National Key Account Manager FMCG

SUMMARY:
My client who is a leader in the industry (FMCG) is searching for a Key Accounts manager with ample experience and a wide range of connections in the industry that will be responsible to lead and develop the national category specific channel strategy and the related execution plans. Responsibilities include delivery of the turnover, market-share targets an implementation of the store initiatives.

POSITION INFO:

Responsibility

S/he will have to deliver a high level of autonomy on:

• Driving and achieving Turnover / Value Share and profitable Sales Fundamentals (6Ps).
• Forecast achievement.
• Identifying and leveraging business potential behind our marketing events in close collaboration with Brand Building and the Customer Teams.
• Supports the Business Head in developing investment proposals for 6Ps.
• Enabling our Customer Teams and agents to transfer our Perfect Store Strategy into conceptual.
• Trade Selling Stories and implement Perfect Store. Achievements of all relevant KPI s within a launch.
• and re launch such as distribution, shelving, display targets.
• Developing personnel capability and coaching others in his/her area of expertise to sustainably drive business results
• Ensuring that all activities remain within agreed budget.

Key Deliverables content-wise

• Prepares Channel Blueprints.
• Prepares customer category plans for national/channel specific events incl.
• Clear priorities by category, listing, defines trade story, prepares trade material and national promotions.
• Drives Category Performance through implementation of Perfect Store / Sales.
• Fundamental targets by Customer via KAM.
• Accountable for FY category forecast.
• All gap fill activities (short term boost plans).
• Defines Category/Channel Promo Guidelines and secures implementation.
• Evaluates / monitors Promo progress and addresses deviations.
• Delivers Brand Building Part of sales conferences.

Professional skills and key competencies

• This role requires a candidate with a high level of leadership in order to influence multiple stakeholders across functions. At the same time the candidate will have to work within a complex and challenging environment with high autonomy. Project management skills required.
• The candidate has proven skills to successfully win over challenging and conflicting situations. S/he challenges colleagues and argues to drive superior solutions.
• S/he seeks first to understand but then argues data/fact based to overcome obstacles. S/he succeeds by bringing multiple stakeholders with different opinions together to co-create even better solutions.
• The candidate should have a proven record of working collaboratively across functions.
• S/he should have strong verbal and written communication skills.
• The candidate should be familiar with Nielsen / IRI market data and with SRCH and PNP shopper data to realize the growth opportunities. Very well equipped in data based selling skills and identifying the key insights from analyses.
• “Think channel, category and shopper”: Ability to fully incorporate channel strategies and
• needs into own thinking. Excellent strategic thinking and category/shopper understanding in order to deliver new growth opportunities.

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