Account Manager - The Fairtrade Foundation

The Fairtrade Foundation
Job Title: Account Manager – Brand and Out of Home
Reports to: Head of Brand and Out Of Home
Staff reporting: Post may have one reporting Account Officer
Based at: 3 rd Floor, Ibex House, 42-47 Minories, London, EC3N 1DY
Salary band: E
Date updated: January 2013
Background
The Fairtrade Foundation is a passionate and ambitious development organisation
committed to tackling poverty and injustice through trade. We are best known as the
independent, not-for-profit body behind the FAIRTRADE Mark, a product label assuring
consumers that their purchase helps disadvantaged farmers and workers in developing
countries secure a better deal. The Fairtrade mark is the best known and most trusted
ethical mark amongst UK consumers.
We undertake our certification and product labelling work as the UK member of Fairtrade
International (FLO), a global network of organisations working to common standards and
verification systems. The global Fairtrade movement also includes Producer Networks in
Africa, Asia and Latin America/Caribbean, as co-owners alongside the markets (Labelling
Initiatives), and the Fairtrade Foundation is playing a leading role in enabling the Producer
Networks to play a larger role in the system.
The Foundation is also responsible for building public support for Fairtrade and for bringing
together producers and consumers in a citizens’ movement for change. The growing number
of Fairtrade towns and cities, faith communities and schools and universities are a testament
to the efforts of our grass-roots supporter networks.
In the UK, the Foundation employs over one hundred staff in the following directorates:
Executive Office, Commercial Relations, Policy & Public Affairs, Public Engagement,
Product Integrity, Fundraising, Human Resources and Finance & IT.
We are currently implementing our Unlocking the power of the many strategy (2013-15) to
grow impact & sales for producers, galvanise public support & action and create an effective
& inspiring organisation & system

Directorate/team information
Covering food and non-food products the Commercial Relations Directorate is responsible
for getting businesses engaged with Fairtrade. They work with them to increase sales of
Fairtrade certified products, with integrity. They do this through encouraging a deeper
commitment to the products already available, making sure consumers see the FAIRTRADE
Mark and by introducing new product areas.
Headed by the Commercial Director, the team is responsible for managing all the business
relationships involved in buying and selling of Fairtrade products.
The team comprises three distinct but complementary parts – Account Management,
Product Management and Licensing / Customer Services.
Account Management comprises two teams, one focused on Major Food and Fashion
Retailers, and the second on Brand Companies and Out of Home Channel.
Account Management is responsible for managing relationships with businesses that sell
Fairtrade products directly to consumers, e.g. retailers, brand owners, catering companies
etc.
Product Management is responsible for managing relationships with ‘intermediary’
businesses that buy, process or distribute Fairtrade products, e.g. importers, wholesalers,
contract manufacturers etc., for consumer-facing businesses.
Licensing & Customer Services team supports all these businesses to be registered and
licensed to trade in Fairtrade products following the standards and protocols specified by
Fairtrade International.
The Fairtrade Foundation has successfully established strategic partnerships with several
major global and UK brands e.g. Cadbury’s Dairy Milk, Starbucks and Ben & Jerry’s. Many
of these relationships are multi-market. In many cases the Foundation plays the lead role in
managing the account / relationship across multiple markets while in others it focuses only
on local UK relationship, supporting the lead market.
Fairtrade also works closely with several brands that are 100% dedicated to Fairtrade such
as Cafedirect, Divine Chocolates and Traidcraft.
The Out of Home channel, comprising restaurants, schools & workplace canteens / vending,
hotels etc., is already a significant route to consumers and markets. This channel requires
effective management of businesses serving consumers as well as an understanding and
management 3of their immediate suppliers e.g. contract caterers and wholesalers
Fairtrade is an integral part of both our brands’ and out of home partners marketing and
commercial strategy and not just the Corporate Social Responsibility (CSR) agenda. This
means these relationships involve many different parts of the customer organisation,
typically CSR, Procurement, Marketing, Sales and PR.

