National Key Account Manager (FMCG)

Job Description

MAIN PURPOSE:

• In charge of developing/ managing Modern Trade and Horeca customers to achieve AOP in Revenue and Profitability.
• Accountable for channel and customer strategy setting, trading terms negotiation, customer Joint Business Plan, organizational development, and successful operation to achieve profit and sales volume objectives in assigned channels.
• Accountable for planning and successful implementation of trade strategy in all key accounts, including Product/ Packaging, Pricing, Placement, POSM, and Promotion, to achieve the business's AOP.

KEY ACCOUNTABILITIES:

• Responsible for Key Account channel's P&L, developing KA channel strategy and annual business plan
• Responsible for developing and implementing a Joint Business Plan with key accounts
• Responsible for negotiating annual trading terms with Senior Purchasing Directors of all accounts
• Accountable for sales targets and other KPIs to be achieved daily, weekly, monthly and quarterly
• Responsible for giving inputs, and feedback to develop channel objectives and strategies.
• Responsible for leading the sales forecast process of KA team, including annual and 3-month rolling sales forecast
• Responsible for yearly/ quarterly/ monthly planning and implementing of channel strategy, including that of Product/ Packaging, Pricing, Placement, POSM, and Promotion to drive primary and secondary sales for the whole area.
• Deploy monthly/quarterly secondary sales targets, trade activation programs (product launch, display, trade promotion, consumer promotion, supporting activities, etc.)
• Responsible for recruiting, training, and coaching
• Responsible for professional and personal development and career planning for all staff to maintain continuity and meet the business growth
• Responsible for building and maintaining good relationships with KA customers;
• Reviewing customer profiles to understand well Customer insight/needs.
• Accountable for daily/weekly/monthly sending reports accurately and timely.

Job Requirement

Education/ Training Qualifications: 

• University degree in relevant field, MBA is preferred

Experience:

• 4 -5 years experience, Trained at multi-national, ready for broader roles
• Vietnamese prefer, fluent English

Work-related skills:

• Strong negotiation especially trading term.
• Strong Analytical and planning skills
• Strong Organizational and Leadership skills.
• Strong and deep knowledge of category management and new product management.
• Knowledge of Distribution and Selling Skills.
• Knowledge of MT, Key Account Clients, Distributors, and FMCG Route to market.
• Sales team management skills
• Recruitment and people development skills.
• Sales force coaching & training skills.
• Customer and sales data management.
• Dynamic public presentation and problem-solving.
• Sales Ethics and knowledge of the legal aspect and the rules of competition.

Soft skills:

• Advanced in presentation and negotiation skills
• Advances in communication skills
• Good priority-setting and problem-solving skills
• Good planning/following up skills

Other special requirements (if any): 

• Self-learning motivation