The key account manager is responsible to manage and develop modern trade, HoReCa, and e-business channels ensuring topline objectives of volume, value, and channel strategy plans are in place through growing commercialization across the three channels.
Responsibilities:
● Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition; best contracts are negotiated and all growth opportunities with goods availability and visibility are sought.
● Acquire a thorough understanding of key customer needs and requirements, promotion calendars, category management and segmentation sales volume and value growth and directly reverting of these to the general manager.
● Expand business relationships with existing customers while onboarding new profitable accounts in all three channels through detailed strategic plans.
● Accountable and responsible to ensure the achievement of agreed sales targets/KPIs. Challenges the team under his/her supervision to ensure effectiveness and efficiency of MT/HoReca/E-commerce operations and target deliveries while meeting business continuity plan requirements.
● Ensure effective liaison with Marketing, Supply Chain, Finance, and other functions to manage trade-offs and drive for overall objectives achievement.
● Resolve any issues and problems faced by customers and deal with complaints to maintain trust while playing an integral part in generating new sales that will turn into long-lasting relationships.
● Ensure development of careers, succession plans, development, and coaching of direct reports.
(The position is responsible for Nestle Water business.)
Requirements
● 5 to 7 years of experience in the MT channel with a deep market and channel.
● Deep knowledge of channel dynamics, category management and in-store commercial drivers, competitor activity, and consumer and shopper behavior.
● Bachelor's or Master's degree in Business Administration or related fields.
● Fast-moving consumer goods (FMCG) industry experience.
● Ability to integrate change in a dynamic environment.
● Extensive knowledge of MS Office, in particular Excel and PowerPoint.
● In-depth understanding of sales performance metrics, commercial environment, and financial acumen.
● Proficiency in English.
● Good communication skills.
● Ability to lead a team.