Key Account Manager

Main Purpose of Job

Lead the development and ensure the implementation of annual customer plans, ensuring they are well-executed in stores and aligned with business objectives. Achieve sales targets, revenue, and profitability goals.

Key Responsibilities

1. Team Leadership and Execution:

• Implement monthly, quarterly, and yearly customer plans and company activities (trade promotions, consumer promotions, support activities) to achieve sales targets.

• Manage daily in-store KPIs to achieve Excellence of Execution (EOE) targets.

• Ensure availability and visibility of new innovations.

• Oversee sell-in, sell-out, inventory, and ensure disciplined selling to the right shoppers.

• Performance Indicators: Achievement of sales targets, EOE performance, innovation performance.

2. Visibility and Image Management:

• Ensure visibility and image at assigned customers and areas (main shelf and off-shelf).

• Provide feedback and action proposals to internal teams and cross-functional departments.

• Explore and secure optimal locations, POP, and POSM in stores to maintain leadership in visibility while ensuring ROI.

• Performance Indicators: Quality of images in stores compared to competitors.

3. Market Information and Reporting:

• Provide timely and quality market information, centralize area reports, and develop action plans to meet business results.

• Performance Indicators: On-time and quality reports.

4. Team Development:

• Lead, coach, and guide the operations team (merchandisers, sales representatives, sales supervisors) through regular meetings and on-field coaching.

• Ensure career development, succession planning, and development of direct reports.

• Performance Indicators: Number of coaching sessions, achievement of succession and development plans.

5. Cross-Functional Support:

• Collaborate with cross-functional teams to handle delivery issues, customer complaints, stock returns, etc.

6. Distribution Expansion:

• Expand distribution according to customer NSO and set routes to market for the operations team, ensuring excellent execution in the market.

• Performance Indicators: Number of outlets with HVN portfolio as a must-sell list.

Customer Relationship Management:

• Develop and maintain relationships with customers at the store level, handle objections and complaints effectively, and follow up on customer requests.

• Performance Indicators: Meetings or business reviews with key stores.

• Over 5 years in sales operations.

• Understanding of sales functions (trade marketing, customer planning, field sales, customer service, finance).

• Proven success in diverse sales roles and handling multiple categories.

• Ability to motivate and develop people.

• Capability to guide, lead, and build teams.

• Good relationship with customers.