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
- University degree
- At least 5 years relevant experience in modern trade key account management, preferably in wine, beer, beverage or FMCG, with 1-2 years experience as team lead/supervisor
- Relevant experience in alcoholic industry or FMCG is an advantage
