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GKAM, RTM；集团重点客户经理，大润发

4 months ago

Shanghai, China PepsiCo Full time
Overview

Develop Key Account strategy and lead the team to drive the business growth and achieve national-wide sale target through both short term and long term strategies

Responsibilities

• Develop and implement Key Account strategy, tactics and program based on shopper insights to drive account profitable & sustainable growth- Define growth opportunities based on studying & analyzing account customer/costumer & shopper insights- Drive Joint Business Plan (JBP) partnership with global, national and regional customers to align a win-win solution for whole year- Propose National/Promotional Plans and have it aligned with MU to drive sales target achievement- Secure overall D&A budget spending through ROl management for costcontrol-Cooperate with the MU/Trade Marketing to ensure the required in-store performance

• Lead Customer Development Agreement (CDA) negotiation in line with company strategy- Work out CDA proposal based on historical data analysis and customer/costumer & shopper insights study- Find out the right approach of the negotiation through personal insights

- Get CDA proposal aligned with Modern Trade Director and MU team- Improve the effectiveness of CDA through erasing "Non-working" terms- Monitor the execution of CDA to ensure its compliance rate

•Develop and coach DRs and MU Key Account team member to ensure talent sustainable growth- Build a collaborative working climate with other function to optimize working efficiency- Provide leadership/function skill-set development to DRs through on-job coaching- Share customer management knowledge and "Best Practices" through joining joint customer call, field work and sales regular meeting to enable field sales

Qualifications

• University graduate• Fluency in English and Mandarin• 10-12 years of strong sales track record with focus on MT in a major FMCG company• At least 6 years as people manager• Strong analytical skills and strategic and logical thinking• Strong customer management, selling, negotiation and trade fund management skill• Able to build and develop MT specific structure, tools and process to enable execution• Good knowledge with category management and