Key Account Manager, Travel Market, North Asia

2 weeks ago

Singapur, Singapore Ferrero Full time
About the Role

The Key Account Manager will be responsible for developing and executing sales strategies to drive business growth with key customers in the Travel Market segment. This includes analyzing customer performance, creating customer plans, and negotiating contracts and joint business plans.

Main Responsibilities
  • Manage and follow-up on key accounts in the Asia Pacific region, with a focus on travel retail, inflight, and border shops.
  • Provide field support to key account coordinators in key locations, including Taiwan, Hong Kong, Korea, Macau, and the P.R. of China.
  • Develop and implement strategies tailored to customer clusters, with a deep understanding of their culture and needs.
  • Propose annual sales budgets and plans for key accounts, including volumes, trade spending, and other key metrics.
  • Monitor sales targets and propose recovery plans when trends are negative, track sellout trends and trade spend monthly.
  • Collect and analyze novelties forecasts from key accounts, updating forecasts as necessary.
  • Analyze customer performance and define future business opportunities, develop customer-specific goals and strategies.
  • Develop SWOT analyses and performance reviews for customers, with defined action plans.
  • Negotiate contracts with customers, negotiate annual/sessional promotion plans according to marketing plans.
  • Provide support to trade marketing, offering sales arguments to achieve strategic goals.
  • Negotiate planogram and position implementation at central level, provide support and guidance to sales field for local implementation.
  • Ensure trade spending is within established commercial policy guidelines.
  • Analyze trade spending and ensure best return on investment, respect and improve profit and loss by customer.
  • Communicate agreements and action plans to key account coordinators, ensuring local execution aligns with defined plans and policies.
  • Monitor sales, stocks, and building blocks KPIs for customers.
  • Maintain assigned assortment through on-time listing and code opening.
  • Collect and analyze key account performances and market trends, prepare necessary reports.
Requirements
  • University degree in Economics, Finance, Marketing.
  • 3+ years of experience in similar roles, FMCG field salesperson or merchandiser experience a plus.
  • Market knowledge required: travel retail, inflight, border shops, low-tax area, railway retail structure.
  • Proven sales experience with a track record, experience in category, customer, and channel marketing.
  • Strong analytical, account management, negotiation, and stakeholder management skills.
  • Good understanding of channel and customer planning, sales, field, and merchandising processes, commercial logistics.
  • Good numerical skills, fluency with numbers and data reading.
  • Proactive and dynamic approach, responsibility, ability to work under pressure and meet deadlines, high result-orientation.
  • Ability to work independently and collaborate effectively in a team.
  • MS Office knowledge, SAP a plus.
  • Fluency in English and Chinese, Cantonese a strong plus.
About Ferrero

Ferrero is a family-owned company with a progressive and global outlook, iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno, and Kinder Surprise. We are represented in more than 50 countries, with products sold in over 170. Our global success is built on 38,767 dedicated employees who celebrate care and quality to craft a business, careers, and brands we are proud of.

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