Job purpose
A. To maximise volume growth opportunities for Fairtrade products in the UK & where
relevant globally by effective account management of assigned current and prospective
brand and out of home companies.
B. To deliver life changing producer impact, through effectively influencing business actions
and behaviours.
C. For one of these roles to inspire, coach and manage and Account Officer.
Key tasks
1. Deliver Sales and Licence fee income targets within agreed budgets.
2. Develop Joint Business and Account Plans with assigned major commercial partners,
globally where UK is lead, to grow sales of existing and new Fairtrade products as well
as to deliver increased producer impact through other types of initiative
3. Support the Head of Brand & OoH Accounts to deliver the team’s strategic plan and proactively
propose new ideas to develop the plan.
4. Contribute to the departmental strategic plan by proposing strategic plan for assigned
major accounts to meet the organisational objectives.
5. Effective account management of assigned major commercial partners – including
forecasting, reporting, internal and external relationship management and high levels of
customer service.
6. Support Fairtrade Marketing team on development of account-specific Fairtrade
promotional activity and lead implementation in assigned accounts to grow licence fee
income and build consumer commitment to Fairtrade.
7. To build and maintain effective operational relationships with relevant Corporate Social
Responsibility, Marketing and Sales managers and directors in the assigned major
accounts to optimise sales development opportunities and improve customer service.
8. To work with all departments within the Foundation, but especially with relevant Product
Managers, to drive Fairtrade category growth and deepen accounts’ engagement with
Fairtrade.
9. Appreciate the importance of and ensure compliance with the Foundation’s operating
procedures, supply chain management, and legal and regulatory frameworks to improve
customer service and relationships.
10. Represent the Foundation in external events and forums as appropriate.
11. When appropriate line-manage an Account Officer to ensure they achieve their
organisational and personal objectives, using Fairtrade Foundation policies &
procedures.
12. Prospect and Develop new opportunities for growing the Fairtrade market in the UK and
globally where applicable for Fairtrade producers.
13. Proactively and constructively approach resolving problems and the progression of
commercial opportunities.

Person Specification
Job Title: Account Manager – Brand and Out of Home
Education/
Training
Experience
Knowledge/
Technical Skills
Competencies
Degree Level or Equivalent
Good working knowledge of the trading, marketing, public
relations, product development and operating processes of
different players in the OoH channel and major FMCG brands
Effective time management and allocation of Foundation
resources
Demonstrated success in independently managing key
accounts in the FMCG or related sector, consistently meeting
challenging targets
Proven selling, influencing and negotiation skills. The ability to
adapt these skills to an environment from selling brands /
products to selling services will be critical to success
The ability to develop and maintain effective working
relationships at a range of levels
Successful track record of managing cross-functional projects
like new launches, major promotional activity to tight timescales
and budgets
Ability to manage multiple accounts with professionalism and
integrity
Knowledge of and commitment to Fairtrade and development
issues
An understanding of (and sympathy with) the aims and
objectives of Fairtrade and of the Foundation’s operating
environment as an NGO working with companies.
Competence in IT and general office skills.
Excellent written and verbal communication and presentation
skills
Passionate Commitment - This competency is about having
passion, dedication and proactively showing support for the
work of the Foundation. Contributing to a positive internal
atmosphere and external perception of the Foundation.
Embracing Change - This competency is about flexibility and
responsiveness to changing needs. It is about innovating,
doing something new or differently. It also involves welcoming
creative ideas and solutions.
Working with Integrity - This competency is about using a
principled approach for every decision and action. Choosing to
do the right thing even when it is difficult.
Leadership - This competency is about taking a leadership role
regardless of your rank within the hierarchy. It involves acting
with the Foundation’s vision in mind, being decisive and

Special
Circumstances
working for the good of the entire organisation and its mission.
Teamwork - This competency is about working in a way which
acknowledges the interdependence of people in your team and
other teams. It is also about effective cross-team project
working.
Positive relationships - This competency is about fostering
and maintaining constructive and professional relationships
with colleagues and external stakeholders.
Delivering results - This competency is about achieving a high
quantity of measurable results whilst maintaining, or even
raising, quality of work.
Managing resources responsibly - This competency is about
managing the Foundation’s resources well. It involves
negotiating best value for the Foundation and ensuring the
longevity of the organisation.
Information and Knowledge management - This competency
is about working in a way that values the gathering,
management and sharing of information (facts and data) and
knowledge (understanding gained through experience) of
benefit to the Foundation.
Knowledge of and commitment to Fairtrade and development
issues
Commitment to our values: action, integrity, respect, challenge
and optimism
Occasional travel outside of office hours and weekend work
* E = Essential D = Desirable
Review arrangements
The details contained in the job description, particularly the principal accountabilities, reflect
the content of the job at the date the job description was prepared. It should be
remembered, however, that it is inevitable that over time the nature of individual jobs will
change; existing duties may be lost and other duties may be gained without changing the
general character of the duties or the level of responsibility entailed. Consequently, the
Fairtrade Foundation will expect to revise this job description from time to time and will
consult with the post holder at the appropriate time.

