My client who is a leader in the industry (FMCG) is searching for a Key Accounts manager with ample experience and a wide range of connections in the industry that will be responsible to lead and develop the national category specific channel strategy and the related execution plans. S/he is responsible for the delivery of the turnover, market-share targets and for the implementation of the perfect store initiatives within the 6P´s and for the achievements of the sales fundamental.
Responsibility
S/he will have to deliver a high level of autonomy on:
- Driving and achieving Turnover / Value Share and profitable Sales Fundamentals (6Ps).
- Forecast achievement.
- Identifying and leveraging business potential behind our marketing events in close collaboration with Brand Building and the Customer Teams.
- Supports the Business Head in developing investment proposals for 6Ps.
- Enabling our Customer Teams and agents to transfer our Perfect Store Strategy into conceptual.
- Trade Selling Stories and implement Perfect Store. Achievements of all relevant KPI s within a launch.
- and re launch such as distribution, shelving, display targets.
- Developing personnel capability and coaching others in his/her area of expertise to sustainably drive business results
- Ensuring that all activities remain within agreed budget.
Key Deliverables content-wise
- Prepares Channel Blueprints.
- Prepares customer category plans for national/channel specific events incl.
- Clear priorities by category, listing, defines trade story, prepares trade material and national promotions.
- Drives Category Performance through implementation of Perfect Store / Sales.
- Fundamental targets by Customer via KAM.
- Accountable for FY category forecast.
- All gap fill activities (short term boost plans).
- Defines Category/Channel Promo Guidelines and secures implementation.
- Evaluates / monitors Promo progress and addresses deviations.
- Delivers Brand Building Part of sales conferences.
Professional skills and key competencies
- This role requires a candidate with a high level of leadership in order to influence multiple stakeholders across functions. At the same time the candidate will have to work within a complex and challenging environment with high autonomy. Project management skills required.
- The candidate has proven skills to successfully win over challenging and conflicting situations. S/he challenges colleagues and argues to drive superior solutions.
- S/he seeks first to understand but then argues data/fact based to overcome obstacles. S/he succeeds by bringing multiple stakeholders with different opinions together to co-create even better solutions.
- The candidate should have a proven record of working collaboratively across functions.
- S/he should have strong verbal and written communication skills.
- The candidate should be familiar with Nielsen / IRI market data and with SRCH and PNP shopper data to realize the growth opportunities. Very well equipped in data based selling skills and identifying the key insights from analyses.
- “Think channel, category and shopper”: Ability to fully incorporate channel strategies and
- needs into own thinking. Excellent strategic thinking and category/shopper understanding in order to deliver new growth opportunities.