Senior Key Account Manager

He/She is the Main Link between JS UNITRADE. & the Account and thus, is the point person responsible for :




keeping & maintaining a strong & effective business relationship with the key account;
keeps a regular dialogue & handles negotiations w/ the key account through regular consultation meetings;
provides value-added services to both JS UNITRADE. & the account by mirroring both companies’ objectives on their sales goals, operational procedures & systems, channel & business growth
acts as a consultant to the trade, making viable recommendations on issues & seeks to provide solutions to problems
channels feedback from assigned accounts about accounts servicing
manages the relationship between JS UNITRADE. and accounts ensuring that accounts are treated as partners & as an extension of JSU’s business




He/She is a Sales Professional and hence:




Ensures fact-based selling in a way that builds customer excitement and closes the sale. He/She must also be analytical and goes beyond the numbers to find the real insight that will be the key to growing brands with the key account
Keeps track of his/her sales performance & sales growth
Prepares monthly sales & demand forecast as accurately as possible;
Seeks to generate sales to meet his month-on-month sales target by ensuring excellent execution of promotional, field & in-store activities
Gets motivated w/ developing business in his current account by recommending & implementing strategic programs geared to improve competitive product placement & product positioning
Seeks to improve value to the account




He/She is Profit-Oriented and thus is capable in:




Planning, Preparing, Analyzing, Maintaining & Evaluating the costs (budget) versus sales of promotional programs & account supports. As an Account Manager, he/she has a responsibility to ensure that every peso spent delivers a solid return on investment and is spent in a way that builds the long term sustainability of the business.
Planning, Preparing, Analyzing, Managing & Evaluating the inventory to ensure a regular purchase from the account
Planning, Preparing, Analyzing, Maintaining & Evaluating sales projections versus sales targets
Evaluating the effectiveness of sales programs and develop appropriate action plans
Recommending and implementing schemes for assigned accounts following a set guidelines & procedures.
Facilitating the reconciliation of account receivables from payments due to reconciling w/accounts erroneous (over/ under/ double/ unauthorized) charging/deduction of supports & returns;
Facilitating coordination with key accounts for needed AR documents until all necessary requirements have been accomplished;
If necessary, can make follow ups on payments due




He/She is a Strategic, Organized & an Analytical Planner and hence is capable in:

Creation of sales & business plans
Assessing & identifying business issues from opportunities
Collection, consolidation and analysis of market information (consumer insights) for channel and brands.
Analyzing and evaluating reports of assigned accounts such as:




1) implemented sales programs (Account Grid);
2) solicited market intelligence (Consumer Feedback/Survey/Sellout Reports)
3) observed trade area developments (Store Assessment/Account Clustering)
4) other market research information that may impact the key account, the brand
the channel or the company




Keeping an eye for detail in ensuring that appropriate action plans and programs are formulated and implemented to achieve set goals & objectives
Preparing annual sales forecast for the accounts
Planning, organizing and implementing sales programs to ensure that set targets are met or exceeded
Collaborating ideas, processes, procedures and crossing over responsibilities with support groups & team members
Implementing trade marketing programs as cascaded & planned
Maintaining a filing system for all documents pertaining to accounts
Maintaining & keeping records of negotiations to effectively track progress




He/She is adept in in- store operations & is capable to work hand-in-hand w/ third party field coordinators, promoters. As an AM, he/she must be completely aware of what is transpiring at the store level. He/She must feel a sense of ownership of the execution in every store/branch. He/She must also have the leadership capability to mobilize assigned merchandising teams

Conduct branch/store visits on a regular basis;
Check placements and ensure that JS UNITRADE. products are prominently displayed;
Recommends proper merchandising and monitors/ensures timely replenishment of stocks;
Monitors sellout of JS UNITRADE. products in stores and its’ competitions;
Manages inventory & assortment of stores
Prepare sales reports, consumer/ channel insights and other valuable correspondences necessary including competition strategies;
Spearheads the execution of brand/national promo activities, account projects & programs
Builds rapport and franchise with key store personnel




Other Requirements

Candidate must be a graduate of a Four (4) Year Course preferably at least a Bachelor's/College Degree in Business Administration/Management, Marketing, Humanities or any equivalent course.
At least 4-5 years of sales/marketing experience in the FMCG/Consumer Healthcare industry (Handling MDC Account is preferred)
With excellent communication & interpersonal skills
Good salesmanship and negotiation skills
With good analytical, computation skills
Knowledgeable in Microsoft Excel (Level 7-9)
Must be willing to do fieldwork and flexible with area of assignment

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