Key Account Manager - Modern Off Trade

Key Responsibilities:

Customer & Commercial Planning

• Translate the assigned retail-format and customer-group strategy into clear account-level priorities, plans and actions.
• Develop annual and periodic customer plans based on customer, shopper, category, market and business insights.
• Prepare customer inputs for Joint Business Planning and recommend account-level growth initiatives, portfolio priorities and investment choices.
• Contribute to the development of medium to long-term customer growth strategies aligned with channel and category priorities
• Monitor account performance across Net Revenue, Gross Margin, market share and agreed commercial KPIs; identify gaps and recommend corrective actions.
• Evaluate commercial investment effectiveness/ROI and recommend resource allocation to maximize return on investment across brands, categories and customer initiatives
• Plan promotional activities in Digital & Omnichannel initiatives that support profitable growth and strengthen brand presence.

Key Account Management

• Build and maintain effective working relationships with assigned key customers, supporting long-term strategic partnerships.
• Manage regular customer engagements, monthly business reviews and preparation for quarterly or annual partnership discussions.
• Negotiate account-level commercial activities and trading term agreements within approved strategy, guardrails and delegated authority.
• Recommend portfolio, category and commercial solutions that respond to the customer business model and create mutual value.
• Coordinate with KAM Operations and relevant functions to resolve customer issues and escalate material risks when required

Cross-functional Planning & Delivery

• Coordinate with KAM Operations, Trade Marketing, Marketing, Revenue Growth Management, Supply Chain and Finance to convert customer plans into executable activities.
• Facilitate account-level planning and performance reviews, ensuring clear actions, owners and follow-up.
• Maintain effective ways of working between Planning and Operations, with clear handover of priorities, programs and execution requirements.
• Provide guidance to KAE and relevant team members on account planning, data analysis, promotional preparation and Joint Business Planning inputs.
• Share customer insights, lessons learned and good practices across the Planning team to improve commercial effectiveness.

Data, Forecast & Investment Management

• Build and maintain accurate account-level sales forecasts using historical performance, customer plans and market insights. Monitor forecast accuracy and forecast bias, identify root causes and recommend continuous improvement actions.
• Monitor demand, stock availability and fulfilment performance by customer and SKU; coordinate corrective action with relevant teams.
• Track account-level commercial investment and promotional effectiveness, highlighting risks, opportunities and improvement actions.
• Prepare timely performance reports, analysis and recommendations for Group KAM Planning and relevant stakeholders.

Requirements:

Education Requirements

• Bachelor's degree in Business Administration, Economics, Marketing or a related discipline; an MBA is an advantage.

Language Requirements

• Professional working proficiency in English.

Qualification requirements

• 5+ years of experience in Modern Trade Sales, Key Account Management, Commercial Planning, Trade Marketing or Category Management, preferably in FMCG.

Skills requirements

• Demonstrated experience in customer planning, promotional management, commercial analysis and cross-functional coordination.

Data Privacy Notice:

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For more information, please visit: www.heineken.com.vn/consent