Key Account Manager Hypermarkets

ACHIEVING COMPANY TARGETS

• Ensure sell-in and sell-out volume targets are achieved through account-specific business plans and strategy for the Hypermarket accounts’ calendar of activities hinged from the Brand and Channel strategy

• Leads total channel profitability by ensuring the Channel and Customer P&L and drives efforts to ensure delivery of volume, value and net sales targets

• Full understanding of the S&OP process and ensuring forecast accuracy across Hypermarket accounts

• Ensures achievement of the sell-out target of by driving sales via in-store sell-out programs considering inventory in warehouse and in stores

• Leads total strategic business planning process for the Supermarket accounts

• Spearheads and leads negotiations at Head Office level

• Develop and follow an efficient coverage plan, call cycle that will allow maximum coverage of his/her team members across his accounts

• Leads new products sell-in and execution strategy and ensures optimized distribution considering right skus at the right outlets approach

• Establish and nurture a sustainable relationship with key customers 

• Collaborate with the Marketing and Trade Marketing teams to ensure visibility, cut-through and ample quantity of Last 3 Feet materials of key PRPI brands.

• Ensure that commercial and/or brand building objectives are fully leveraged in all existing contracted/supported accounts and spends are maximized

• Conduct product training with key stakeholders.

• Monitor and report key market trends and propose actions.

• Track pricing and highlight anomalies as part of the global pricing tool.

• Monitor and report Grey Market Activity (GMA) in market.

• Meet weekly/monthly reporting requirements:  Competitors trade activities, price surveys, depletion reports

• Ensure compliance with Sustainability and Responsibility guidelines

• Leads the monitoring of the Trade Terms Agreement with across all accounts from volume build to sign-off which includes internal and external routing

• Evaluate types, quantity and arrange delivery of POS materials required at each account in coordination with Marketing and Trade Marketing.

• Monitor and improve the effectiveness of dedicated third-party personnel.

• Consolidate and analyze weekly/monthly sales performance versus target, retail/wholesale price surveys and relevant competitive update reports.

• Regularly evaluates monthly inventory and sell-in/sell-out reports from relevant customers.

• Ensure A&P and A&D investments are efficiently monitored and managed.

• Oversees timeliness of off premise team’s collection of account receivables with all direct outlets (AR Management).

• Lead and set individual KPI’s for the sales executives and to ensure and assist in the achievement of these KPI’s.

• Supervises group sales administrative roles; prepare sales order, credit application form and follow-up on order/shipment delivering.

ENGAGEMENT

• Establish and nurture close relationships with key customers by ensuring engagement strategy, frequency of calls, quarterly and monthly business reviews and leading top to top engagement with concessionaires – PWM, Blue Mountain, GGFI

CONVERSION

• Understand the full Modern Off Trade category landscape within the Supermarket sub-channel and share market intel with the commercial and marketing teams

BUDGET AND CONTROLS

• Evaluates all investment activities to ensure that agreed returns are achieved.

• Follows the event mechanics and adjusts if needed to get the best possible results

• Leads in ensuring budget management and utilization for Trade A&D and any investments given

• Ensures compliance to Pernod Ricard S&R initiatives

 Knowledge and Skills Requirements:

• Bachelor’s degree holder 

• Minimum 5 years strong experience in modern trade management

• Experience in liquor, luxury or FMCG industry is a plus

• Good command of MS Office.

Personal and behavioral skills:

Excellent critical thinking and analytical skills

Organized, with strong result orientation 

Entrepreneurial mindset, resourceful and proactive

Energetic and outgoing personality 

Excellent interpersonal and communication skills

Team player with adaptive mindset

Excellent record in leading high performing team/s

Positive attitude

Functional Competencies

Market & Competitive Awareness

Key Customer Management and Strategic Business Planning

Company & Product Knowledge

Selling & Negotiation Skills Operational Policy & Procedure

Merchandising Knowledge & Skills

Financial Knowledge & Analysis

Management Information Skills

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