Assistant Customer Development Manager - Key Account
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Position Purpose/ Context
This role is responsible for the joint development and implementation of business plans and strategies with our major accounts, ensuring alignment with our company’s strategic directions. He/ she is to spearhead the growth our business in these account(s) and exceed our targets in terms of revenue, profitability, volume, market share, executions metrics and financial/promotion claims settlement.
This would be done through identifying the key drivers and opportunities of growth, capturing and optimising the profitable brand and package-mix and pricing opportunities, building collaborative and long-term relationships with all the key stakeholders as well as delivering superior in-store executions.
Key Duties / Responsibilities
Account Management
- Achieve/exceed sales, distribution, market share, revenue and profit objectives for the designated accounts.
- Develop annual business plans for designated accounts incorporating shoppers’ insights, market/ channel sales/trend analysis, execution plans, agreed targets, strategies and promotion activities.
- Work with Demand Planning on weekly/monthly sales forecast and performance for the designated accounts and set sales targets for respective Sales Executives & team.
- Conduct periodic business reviews with designated accounts.
- Work closely with the Category Manager and with customers to jointly develop plans to grow the beverage category.
- Ensure all promotion proposals and worksheets are successfully negotiated, aligned, and submitted to retailers within the required deadlines.
- Ensure that all agreed programmes (promotion and merchandising) are successfully and executed to gain maximum impact for the designated accounts.
- Implement and enforce merchandising standard for shelf, coolers and display areas in the outlets through Sales team.
- Prioritize and secure space for placement of our sales equipment and evaluate the returns on the equipment invested and bought, taking actions to ensure the returns on investment.
- Provide clear, accurate and timely promotion information to merchandising team and ensure strong executions at the outlets.
- Provide regular feedback on the market and competitors' actions and identify sales opportunities to grow the business.
- Ensure all outstanding customer promotion claims are being verified, raised, and submitted in a timely order per the designated timeline.
- Trading Terms preparations, proposal and negotiations.
Related Position Requirements/Qualifications
Education: Min Degree in Business Admin or equivalent
Experience: Min 2 years working experience in FMCG with proven track records preferably in managing Key Accounts.
Capability:
Aggressive and demonstrate skills in achieving sales revenue, profitability and budget goals.
- Good negotiation, communication and account management skills
- Possess analytical skills to understand, interpret and convert data to draw conclusions and develop strategies to grow the business.
- Possess good customer networks and good working relationship with all stakeholders in the Key Accounts.