

• Manage assigned principal accounts and maintain effective working relationships to support revenue growth, customer satisfaction, and achievement of sales objectives.
• Identify opportunities within existing principal accounts to increase sales, improve account performance, and support business growth initiatives.
• Implement and maintain Principal Account Development and Retention Plans to support customer satisfaction, account stability, and ongoing business growth.
• Conduct weekly and monthly KPI review meetings with principals, maintain performance tracking reports, and follow up on agreed corrective actions where required.
• Facilitate quarterly business review meetings with principals to discuss service delivery, account performance, business opportunities, and areas for improvement.

Principal and Operational Relationship Management:

• Build and maintain effective working relationships with principal representative and internal Clover stakeholders to support business objectives and customer satisfaction.
• Work closely with principal teams, Clover operational teams, and customers to ensure alignment on priorities, activities, and agreed business plans.
• Coordinate stakeholder engagement and communication to support the successful execution of sales, marketing, supply chain, and operational activities.
• Support principals by providing regular feedback, performance updates, and operational assistance to maintain strong business relationships.
• Identify operational issues and service delivery challenges, escalate where appropriate, and follow through to ensure timely resolution.
• Monitor operational performance and work with relevant teams to implement improvements that enhance service levels and customer satisfaction.

Financial performance monitoring and account profitability by principal customer channel (Gap analysis - Actual vs Budget vs Revised Budget):

• Monitor daily, weekly, and monthly sales and operational performance against budget and revised budget targets, and highlight variances requiring attention.
• Analyse sales and profitability performance by principal, customer, and channel, identifying gaps between actual results and budget, and recommending corrective actions.
• Support the achievement of account profitability targets through effective management of sales performance, pricing compliance, margins, and cost control initiatives.
• Identify opportunities to improve profitability through sales growth, product mix optimisation, improved service levels, reduced returns, stock loss reduction, and increased order fulfilment performance.
• Prepare and maintain performance report and gap analyses to provide visibility of key financial and operational metrics.
• Work closely with principals and internal teams to address performance shortfalls and implement agreed improvement plans.

Principal spend management (Pricing, Promotions, Ranging, Sales, distribution, marketing):

• Ensure all customer, marketing, promotional, and sales activities are executed in accordance with approved principal budgets, plans, and agreed spend parameters.
• Monitor principal promotionalspend against approved budgets and provide regular reporting on expenditure and activity performance.
• Ensure the accuracy and timely maintenance of principal pricing structures, Recommended Selling Prices (RSPs), Prices to Trade, and Clover service fee schedules within all relevant internal systems.
• Coordinate the implementation of new product listings and Minimum Order Quantity (MOQ) requirements in accordance with Service Level Agreements (SLAs) and internal operational processes.
• Conduct regular product range reviews and provide recommendations to improve product availability, distribution, and portfolio performance.
• Liaise with internal stakeholders to ensure products, pricing, promotions, and marketing activities are implemented accurately and within agreed timelines.

Principal Annual Budget plan and process:

• Support the development and implementation of annual principal budgets by providing sales, operational, and financial input in line with agreed business objectives and performance targets.
• Prepare and distribute monthly budget and performance reports, including comparisons to budget, revised budget, and prior year results.
• Influence, coordinate, and align principal annual investment plans across channels and customers, including trade terms, sales and marketing investments, promotional activities, and channel incentive programmes to optimise return on investment and business growth.
• Maintain accurate budget records, forecasts, and supporting documentation in line with company policies and reporting requirements.
• Provide regular feedback on budget performance, business trends, risks, and opportunities to support informed decision-making.