Key Account Manager

Job Summary & Purpose

• To achieve company set objectives in sales, market shares, distribution and AR collection for the assigned Key Account chain.
• To accomplish these, the incumbent is required to develop competencies in annual key account plans, monthly promotion activities, excellent service level, effective A & P management and continuous AR review.

Responsibilities

• To take a lead role in developing the overall functions of the assigned accounts to achieve company set objectives in sales, market shares and financial. This is done through effective account planning and deployment of resources within the agreed parameter.
• To spearhead the development and building of the annual account plan to achieve and support company objectives in sales, market shares and profitability
• Review sales performance and promotion effectiveness, both sell-in and scan sales by category, brands and sub brands on monthly and YTD basis; to identify opportunity to drive improvement in 4P’s for the account.
• Continuously monitoring and analyzing competitor’s activities to identify their strengths and weaknesses, in order to develop specific accounts tactical plans.
• Manage Advertising & Promotion (A&P) expenses within budget and to optimize overall resource to maximize productivity, to advise management on best course of action.
• Spearheading improvement plan for in store basic standards: merchandising, location, POSM, ranging and assortment to develop best-in-class trade execution on Plan-o-gram, block displays, GEs, facings and others. Work with front line sales team to ensure store compliances and execution effectiveness, within agreed timeline
• Actively review and manage accounts inventory level to ensure it is within an acceptable standard; and to develop sell out activities to reduce the stock holding days.
• Prepare annual trading terms analysis of each spent element and advice on specific action plans to improve terms productivity.
• Execute effective promotions campaigns within specific time-frame. Track actual planogram/location of display against plan via close communication/coordination with field sales team and promoters’ team.
• Consistent status update of accounts’ performance in regard to stocks inventory, replenishment activities; promotions execution and pending issues to be resolved.
• To perform any other duties as assigned by the Company from time to time.

Requirement

• Degree in Sales Management, Marketing, Commerce or equivalent.
• Minimum 5 -7 years of key account management role in FMCG beauty/personal care industry.
• Computer literate, well-versed in Microsoft Excel, Power-Point.
• Strong key account management with good communication and negotiations skills.
• Strong planning & selling skills.
• Good negotiation & communication skills
• Strong initiative and sense of urgency.
• Excellent interpersonal skills & capable of managing network and building rapport