大客户/销售经理

关于客户

职位描述

• About the Role:
  The position is under Regional Key Accounts (RKA) team to manage one or more regional key accounts (customers) by developing the business strategy, creating customer plans, following promotional implementation, negotiating contracts and joint business plans with customer, managing the budget assigned and placing promotional orders etc. to support RKA team and the respective region to deliver regional commitment.
  
  
  Main Responsibilities:
  1. 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.
  
  2. 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.
  
  3. 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.
  
  4. 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 Trade Spending for the customers assigned

任职要求

• Who we are looking for:
  • College degree and above, English CET 4, proficient in MS office;
  • Key account management experience in FMCG industry;
  • Solid market knowledge: Traditional & Modern Trade, national retail structure and local retail structure. Strong analytical, account management, negotiation skill;
  • Proactive, dynamic, responsible, able to work under pressure and meet deadlines; good leadership skills.