Key Account Manager

GENERAL RESPONSIBILITIES

Increase turnover, margins and awareness for Pierre Fabre Dermo Cosmetics brands (Eau Thermale Avene, Aderma, Rene Furterer, Klorane) in Singapore, as well as long-term partnerships and trade relations with major accounts, while complying with ethical rules and the defined strategy.

Propose and set up sell-out actions plan while developing and maintaining excellent business relationships with customers.

Optimize visibility for our brands and key pillars products and ensure promotion implementation.

Communicate and transmit brand values and implement our commercial strategy in synergy with clients marketing plans.

Apply and monitor the implementation of point-of-sale contractual agreements.

DETAILED MISSIONS

Customer Relationship

1. Establish productive, professional relationships with key personnel in assigned customer accounts while complying with ethical rules
2. Attending meetings with clients, Identifying and assessing client’s critical needs (stock, samples, promotional materials, event supports…)
3. Being a point of contact to prioritize customers and resolving any issues they could encounter
4. Ensuring clients motivation into the promotion of our brands to assure our leadership on the market
5. Proactively assess, clarify, and validate customer needs on an ongoing basis.
6. Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company departments

Point of sales promotions/Merchandising

1. Build an ambitious action plan to boost our brands and products (sales revenue, trade marketing, merchandising…) and participate to retailer’s campaigns with exclusive promotions
2. Negotiate the best visibility and space for displaying our brands and new products (category management) to achieve sell-out performance
3. Apply and monitor the implementation of the agreements in the points of sale (promotion, prices, assortment…)
4. Work closely with the merchandising team to ensure campaigns’ flawless execution (correct implementation of promotional materials for launches, head of gondola, tester…)
5. Ensure the quality of execution of the Trade Marketing Plan

Sales target & Reporting

1. Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts with close follow up of sales status per brand/categories level (weekly analysis)
2. Proactively lead process that develops mutual performance objectives, financial targets, and critical milestones
3. Identifying short and long term growth opportunities
4. Forecasting and tracking key account metrics
5. Maintaining tight budget control over expenditure
6. Competition analysis reporting

Brand representative

1. Communicate and transmit brand values to clients
2. Master the technical knowledge related to the products to be able to convince them on consumer benefits, product efficacy and quality, and competitive advantage to develop sell out

Internal Communication

1. Closely liaising with the marketing team about campaigns, new products launches, marketing materials requirements and production
2. Monitoring the effectiveness of any activity with feedback from retailers and trade to establish efficient results of our business unit, post promotions/ campaigns reporting on monthly basis
3. Be the key contact of Operational department to ensure smooth logistic process between clients and internal supply chain (forecast, stock replenishment, samples delivery…)
4. Monitor the market, competition and customers while ensuring a regular flow of information to and from the relevant teams/departments.

Business Development

1. Develop new business potential in new channels while respecting brands values and positioning
2. Presenting business proposals to prospective clients

KEY COLLABORATIONS

1. With Country Marketing team for implementation of corporate accounts strategy, ensure company’s marketing campaigns delivery and to customer’s satisfaction
2. With Country Operations team for demand forecast and planning, order fulfilment efficiency and accuracy.
3. With Country Finance team for customers payment and invoicing processes
4. With international coordination team for specific projects as necessary

KEY COMPETENCIES

1. Degree holder in Business Administration or other related discipline
2. Minimum 3-5 years of relevant sales and key account management experience in cosmetics retail / FMCG companies
3. Strong in numbers, analytical and negotiation skills
4. Has good commercial awareness and business acumen
5. Excellent stakeholder management and good interpersonal skills with pro active attitude and communication skills
6. Proficiency in English and Mandarin
7. Digitally astute and familiar with MS office applications