Title:  Manager Key Account Management (FMCG)

Job Summary

• Manage sales, profitability and 5P in-store execution for assigned customers. Partner with customers to align company, category and brand strategies to increase demand and profitable growth

General Responsibilities

A.         Planning:

• Planning on Customer Investment plan together with Trading Term planning for key account customer
• Building category growth plan for the whole channel to deliver sales & volume growth
• Plan, execute and follow through the fundamentals improvement in key accounts & then all stores (OOS, SOS, SOD, SOF, SOV)
• Enhanced the category expertise to influence & join in developing customer category in order to drive our brands growth faster
• Explore customer business opportunities & engage with Marketing Activation plan to tie up brand activities into customer theme based promo to achieve the best business results
• 6Work with operation team to explore & align the best POP location in stores to deliver ROI for display investment. Follow up on installation
• Review business results by accounts & by stores to come up with actionable plan to deliver positive growth
• Develop Unique Initiative/ Approach/ Investment to each key account annually to be recognized as the most active supplier in the category
• Adapt & develop Display & Merchandising program through coordinating with principles & designer
• Quarterly Joint Business Planning with key customer to review & revised business plan and delivering JBP target on quarterly & annual basis

B.         Operation & Organization & Customer management

• Support Sales Executive to deliver JBP to non-key customer in North & South
• Develop united opening plan that applied for the entire opening plan from Key accounts
• Collaborate with Account Manager in communication flow of monthly & quarterly activities to regional MT supervisor & support, follow up in execution
• Working internally with multiple functions to get alignment & execution on monthly & quarterly activities. Get the support from these functions to fix internal issues & customer complaints.
• Follow up payment, rebate and review incentive
• Centralize accounts & regional reports and build up action plan to meet fundamentals & business results

C.         Performance measures:

• Ensure ROI & Efficient investment to key customer
• One core strategy for each key customer and One winning strategy to all customers
• Achieved fundamentals target timely
• Leading  Implementation of Category captaincy in strategic customer
• Successfully aligned & execute brand activations and meet business growth target at respective area
• Invest in rightful and efficient POP
• Monthly & quarterly business plan to bridge the JBP gap
• Applicable initiatives & be recognized as unique offer to strategic customers
• On-time & meet brand equity displays
• Quality JBP & joint measures – joint action plan.
• Be the model of execution & enhanced expertise into Sales Executive knowledge
• Monthly & Quarterly review, action plan input to grow business
• Effective Opening Plan & ensure ROI with recognized as the best supplier in category
• Monthly plan & execution accuracy
• Handling internal issues timely & completely
• On-time reporting & actionable plan to fix fundamentals gap.

Functional Skills and Knowledge

• Demonstrate advanced knowledge and understanding of the industry/market/competitors/customers
• Demonstrate sound selling skills and proven key account management experience in fast moving consumer goods
• Demonstrate a general understanding in all aspects of supplier and customer relationship management including supply chain, field marketing and branding
• Demonstrate strong negotiation and communications skills
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
• Demonstrate fluency in English, both written and spoken

Education

• Diploma in Business Studies/Marketing preferred

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