Terms and Conditions
Post: Account Manager – Brand and Out of Home
Location: The Fairtrade Foundation, Ibex House, 42 – 47 Minories,
London, EC3N 1DY or if required at another location or office
to be able to carry out the duties of the post
Contract: Permanent contract is offered after successful completion of
probationary period
Visa requirements: The Foundation does not currently have the ability to issue
sponsorship certificates to individuals without the right to work
in the UK
Salary: £35,908 per annum at first scale point within the band
(£35,908 - £40,262pa)
Hours: 35 hours Monday to Friday, flexitime is worked around core
hours of 10.30 to 16.00. Hours worked in agreement with your
line manager. Overtime payments are not normally made
although time of in lieu will normally be given where excess
hours are worked
Some travel may be involved in the UK and mainland Europe
Probation period: All new appointments are subject to a probationary period of 6
months
Holidays: The holiday leave year runs from 1 January - 31 December.
Holiday entitlement for full-time employees is 25 days per
annum, plus three days between Christmas and New Year
(pro-rata for part-time employees)
Holiday entitlement increases by 5 days after completion of 5
years continuous service by the beginning of the new Fairtrade
Foundation leave year which runs from 1 January - 31
December
Pension: Optional contributory pension scheme (sliding scale up to a
maximum 6- 10% by employer, dependent on employee
contribution from 1% - 5%)
Health care: Corporate cover via Benenden Health is available to all staff
Training: All staff have access to appropriate training

Season ticket/Bike loan: An interest free season ticket or bike loan facility is available to
all permanent staff
Home computers: An interest free loan to purchase home computers is available
to all permanent staff
Childcare vouchers: The Fairtrade Foundation operates a childcare voucher salary
sacrifice scheme whereby you can sacrifice some of your
gross salary to buy vouchers for childcare. This can be
financially valuable to you as you don’t have to pay tax or
National Insurance contributions on the value of the vouchers
Bike purchase scheme: This is similar to the childcare voucher salary sacrifice scheme
above, which offers employees the opportunity to make
savings in respect of income tax and national insurance
contributions on the cost of purchasing a bicycle to ride to work
Healthy lifestyle: The Fairtrade Foundation will provide a basket of fresh and
dried fruit at the office once a week
Access: There is step free access to our third floor offices by way of a
passenger lift
Smoking policy: The Fairtrade Foundation has a non-smoking policy throughout
the organisation
Equal Opportunities: The Fairtrade Foundation is an equal opportunities employer.
We aim to ensure that no employee, job applicant, or volunteer
receives less favourable treatment because of their colour,
race, nationality or ethnic or national origins, class, sex, sexual
orientation, age, religious beliefs, marital status, family
situation or disability
Selection criteria and procedures will be regularly reviewed to
ensure that individuals are treated on the basis of their relevant
merits and abilities. All employees will be given equal
opportunity and access to training (within the limited funds
available)
The Foundation is committed to making the policy effective
and will bring it to the attention of all employees, applicants
and volunteers. Anyone working with or for the Foundation is
expected to abide by the spirit of this policy. A detailed
implementation guide will be made available to anyone
working for the Foundation in any capacity

Application Procedure
To download an application pack (CVs will not be accepted) visit the jobs page at
http://www.fairtrade.org.uk/what_is_fairtrade/jobs_and_volunteering.aspx or email our HR
Team at jobs@fairtrade.org.uk
Completed applications should be e-mailed to jobs@fairtrade.org.uk in Word or Rich Text
Format or posted to:
HR Officer
The Fairtrade Foundation
3rd Floor
Ibex House
42 – 47 Minories
London
EC3N 1DY
While we are happy to accept email applications we cannot be responsible for the quality of
copy obtained.
The deadline for applications Friday 22 February 2013 (10am)
If you have not heard from us by 6 March 2013 then you have been unsuccessful on this
occasion. We are sorry that we are unable to contact unsuccessful applicants due to the
sheer volume of applications and limited resources.
However, thank you for your interest in working for the Fairtrade Foundation.