Key Account Manager – Hypermarkets

• Ensure sell-in and sell-out volume targets are achieved through account-specific business plans and strategy for the Hypermarket accounts’ calendar of activities hinged from the Brand and Channel strategy
• Leads total channel profitability by ensuring the Channel and Customer P&L and drives efforts to ensure delivery of volume, value and net sales targets
• Full understanding of the S&OP process and ensuring forecast accuracy across Hypermarket accounts
• Ensures achievement of the sell-out target of by driving sales via in-store sell-out programs considering inventory in warehouse and in stores
• Leads total strategic business planning process for the Supermarket accounts
• Spearheads and leads negotiations at Head Office level
• Develop and follow an efficient coverage plan, call cycle that will allow maximum coverage of his/her team members across his accounts
• Leads new products sell-in and execution strategy and ensures optimized distribution considering right skus at the right outlets approach
• Establish and nurture a sustainable relationship with key customers
• Collaborate with the Marketing and Trade Marketing teams to ensure visibility, cut-through and ample quantity of Last 3 Feet materials of key PRPI brands.
• Ensure that commercial and/or brand building objectives are fully leveraged in all existing contracted/supported accounts and spends are maximized
• Conduct product training with key stakeholders.
• Monitor and report key market trends and propose actions.
• Track pricing and highlight anomalies as part of the global pricing tool.
• Monitor and report Grey Market Activity (GMA) in market.
• Meet weekly/monthly reporting requirements: Competitors trade activities, price surveys, depletion reports
• Ensure compliance with Sustainability and Responsibility guidelines
• Leads the monitoring of the Trade Terms Agreement with across all accounts from volume build to sign-off which includes internal and external routing
• Evaluate types, quantity and arrange delivery of POS materials required at each account in coordination with Marketing and Trade Marketing.
• Monitor and improve the effectiveness of dedicated third-party personnel.
• Consolidate and analyze weekly/monthly sales performance versus target, retail/wholesale price surveys and relevant competitive update reports.
• Regularly evaluates monthly inventory and sell-in/sell-out reports from relevant customers.
• Ensure A&P and A&D investments are efficiently monitored and managed.
• Oversees timeliness of off premise team’s collection of account receivables with all direct outlets (AR Management).
• Lead and set individual KPI’s for the sales executives and to ensure and assist in the achievement of these KPI’s.
• Supervises group sales administrative roles; prepare sales order, credit application form and follow-up on order/shipment delivering.

• Establish and nurture close relationships with key customers by ensuring engagement strategy, frequency of calls, quarterly and monthly business reviews and leading top to top engagement with concessionaires – PWM, Blue Mountain, GGFI

• Understand the full Modern Off Trade category landscape within the Supermarket sub-channel and share market intel with the commercial and marketing teams

• Evaluates all investment activities to ensure that agreed returns are achieved.
• Follows the event mechanics and adjusts if needed to get the best possible results
• Leads in ensuring budget management and utilization for Trade A&D and any investments given
• Ensures compliance to Pernod Ricard S&R initiatives

Knowledge and Skills Requirements:

• Bachelor’s degree holder
• Minimum 5 years strong experience in modern trade management
• Experience in liquor, luxury or FMCG industry is a plus
• Good command of MS Office.

Personal and behavioral skills: Excellent critical thinking and analytical skills

Positive attitude

Management Information Skills

Job Posting End Date:

Target Hire Date:

2024-09-01

Target End Date: