Key Account Manager

Job Purpose/Overview

This position is responsible for managing key customers by conducting account planning, business review with customers, solving issues, driving and monitoring customers’ performance to achieve sales performance, excellence in availability and winning in visibility, and monitoring to ensure that the program criteria is well complied by customers to strengthen and maximize Mars portfolio Performance in selected area through in-depth Territory Management.

Key Responsibilities

• Manage key customers by conducting account planning (sales performance by stores, product distribution, product by sub-category, new product list-in), analyzing data, conducting business review with customers, setting up tailor-made promotion, visiting stores and executing promotions through stores
• Drive and monitor sales performance, display, distribution and DSO to ensure all stores comply with Mars privileged program criteria by visiting stores, collect payment cheques and ensuring payment is paid by timeline, conducting store check and reporting, advising stores to align with the guideline, solving issues, improving store performance, and informing line manager to solve issues at a higher level
• Manage sales operations and coordinate with merchandizer team to ensure smooth operation at store level such as

• Conduct product check and FIFO to ensure product freshness
• Controlling and handling goods return to ensure that goods return is at the minimum
• Monitoring inventory by store to prevent out of stock issues
• Solving other operations

• Perform working activities according to business process by setting itinerary to align with priorities and visiting stores and perform sales tasks using call sequence and performing email-ordering, writing and submitting scorecard reports and market reports
• Manage trade spend and the overall profitability of key customers and utilizing sales analytics to identify opportunities for growth and to drive a profitable bottom line and also providing accurate and timely information to assist decision making
• Coach, provide support, guideline and recommendation to Merchandiser and driving business performance also include coaching, monitoring for new sales
• Build strong partnerships with key customers to engage customer & retailer to be the business partner with Mars

Context and Scope

This role will be responsible for SPT customer in responsible area, using data analysis to present the opportunities in the market, drive the business growth through strategy and strong execution as well as manage the relationship with the customers. Ensure the category growth, distribution, and visibility in store are in place.

Job Specifications/Qualifications

• Bachelor’s degree in Sales and Marketing or related field
• At least 5 years working experience in sales representative role and experience in managing a key account in the FMCG industry
• Strong influencing, negotiation and presentation skills and Intelligent, achievement oriented and self-motivated with the desire to learn and grow with positive personality.
• Strong understanding of respective retail market environment – Traditional Trade, Modern Trade, CVS and B2B
• Proven track record of developing sales and customer relationships as well as developing and implementing trade initiatives