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.