Key Account Manager at Beiersdorf

ROLE PURPOSE

• Managing customer account development to ensure delivery of key targets while building long sustainable business relationships with customers and internal stakeholders.

MAIN ACCOUNTABILITIES

• Building customer IMS full year plan and phasing them into monthly and quarterly views as well as understanding and management of Joint Business Plans & Rebates, other trade investment and its effect on the delivery of IMS Sales by Accounts.
• Providing accurate sales forecast annually and monthly.
• Use/analyze data sources (promotional activity, ROS, customer stock holding) and trends to enable sales forecast.
• Develops optimal integrated promo plan, analyses of promo ROI and manage promo investments.
• Conduct on an ongoing basis, report on issues and opportunities, share performance, pricing and new innovations in the market.
• Understanding of shopper behaviors and insights to optimize path to purchase within account.
• Collaborative workings with S&CM Team to craft account specific shopper-led activity where necessary.
• Implementation of New Product Development and core business campaign support plans.
• Develop and execute strategic joint business plans with customers.
• Manage and network within senior customer organization cross - functionally to deliver against Joint Business Plan.
• Develop and manage customer relationships.
• Business alignment: Apply key business strategy focus areas into account planning and day to day delivery.
• Sales agenda alignment: Apply key sales strategy focus areas into account planning and day to day delivery.
• Business management: Joint business planning to drive growth for Beiersdorf and customer
• Cross functional leverage: Working with Distributor KAM team to identify gaps/opportunities in account and working with S&CM team to plan activity based on identified gaps/opportunities.
• Share of shelf: Ongoing engagement with customer to ensure allocation of correct share of shelf.

KNOWLEDGE, SKILLS AND EXPERIENCE

• BA in Business Administration, Marketing or similar from a recognized University.
• 7-10 years' experience in sales and in a wide range of FMCG functions with a recognized business.
• Strong Operational Knowledge and experience of working with a distributor and key accounts.
• Language: English (Fluent)
• High proficiency in MS Office, Excel & PPT.
• Sales Skills; Negotiation Skills, Analytical & administration ability, strong social & interpersonal.
• An individual who upholds professionalism, integrity (has the ability to manage confidential information), respect and prioritizes company goals and objectives.