Key Duties & Responsibilities
Account Strategy & Planning
- Develop and implement local go-to-market, sales, and customer strategies for assigned Modern Trade customers to achieve business goals.
- Drive Joint Business Planning (JBP) with customers, including development of annual plans and quarterly business reviews.
Negotiation & Customer Management
- Manage negotiations with supermarket buyers, including trading terms and conditions, to support sales agreements and promotional plans.
- Build strong relationships with customers and industry contacts to understand consumer needs and achieve business objectives.
Performance Management & Analysis
- Conduct regular business reviews and prepare reports on achievements, performance gaps, and improvement actions for discussion with the Head of Department.
- Manage and monitor 5P execution performance and ensure issues are resolved promptly through coordination with internal teams.
- Manage reporting of sales and projected sales/margin forecasts, evaluate trends, and provide insights to support strategic decisions.
- Develop actionable recommendations through post-promotion and post-evaluation analyses.
Execution & Cross-Functional Collaboration
- Work closely with cross-functional teams (e.g. Sales Admin, Supply Chain, Marketing) to ensure efficient and effective execution.
- Drive product penetration, promotions, and new product launches within Modern Trade accounts.
- Collaborate with the Marketing team on new product listings and BTL activities.
Process Improvement
- Develop, monitor, and recommend improvement initiatives related to business processes, customer service, and execution practices.
Required Functional Skills & Knowledge
- Strong selling skills with proven key account management experience, including direct engagement with supermarket buyers, in the FMCG environment.
- Good understanding of supplier and customer relationship management, including supply chain coordination, field marketing, and branding strategy.
- Strong negotiation and communication skills, with the ability to influence internal and external stakeholders.
- Ability to manage multiple projects in a fast-paced environment.
- Proficient in Microsoft Office tools (Excel, Word, PowerPoint).
- Strong hands-on capability in Excel analysis, including VLOOKUP and Pivot Tables, for forecasting and performance analysis.
