Key Account Manager

Job Description

The incumbent is responsible for the assigned accounts management, strategic and tactical planning, key account negotiations, direct involvement of channel strategy development, facilitation of implementation within the boundaries of strategic channel plans and stakeholder management and reporting, according to JTI’s International strategic account management framework and fundamentals to achieve KPI’s portfolio of key accounts.

Main Areas of Responsibility
• Identifies, analyzes and develops market opportunities from the perspective of Key Account accounts for assigned territory in line with the company needs and market trends. It proposes investments for each KA in line with long / short strategies, financial calculations P & L (profit and loss) and tracks follow up and correct if needed the conditions implemented.
Monitor and report performance, budget spending and KPI on monthly basis

• Initiates specific goals for each allocated account, negotiates conditions to conclude contracts to achieve JTI sales volumes and profitable goals. Shares best practices.
Monitor and timely report on the activity of the competition on each account and ensure that appropriate response strategies are formulated and communicated.
Initiates, develops and maintains a very good relationship with clients in time, for business development through sales / delivery support, trade programs, communication with other functions / related organizational divisions (senior management, procurement, logistics, finance, law and operations
• Be knowledgeable about customer’s credit, collaborate with the distributors to secure their business in KA.
Work as a team with the operations to fulfill operational strategies (logistics operations, centralized platforms)
• Coordinate resources to implement, monitor and maximize contractual benefits (JTI operational team, merchandising services, promotional activities, and KA programs implementation. With support coming from area managers, holder position is responsible for identifying, approaching, negotiating and following up on commercial conditions implemented within local key accounts store chains in line with JTI strategy.

Knowledge, Skills, Experience Required
Work Experience:
• Preferably experience dealing with big customers; sales and distribution management of minimum 5 years.
Experience in people management is necessary.
Language Skills:
• Good level of English knowledge
Functional Skills:
• Category management.
• Channel management knowledge (planning and P&L proposal).
• KA management.
• Tobacco category financial knowledge.
• Negotiations skills (advanced level).
• Very good Communication skills (both speaking and writing).
• Very good sales & distribution knowledge.
• Project management skills.
• Presentation skills.