The National Key Account Director – On Premise Role leads and ensures the achievement of the company’s Modern Trade strategies – on premise, with the overall objective of delivering the target volume, execution, and market share. He / she ensures the correct operational efficiency and client management model of National and Regional Key Accounts (NKA / RKA), which will ultimately support the company’s profitability and provide value for our stakeholders.
Key Responsibility:
National and Regional Key Accounts Strategy and Negotiation
Develops sales and marketing strategies for NKA and RKA
Ensures that strategies proposed and implemented are aligned to the company’s guidelines, procedures, and policies.
Establishes the portfolio of products by covering the demand and interest of clients.
Ensures the presence and preference of company brands on the market by establishing promotional plans and monitoring its implementation.
Collaborates with Logistics and other functions in ensuring we provide best in class customer service to Key Accounts and that all customer deliveries are achieved, on time and in full, and avoid penalties from customers.
Benchmark best practices in the market and maintains familiarity of current trends for Modern Trade and define plans on how Modern Trade operations should adapt to the ever-changing needs of the market.
Customer Management
Leads regular business reviews with the customer to review performance, propose initiatives to drive volume and profitability, to the benefit of both the company and the customer.
Sustains collaborative partnerships with KA customers.
Ensures that programs implemented are within the authorized parameters set in the TTA and will remain profitable.
Business Plan and Budgets Management
Ensures that all programs are within the established budget, to achieve overall profitability.
Anticipates expenses and seeks opportunities to maximize budget and deliver savings from expenses and provide higher profitability.
Job Requirement
Skills Requirements:
Core Competencies
Key to this role will be the ability to combine functional expertise with a strong entrepreneurial spirit, a relentless focus on results and a great ability to create cross-functional integration with a very high sense of flexibility and understand cultural differences. It will require a healthy balance of understanding our business, leading cross-functional teams effectively and thinking out-of-the-box to ensure we continue to challenge the status quo while maximizing our return on investment.
He/she should be capable of establishing collaborative working relationships, deal with change management and process improvement and of developing sustainable regional teams that can continue the local development without him being present.
Leadership Competencies (prioritized):
Building and maintaining relationships, communicating effectively, Influences the System, Drives Innovative Business Improvements, Develops & Inspires Others, Builds Vision and Strategy, Ethics, and integrity.
Leadership Behaviours (prioritized):
Act like an Owner, collaborate with the System, Inspire Others, Drive Innovation, Customer and Key Stakeholders, Develop Self and Others
Required Experience
More than 5 years of experience in commercial with solid experience in managing Key Accounts, preferably in FMCG setup.
