Manila - Key Accounts Manager (Regional Modern Trade)
Nutri-Asia, Inc. Manila Full-time
JOB OBJECTIVE:
Business Development of Distributor Business Group (DBG) Supermarket Channel. To spot opportunities and develop the supermarkets under the assigned Regional Modern Trade (RMT) territory.
DUTIES AND RESPONSIBILITIES:
- Bring Modern Trade (MT) best practices to the DBG Supermarket Channel (Account Management/Monitoring of OSA, RPS, CSL/CCFR, A/R & TTA).
- Ensure target achievement of assigned RMT territory.
- Build strategic business relationship with the focused account.
- Regularly visit focused accounts for courtesy calls, business updates/review and for negotiation of big-ticket items.
- Craft strong and relevant area-specific strategies and promotions.
- Align with Area Customer Development Managers (ACDMs) and Distributor Business Managers (DBMs) on the execution of strategies and programs.
- Level up Distributors’ Major Accounts Specialist through coaching and training.
- Initiate official trainings for the Major Accounts Specialists.
- Develop full-year plan for the assigned accounts (Sales volume/value & programs).
- Manage assigned budgets.
- Help MAS and DBMs resolve customer concerns regarding business development/operational efficiencies.
- Assist MAS/DBMs in building business reviews by provision of RMT strategies and programs.
- Regularly coordinate with Customer Marketing Development (CMD) on plans and programs.
- Ensure On time and in full execution or programs (National and regional) in the assigned RMT Territory.
- Account Management
o Responsible and accountable for the overall business (strategic and operational).
o Makes a regular call, introduction of NPI’s, program negotiations and target achievement.
o Coordinates with MAS for PO’s, delivery, and collection (A/R).
o Align with DBM’s on programs and agreed items with the accounts.
FUNCTIONAL KNOWLEDGE / SKILL REQUIREMENTS:
A. Education - College Graduate preferably degree course in Business Administration/Education/MassCom.B. Experience / Expertise - Must have more than 5 years of experience in sales. Must have handled different types of accounts (traditional, supermarket and/or wholesaler).
C. Skills / Competencies:
- Working knowledge in PC-based applications (Windows, Words, Excel, and PowerPoint) is required.
- Strong analytical, leadership, communication, innovation and interpersonal skills and the ability to proactively make things happen.
- Ability to analyze and solve complex problems.
INTERFACE / INTERACTION:
A. Internal Relations- Answers employee queries on Regional Modern Trade Management related matters Being able to evaluate and analyze performance of Regional Modern Trade accounts to come up with strong/relevant strategies and promotions.
- Negotiates Strategic and operational concerns. Performance Development, Training and Mentoring in Regional account Segment.
- Excellent communicator who influences internal customers (Trade Marketing, Marketing and Business Teams) and external customers (Supermarkets/Trade, Coordinators, Merchandisers).
MANAGING PEOPLE / LEADERSHIP:
A. Individual contributor but supervises and influences external resources:- Instructs TPA’s in execution of company’s promos/marketing initiatives (coordinators, merchandisers).
- Manage contractual employees so they can perform assigned tasks properly.
B. Influences key people of the accounts.
ANALYSIS AND PROBLEM SOLVING:
A. Requires innovative thinking that will address issues/concerns of the accounts; consequently, aim for the achievement of sales objectives.B. Requires creative thinking for win-win agreements with the accounts.
IMPACT ON BUSINESS OPERATIONS:
A. Shared responsibility for Volume, Distribution, Merchandising and Promotions success with accounts.B. Shared responsibility with Regional Sales Manager Group Head in volume achievement, promo planning and account management.
C. Shared responsibility with Trade Marketing and Marketing on promo/marketing initiatives.
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