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