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

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable


• Develop and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals


• Monitor team key performance indicators achievement. Conduct regular reviews to provide feedback on achievements, performance gaps and requirements for improvement 


• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain


• Manage annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins


• Manage and monitor 5P execution performance (availability, pricing, share of shelf, etc.) and ensure issues are quickly resolved by the team


• Develop deep insights and actionable recommendations from post-evaluation analyses and incorporate into customer strategies


• Manage reporting of sales and projected sales/margin forecasts. Evaluate trends and form meaningful conclusions to facilitate strategic decisions


• Develop, monitor and recommend improvement initiatives on business processes, customer services and new techniques (category management, scanning, etc.)


• Develop and build relationships with customers and a network of contacts to order to understand customer needs and achieve business objectives


• Work closely with the cross-functional teams (e.g. Trade Marketing, Product Manager and Supply Chain Management) to ensure efficient and effective execution

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

Degree in Sales/Marketing or related fields