Key Accounts Manager - FMCG

Key Accounts Manager - West

Description:

Key Accountabilities:

- Manage the daily relationships with the assigned Account portfolio

- Prioritise within the customer portfolio the key accounts.

- Perform the visits to the customers with the necessary frequency and call in the business development resources when needed.

- Prepare the customer visits formally and debrief with a call report after the visit. Include this in CRM for distribution for the business development team.

Customer Intelligence:

- Build the customer profile, keep it up to date in CRM.

- Maintain all relevant information up to date in the Account Fact File including the history and confirmations of the Terms and Conditions.

Business Management:

- Follow up & report on the customers KPIs: sales results, service level, quality, profitability, budgets. Clarify deviations and initiate corrective actions where necessary.

- Develop a Key Account Plan for the key customers in collaboration with the business development team.

- Based on the key account plan, negotiate a joint business development plan with the customer. Review after 6 months with the customer in a formal mid-year review.

- Negotiate the commercial conditions and budget on a yearly base, following the procedures and guidelines regarding this topic.

- Manage a central customer project list ( SANCOC, CRM) and keep this up to date, manage all related activities together with the business development team ( field sales, tech support, marketing, operations,...)

- Learn from Best Practices shared on the Channel Portal to improve overall performance with the customers.

Pricing and profitability:

- Keep the overview of the customers commercial conditions and budgets up to date

- Confirm the conditions each year to the customer in line with the Puratos procedures.

- Collaborate with pricing department and/or local sales management to manage customer specific pricing, integrating all commercial conditions.

- People skills oriented.

- A good personality and attitude: open-minded, honest, precise, team player.

- Coordination skills.

- Knowledge of the English language.

- Strong communication skills.

- Good capacity of analysis and synthesis.

- Background in Key account sales in the food Industry, experience in sales and/or marketing.

- Capacity to define and articulate a market and a pricing strategy.

- Sales negotiation skills with industrial and QSR /supermarkets key accounts.

- Capability to build a network of relationships in the industry; ability to be perceived as the subject matter expert.

- Basic knowledge of the sales budgeting process, marketing techniques, production and distribution processes.

- Meeting techniques and management

Required Competencies:

Worked in the food ingredient industry