KEY ACCOUNTS MANAGER (Visayas)

Key Accounts Manager (FSG/CVS) is responsible for the executing the Fighting Unit strategy into data-driven 12Q Channel and Customer Plans. He/She ensures execution aligns and integrates with Brand Plans from Marketing team and Channel & Category strategy from CCD team. He/She focuses execution in the accounts as per agreed joint business planning, perfect in-store activation, strong profit management and growth of key accounts and their share of wallet.

·         Be articulate in English and Filipino (Proficiency in other dialects is a plus)

·         Be customer-focused

·         Be able to act with speed and decisiveness

·         Have a strong sense of ownership and accountability

·         Have excellent oral and written communication skill

 

·         Execution of Fighting Unit strategy into data-driven Channel & Customer plan (incl. budget , KPIs and yearly targets, per key account). Execute the align and integration with Channel & Category strategy from CCD team. Actively participate in execution drumbeat and deliver on Channel & Customer strategy, driving distribution & profitable volume growth

·         Main representative of RFC for the customer’s (direct or indirect) organization and activities. Ensures RFC and client departments liaise effectively and helps build the relationship

·         Drive customer preference to grow share of wallet through: (1) Constructive partnering with new and existing customers (incl. e-tailers); (2) Leading fact-based negotiations to create Win-win trade terms (incl. optimal price and promo policy, in alignment with Marketing) and engaging in joint business planning; (3) Creating efficient service agreements

·         Win with relevant assortment: (1) Prioritising Hero SKUs in assortment planning with Key Accounts(2) Contributing to insights on right price/pack architectures ( (OBPPC) for MT (3) Collect pack insights and learnings from field and closely monitor competitors and customer demand to drive barrier-breaking renovation/ innovation

·         Drive physical availability by executing Customer and Channel Execution plans and leading Perfect Store program: (1) Set distribution targets per customer (prioritising Hero SKUs); (2) Ensure Perfect Visibility by including Perfect Store KPIs in customer agreements and facilitating data collection;

·         Run effective promotions (driving penetration and with positive ROPI) and manage trade term spending to achieve sales KPIs; Align activity calendar with customers/distributors and lead (Field) Sales team in excellent execution of Channel & Customer Plans (incl. look & feel of in-store activation, position on shelf, OSA etc.)

·         Monitor Channel contribution per customer and key sales KPIs: vol./val./ profitable growth, active outlets, effective calls and provide reports to Sales Director and MT (incl. improvements and growth opportunities)

·         Own and run a reliable sales forecast & S&OP

·         Manage accounts team strategically to deliver best results, e.g. putting A-talent into critical sales roles, set and communicate clear objectives, leveraging global training programs to grow & develop great KAMs