Key Account Manager - Modern Trade - eCommerce

Position Purpose:

The Key Account Manager is responsible for maintaining and developing a group of national modern trade pharmacy accounts to exceed company set sales and profit targets across product range. Daily roles and responsibilities include the following:

- Implementing the business plan

- Maximizing sales

- Forecasting and planning

- Range and category development

- Promotions planning

- Managing in stock/product lifecycle

- Coordination of business activities

Core Competencies:

A self-starting and naturally curious mindset is critical as the successful candidate will need to be comfortable with ambiguity and able to demonstrate an ability to work in a fast-paced environment to establish the rhythm required to succeed. Other critical competencies are:

- Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions

- Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result

- Can create structure and frameworks that can be communicated simply and powerfully

- Enjoys challenges and has the ability to flex and refine as they gain new insights and projects progress

- Can handle data from different sources. Has strong analytical skill and able to derive insights from data point

- Able to articulate and presents work well with strong business partnering experience

- Enjoys engaging as part of decision-making support

- Ability to lead change management whilst bringing stakeholders along

Core Job Responsibility

Relationship Management & Business Planning

- Establish ongoing business relations with major key modern trade pharmacy accounts.

- Develop and implement channel and customer prioritization, develop growth strategies and resource allocation.

- Develop channel and customer plans to deliver category growth, increase brand share in priority customer plus improve customer profitability.

- Coordinate and lead with cross functional teams to deploy plans with customers.

- Contribute to the annual planning process from strategy through to execution.

- Deliver monthly set KPI - Invoice Sales, Net Sales, trade investment ROI, forecast accuracy and excellence in execution.

- Review and align business results with internal leadership and customers according to scheduled time, managed identified gaps and execute mitigation plans.

Category Management

- Maximize sales profit through improving shelving and display, implementing promotions and new product launching.

- Ensure the execution of the marketing plan with key accounts in a timely manner.

- Implement key store drivers (range, space, promotion, and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, secondary display and feature areas/ special events as negotiated with buyers.

Forecasting & Inventory Management

- Generating sales forecast/analysis and market insights reports on product trend development and competitors' activities.

- Keeping track of inventory health for both national & retailer's warehouse.

- Working closely with both demand & supply chain to track forecast accuracy & service level fulfilment with retailers.

- Look at stand-out issues for inventory: discuss possible action plans with key account (e.g. clearance or increase stock weights), communicate issues internally.

Principal Accountability

- Invoice Sales, Net Sales, Trade Spend %, ROI, forecast accuracy.

- Lead annual JBP with strategic customers including alignment on annual shared KPIs and key growth initiatives, tracked via a shared scorecard.

- Trade terms management and annual review to improve productivity and ROI.

- Development of channel and customer execution standards for distribution, range optimisation, merchandising, price and promotional effectiveness.

- Be the customer advocate, improving our organizational customer intimacy, our understanding of the customs strategic objectives and ensuring these are reflected in our plans.

Functional Commercial Competency and Experience

- Detailed category management knowledge.

- Ability to determine portfolio strategy by channel and customer.

- Fundamental understanding of shopper marketing management especially shopper insight.

- Ensure distribution is secured for strategic/productive SKUs.

- Experience in managing distributor/ logistics partner to optimise customer service levels.

- Experience in developing a bottom-up customer forecast, as an input into the demand planning process.

- Strategic Selling and negotiation skills.

Essential:

- 6 - 8 years of experience in a similar role from the FMCG industry

- Able to work independently, energetic and highly passionate about work in driving sales growth

- Dynamic person embedded with excellent interpersonal and communication skills with abilities to liaise with different stakeholders

- A sense of independence to work individually and as a team player is another attribute you must possess

- Passion for growth in business and a proven track record in generating, leading and converting opportunities

- Confident professional with an ambitious approach to business development

- Displays a growth mindset to identify and actualise new opportunities

- Possesses an owners' mindset to ensure we maximise value add for our products and reduce ineffective costs

- Resilience and creativity to overcome obstacles and embrace challenges

- Plays the role of the customer champion internally while being responsive to customer needs, ensuring smooth communication and follow up

- Displays curiosity to explore insights and test new ways of working (commercial innovation)