Regional Key Account Manager

3 weeks ago

Hangzhou, Zhejiang, China Ferrero Full time
About the Role

The Regional Key Account Manager will be responsible for managing one or more regional key accounts, developing business strategies, creating customer plans, and negotiating contracts and joint business plans with customers. This role will also involve managing budgets, placing promotional orders, and supporting the Regional Key Accounts team to deliver regional commitments.

Main Responsibilities
  • Sales Strategy and Customer Plan
    • Propose sales strategies and customer plans for the customers managed;
    • Develop a joint business plan (JBP) based on the competitive advantage of the customers and company business strategy.
  • Negotiation
    • Negotiate and sign contract with customers and make sure the contract terms is in line with company guideline including base term, committed trade spending and non-committed trade spending;
    • Negotiate with customers the annual/ session promotion plans according to marketing plan;
    • Negotiate implementation of planogram and position, support field team for local implementation.
  • Planning and Control
    • Develop and manage monthly rolling sales forecasts for the assigned customers. Regularly review the business with the field sales team and the customers to find opportunities, maximize the customer plans and improve the execution efficiency;
    • Allocate trade spending budget for the customers managed according to guidance;
    • Check and calculate distributor trading terms reimbursement;
    • Ensure stock management and control, propose actions to resolve over-stocks, out-of-stocks.
  • Field Communication
    • Ensure application of national and regional Key Account (KA) agreements in field;
    • Implement marketing and trade marketing strategies or activities in assigned customers and stores, report on opportunities, obstacles;
    • Allocate budget and resource to stores;
    • Monitor in-store activities performance and accomplishment of sales conditions, agreements.
Requirements

The ideal candidate will have a college degree and above, English CET 4, proficient in MS office, and key account management experience in FMCG industry. They should also have solid market knowledge, strong analytical, account management, negotiation skill, and be proactive, dynamic, responsible, able to work under pressure and meet deadlines, with good leadership skills.

* Chinese Local Labor contract with local salary & benefits package will be offered for this position.
** Proficiency in Mandarin speaking.

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