Key Account Manager

Location: Singapore
Discipline: Business Operations
Job type: Permanent
Contact email: career@bcg-rise.com
Job ref: 308100
Published: 21 days ago

We’re looking for a ‘hands-on’ leader and team player who sets clear expectations and objectives, who sets aggressive (yet, realistic) goals and delivers on key initiatives to join a global FMCG company.
  
KEY RESPONSIBILITIES
Strategy

  • Lead and manage the implementation of commercial strategy at all Modern Trade & Convenience

  • channel customers.

  • Develop short and mid-term customer strategies in line with the overall national commercial priorities.

  • Implement price strategies for customers and establish the customer pricing accordingly.

Analysis & Planning

  • Analyze available data sources (e.g., Nielsen and customer data) and derive customer’s growth opportunities.

  • Continuously plan (and revise when needed) sales forecast and prepare trade spend budget to hit profitability targets.

  • Develop plans for annual business and effective promotion.

  • Prepare yearly negotiations (including different scenarios) with focus on sales drivers and customer spend strategy.

  • Produce excellent conceptual selling decks and establish as the category leader.

Execution

  • Conduct and lead yearly negotiation process at key customers.

  • Bring Perfect Store concept to life at key customers.

Tracking

  • Continuously track and adjust volume and profitability targets by using existing sales reports.

  • Prepare and discuss success of executed plans (e.g., promotions) with customers and show contribution to customer’s business.

  • Use the Perfect Store Audit to manage the execution in-store effectively.

Distributor Partner Engagement

  • Establish strong & effective working relationships with the various Channel Managers in the Distributor to ensure

  • TOM focus on the business.

  • Set-up a monthly review session with individual Channel Managers to ensure detailed follow-through on action areas.

  • Explore collaborative opportunities with the Channel Managers to derive new and innovative sales ideas.

  
SKILLS

  • A proven track record of 3-5 years professional experience in Key Account Management and/or Field.

  • Force Management, ideally with FMCG/beverage background.

  • Experience in Category Management preferred.

  • Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).

  • Excellent network of existing contacts and trade relationships.

  • Strategic ability – develop specific, valuable, innovative and commercially focused strategies but also grasp the ‘bigger picture’.

  • Commercial acumen – strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness. Ideally can work with SAP/BI to plan and track sales results.

  • Analytical skills – strong planning and negotiation skills with a sound understanding of financial bottom-line implications of sales and marketing decisions. Able to analyze sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and company.

  • Negotiation experience – successful front-line retail negotiation experience and problem-solving skills.