Key Account Manager

 I.  JOB SUMMARY

To achieve assigned annual sales targets through consistent execution of sales and trade strategies targeted at identified key accounts and other sales channels with close coordination with Key Accounts, Key Account Executives, Brand Marketing, Production and Logistics.

1. Ensure achievement of sales targets through effective management of Key Accounts and successful execution of agreed sales strategies.
2. Negotiate with buyers and key accounts decision makers in agreeing to trading terms, sales and marketing activities in product introduction and closing of sales.
3. Oversee personnel activities of Key Account Executives, managing sales targets, promotions and account receivables of concerned accounts.
4. Monitor daily activities of Sales Admin Assistant in accurate encoding and placement of orders coming from the sales team.
5. Conduct regular Business Reviews and structured field visits to trade outlets with Key Accounts Team and/or Merchandising Team.
6. Initiates trade and promotions projects for key accounts when the need arises (i.e. poor sales, lack of stocks, etc.)
7. Coordinates regularly with Marketing in identifying trade and promotions opportunities in generating sales.
8. Direct and control Key Accounts teams to ensure that they are appropriately motivated and trained to meet all sales targets and that they carry out their responsibilities to the required and agreed standards.
9. Take and execute other concerns and responsibilities delegated by management as necessary in relation to the business operation in order to maintain a smooth & productive operation of the organization.

II. SECONDARY RESPONSIBILITIES

Adhere, comply & put to practice the values, mission, rules & policies of the organization, ensuring that all sales staff adhere to the same standards.

1. Must be a college graduate preferably with a degree in Business Management/ Marketing or related course.
2. Post-graduate course or diploma/MBA is an advantage.
3. Must have at least 5-year experience in Key Accounts Management and sales leadership in an FMCG environment.
4. Must be analytical with excellent decision-making, planning, negotiation and people management.
5. Must possess excellent communication, presentation, and training skills with attention to details.
6. Must be a team leader with people orientation.
7. Coaching and motivational skills.
8. High sense of urgency and integrity.
9. Computer literate.