Title:  Senior Manager Customer Account Management

Job Summary

Lead 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

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable
• Lead and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals
• Set specific action plans for each team member to support their achievement of the team key performance indicators. Lead regular reviews to ensure progress and alignment towards overall goals
• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain
• Conduct annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins
• Gain approval from internal DKSH functions, and agreement from customers, to execute 5P activities within established commercial guidelines
• Lead systematic post-evaluation of 5P activities and develop a detailed understanding of the effectiveness of different investment levers
• Review customer account reports and analysis. Recommend sales/promotional activities to enhance performance
• Lead and monitor initiatives to optimize business processes and improve services by utilizing new techniques, tools and information systems
• Develop and build long-term strategic relationships with key customers to achieve business objectives
• Collaborate with cross-functional leaders (e.g. in Trade Marketing, Field Marketing and Supply Chain Management) to ensure alignment of strategies and process

Functional Skills and Knowledge

• Demonstrate advanced knowledge and understanding of the industry/market/competitors/customers
• Demonstrate advanced 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 advanced negotiation skills
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
• Demonstrate fluency in English, both written and spoken

Education

• Degree in Sales/Marketing, or related fields

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