National Key Account Manager at Robert Walters

Role responsibilities:

• Ensure the attainment of the objective company both Top line and bottom line (primary sales and secondary sales) through Route to Market Strategy and excellent execution into more effective and efficient modern trade, E- Comm channel, Distributor & Key Account Management.
• Lead and manage all Modern Trade operations (national, regional, and independent key accounts) to drive sales growth, ensure strong in store execution, and build long-term partnerships with key retailers.
• Develop and execute Modern Trade sales strategies and annual business plans.
• Negotiate trading terms, joint business plans (JBP), and promo calendars with key accounts.
• Monitor and analyze sales performance by account and category.
• Ensure well execution in-store activation and visibility programs. - Ensure effective listing, planogram compliance, and on-shelf availability. - Manage account profitability (P&L, rebate structure, investment ROI).
• Lead and develop Key Account Managers and MT Supervisors.
• Collaborate with Demand Planning and Supply Chain to ensure product availability and timely delivery.
• Handle payment term negotiation and monitor account receivables

Planning

• Design and implement expansions strategy to include horizontal and vertical distribution, availability and visibility of product, lead generation, prospecting, qualifying, business development and closing sales within the country responsibility
• Translating strategic goals into clear objectives and tactics as well as establishing The business direction, strategies and integrates planning efforts across the area. Managing individuals and sales teams to drive to meet country sales targets.
• Develop and implement the national sales strategy to achieve revenue and growth targets

Reporting

• Prepare and present reports on sales performance
• Analyze data to identify trends, forecast demand, and recommend stocks
• Do report regularly with International Business Director about sales, market, Key strategy, organization dan SWOT analysis.
• Do analyzing of customer base, the competitive market, market share to get much better opportunity to reaching gross margin, sell out, profit, plans and other business strategies by analyzing past/current results and by extensively knowing the market situation and using accurate sales information and statistics,
• Analyze sales data, forecasts, and market trends to guide decision-making
• Provide IMS Data (Secondary sales)

Candidate requirements:

• A minimum of 8+ years of experience in key account management, National Accounts, or B2B sales (Senior KAM)
• Bachelor's degree in Business, Marketing, or a related field (preferred)
• Proven track record of managing large or strategic customers - Experience negotiating complex contracts at a national level
• Proficiency in CRM systems and Microsoft Office tools
• Good communication and Negotiation skills
• Expert on Key Account Management