[Scop of Function]
The Physical channel Key Account Manager is responsible for achieving the sales and margin targets in line with company sales strategy at assigned accounts and overall commercial filed operation on day-to-day basis.
This role is required effective & positive communication skills to properly represent `Company` in front of customers and cooperation with internal & external stakeholders. Commitment to agreed sales strategies & target will be a key aspect of role.
[Responsibilities]
1. Sales Strategy, Execution & Result
- Understand and execute aligned corporate & channel sales strategy.
- Develop Key account business plans with assigned Customers, with the joint business goals/targets, building blocks, promotion calendar & the joint initiatives for how we will deliver the business ongoing in physical stores.
- Understand the Channel and Customer landscape in the geography and identify new Channel/Customer opportunities where `Brand/Product` can expand market penetration.
- Execute the aligned plan via collaboration with key stake holders such as product & brand marketing and trade marketing and supply channel and store agency.
- Establish growth projections for key levers and identify new offline customer opportunities where we can expand market penetration.
- Deploy tactical sales expenses to react to specific events situations in the most effective way to uplift Sell-out performances.
2. Customer Management
- Developing and maintaining strong business relationships with key customers.
- Build strong business partnership with assigned customers through regular contact all necessary departments, prioritizing need.
- Prepare customer plan based on selling materials and present `Company` Plans to Customers, prepare for & execute negotiations to achieve a Win/Win solution.
- Excellence execution with customer specific solutions and analyze customer data, shopper data to identify opportunities for growth & develop and implement tailored activation plans & Customer Funds for Customers for range, merchandising, sales promotions, marketing campaigns to achieve our commercial goal (availability and visibility)
- Input market intel and the voice/needs of the Customers into the development of the Category Growth story.
3. Business Administration & Internal Business Planning
- Evaluate structural and tactical sales expenses & sales promotions to understand variances vs plan and to ensure that the right decisions are made to optimize profit/ROI.
- Develop accurate and timely sell in & sell out forecasts according to the aligned strategy and investment plan.
- Work with Agency sales Force management to plan and execute the right store coverage, call scheduling and instore activity (Steps of the call) to deliver against our plan, to deliver the volume at store.
- Work with the Customers to understand their weekly demand requirements and communicate their needs to the forecast owner.
- Sales progress review Monthly, Quarterly, Yearly Sales Closing via validation of sales data provided by sales partner.
[Professional Experience Required]
- 3-8 years of experience of off-line channel management and sales.
- `Costco` management experience preferred.
- Sales experience that includes selling, negotiating and leveraging insights to deliver customer and company plans.
- Strong hands-on sales skills, especially in working with in direct sales partner and selling to consumers.
- Strong team player capable of building and motivating teams.
- Experience in areas such as (but not exclusive to): field sales, customer and category management.
[Education]
- Bachelor’s degree
[Knowledge & Skills]
- Strong wirtten and verbal communications.
- Proficient in MS Office applications(Word, Excel, Powerpoint)
- Business English skill.
- Energetic, engaging and positive approach.
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