What does it take to work on the logistics side of major retail accounts? Typically, logistics recruiters will be looking for people who hold a good degree and have a good understanding of commercial issues, in addition to having some very specific skills.
The ability to liaise at different levels with retailers is essential, knowing that buying, marketing and warehousing departments have a shared mission, but have very different roles to play in delivering that result. An account manager’s time is spent juggling these departmental agendas to ensure that products arrive on the shelf in the right quantities and at the right time.
While retail experience of any sort gives exposure to corporate cultures and mindsets, account management requires a proactive
approach that experienced specialist logistics recruitment consultants can identify immediately. Good weather or bad weather can generate threats to stock levels that demand immediate action, such as sunny weekends during the barbecue season.
Other events have dedicated departments and involve year-round planning: mince pies are in production from Easter onwards, for instance. In this example, there are additional factors in the chain, such as freezer facilities and packing lines that need to be co-ordinated with packaging and printing contractors, some of whom may well have preferred statuswith the retailer.
With so many links in the chain, account managers need to be able to get on with everybody: retail buying staff in particular are often moved from one category to another at regular intervals. This can mean that seasonal sales are seen by a completely different buying team to the one that planned the sales campaign. Finding the right person to cope with such a transformation
comes from long experience in fast moving consumer goods (fmcg) and retail environments.
A good logistics recruitment consultant will deliver candidates who are bright andarticulate. Good communication skills are essential, as is the ability and track record in forecasting sales and demand trends. The relationship with a retailer is the key to building future sales.
Good account managers are not born with all the skills they need, otherwise it would be relatively simple to identify candidates. Their skill set is hinted at in their CVs, but it takes a specialist logistics recruitment consultant to spot the rising talent.
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