Job Summary

Lead team to deliver company strategy through building sales plan, MKT plan, excecution guideline, PicOS …to achieve the volume, execution, P&L and market share. He / she ensures the correct operational efficiency and client management model of National and Regional Key Accounts (NKA / RKA), which will ultimately support the company’s profitability, visibility, SOVI…. and provide value for our stakeholders.

Key Responsibilities

National Key Accounts Strategy and Negotiation

• Develops sales and marketing strategies for NKA 
• Ensures that strategies proposed and implemented are aligned to the company’s guidelines, procedures and policies
• Lead and manager Commercial contract negotiation process based on Company guideline

Commercial Development

• Maintains and improves market share 
• Establish promotional plans and monitor its implementation
• Collaborates with Logistics and other functions in ensuring we provide best in class customer service to Key Accounts and that all customer deliveries are achieved, on time and in full and avoid penalties from customers
• Benchmark best practices in the market and maintains familiarity of current trends for his/ her accounts and define plans on how these accounts operations should adapt to the ever changing needs of the market

Customer Management

• Leads regular business reviews with the customer to review performance, propose initiatives to drive volume and profitability, to the benefit of both the company and the customer
• Sustains collaborative partnerships with KA customers
• Ensures that programs implemented are within the authorized parameters set in the TTA and will remain profitable

Business Plan and Budgets Management

• Ensures that all programs are within the established budget, to achieve overall profitability.
• Anticipates expenses and seeks opportunities to maximize budget and deliver savings from expenses and provide higher profitability

Requirements

• University/Bachelor’s Degree
• More than 5 years of experience in commercial with solid experience in managing Key Accounts, preferably in FMCG setup
• Experience in sales and providing solutions based on customer needs
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels
• Excellent organizational skills
• Ability in problem-solving and negotiation
• The ability to handle multiple client accounts
• Strong negotiation and leadership skills
• Exceptional customer service skills