JOB SUMMARY

The purpose of this position is to grow and build sustainable development in Modern Trade customers. Working closely with internal & external stakeholders to build good business relationships, and trade investment strategy to deliver the value and volume target.

KEY ACCOUNTABILITIES

Customer Strategy & Business Planning:

Develop and implement assigned group of customers business plans in alignment with the company strategic Channel, Marketing and Category Plans.
Monitor daily performance and suggest action plans to improve the results.
Work closely with customers & internal teams for monthly master business activities plan & ensure perfect execution.
Deliver deals closing with customers, negotiate contracts, and payment terms, responsible for receivables and revenue consolidations for financial reports.
Manage and develop the eCommerce channel strategy, including but not limited to marketplace platforms, and also internal website.
Conduct monthly, quarterly, and annual review meetings with customers, reconcile PRVN strategic plan and customer's business plan, prepare action plan for the year.

Budgeting & Control:

Provide demand forecast for responsible customer(s).
Assist in developing the annual A&P budget, set volume targets per store and new stores acquisition and deliver assigned sales target.
Submit estimations of budget required to reach such targets and control implementation of approved budget.
Monitor progress against objectives and develop plans to address variation versus Budget to optimize revenues and margin in assigned key accounts.

Key Account Management:

Manage company's relationship with assigned customers with an emphasis on developing new business opportunities.
Assist in yearly negotiations of framework agreements with customers, negotiate and manage prices, trading terms, space utilization and new products, inventory, and monitor retailers, conduct in-store visit tours to check displays and detect opportunities.
Establish strategic, cross-functional relationships and regular dialogue with key stakeholders, coach/train them and provide merchandising and business development recommendations.
Follow-up operation works, solve issues (stock availability, deliveries, credit notes) to ensure achievement of sales objectives in assigned accounts.
Organize and participate in the KAM monthly performance review meeting.

Business Information & Intelligence:

Stay abreast on market, competition, retailers, and shopper's trends ...to react quickly to the market trends and innovative competition.
Coordinate with Commercial Planning Team to ensure periodical/ ad-hoc sales reports and market intelligence/insights relating to the region are available for BOM with accurate data

Visibility and Activation:

Secure visibility location through the POSM, Product display, etc. per chain.
Oversee the effective implementation of all trade activities & activations.
Work closely with the Trade & Brand Marketing team to develop activations to fit in with customers.

Internal & External Customer Satisfaction & Communication

Build strong relationships with Key Accounts to assist in the development of long-term PRVN partnerships, customer satisfaction and add value to customers to help build PRVN business.
Build and maintain interdepartmental relationships to ensure smooth cooperation and effective internal quality across departments & units.

Project management:

Working on projects based on the manager's assignment.

JOB REQUIREMENTS

Education & Experience

MA/BA Degree in Business, Economics, Commercials or equivalent majors
At least 5 years of experience in wine, beer, beverage or FMCG, ideally with 2 years at supervisory level

Functional & Leadership Competencies

Fluency in English, computer literacy
Market research reports (Nielsen, Kantar, etc.) reading skills
Good communicative skills
Analytical skill, decision-making and problem-solving skill
Sales and negotiating skills
Able to work under high pressure
Fast adaptation to the job
Confident and active
Comprehensive understanding of the modern trade channel and customer management, laws, and regulations.

Key Account Planning Lead Modern Trade