Other
18 Sep 2019
Job Opportunity : Key Account Manager (110 K)
Position
Key Account Manager (110 K)
Our Client
A leading global healthcare company
Location
Bangkok
Report to
National Sales Manager
Responsibilities:
- Overall responsibility for driving business with National accounts Thailand.
- Develop and execute the annual business plans with all the above accounts
- Signing annual terms of trade
- Promotion planning
- Activation support
- Ensuring compliance of annual business plans
- Account profitability
- Supply chain management ( setting up systems for order collection, execution, forecasting)
- Financial management (overall accountability for collection, credit index, profitability and cost to sales for these National Accounts)
- Relationship management (with stakeholders, both internal and external)
- Category management (consumer promotions, planogramming, advisory role)
- Organize Top to Top meetings with the Global retailers (meeting between Retailer’s top management and ANI top management)
Meeting the top line National sales objective for the following National Accounts
- Overall responsible for sales to these accounts for the entire country
- Ensuring stock availability with a high degree of forecasting accuracy
- Ensure fill rates of 95% plus with all these chains
Develop and manage the Annual Business plans for these National Accounts
- Have a vision for the next 3-5 years for the business
- Set annual targets for all these accounts
- Sign the TOT
- Ensure TOT execution and adherence PAN Thailand
Managing the Account wise profitability & cost of sales
- Setup a model to measure key accounts profitability
- Ensure activities are done to maximize returns for ANI
- Maintain a track of cost of doing business with these accounts
- Challenge the existing route to market model and suggest ways of reducing cost in the same
Managing the credit index, collections and ensuring no bad debts Nationally
- Ensure collection is done as per the agreed credit policy
- Ensure that there are no bad debts
- Settlement of claims / credit notes within the agreed time frame
Deliver the Perfect Punch for NPI / Launches through robust plans
- New products introduction
- Pack changes
- Price increase
- Consumer promotions and other activities
Take on the category advisory role
- Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category
- Increase the ANI share of contribution from the existing levels
- Look at the possibility of exclusive modern trade sku, in order to further leverage our strength
Manage all interfaces with all Accounts
- Develop good relations with HO & Regional offices
- Have a quarterly review of performance with the Account
- Share best practices of work done by Regional Team and also global initiatives in the category
- Initiate and manage all process changes like new product introductions, change in pack, new launches, etc
Manage industry interfaces and keep the organization informed about developments in the retail sector
- Develop good relations with counterparts in the FMCG industry
- Share best practices in the industry with the KA Team, so as to enhance internal system and processes
- Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment
Organize Top to Top meetings with the retailers
- Meeting between Retailer’s top management and ANI Top Management
- Share growth and expansion plans of ANI in India and make the retailers partners in progress
- Understand their short-term and long-term plans
Qualifications:
- Minimum of 5 years’ experience in a reputed FMCG Company in the Key Accounts
- Sharp negotiation and influencing skills
- Understanding of the retail environment
- Analytical skills
- Networking and strong orientation towards customer management
- Ability to handle pressure in a dynamic environment
- Ability to handle complex and diverse business situations