Assistant Key Account Manager I

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Job Description

Job Description

Asst/Key Account Manager
Retail Pharmacies/Bookstores/Modern Trade

Job Summary

You will be responsible for developing and implementing sales strategies and plans for assigned Retail Key Accounts and achieve sales and profit objectives through the direction of Distributors' sales and merchandising teams.

Duties & Responsibilities

I) Key Account Management

1. To plan and drive annual Key Account plans (FMCG) with the goal of achieving sales objectives through the development and implementation of Key Account strategies, cost effective promotional plan, customer specific objectives, new product distribution and maximization of existing products' distribution, merchandising strategy to maximize in-store visibility and displays.

2. To maintain and improve key account intimacy with thorough understanding on the needs of the trade, keeping close partnership with stakeholders and recommending plans and programs which will accelerate the business.

3. To manage trade fund investments in a way which will maximize ROI and with improving productivity and also taking the lead in trading terms negotiation.

4. To analyse and review trade sales performance on a monthly basis in the area of trade profitability, promotion effectiveness and product category performance, and recommend any appropriate remedy action plan where necessary.

5. To stay abreast on the market environment and gather trade intelligence in areas of products, pricing, packaging, distribution, competitive claims and activities executed by competitors and other suppliers.

II) Distributor Management

6. To lead and guide Distributors' sales and merchandising teams in the fulfillment of their store operation requirements (service level, planogram maintenance, promotion execution, trade initiatives) and in key account HQ engagements/followups so as to achieve all sales objectives.

7. To train and improve the competencies of Distributors' sales and merchandising teams in areas of channel strategies, product knowledge, store negotiation, etc.

8. To monitor the in-market sales runrate and recommend immediate remedies in order to achieve monthly sales objectives.

9. To analyse and review set metrics (eg. In-market sales, purchases achievement, distribution matrix, distributor inventory holding), and recommend immediate remedies in order to redress any gaps or optimize opportunities.

10. To lead in monthly operations meetings and quarterly business reviews with the aims to evaluate business, resolve operation challenges and forward business planning and communications.

Qualifications & Requirements

• Degree in business related discipline with 2 - 5 years of FMCG key account experience (ideally Modern Trade, Retail Pharmacies) and possesses excellent business acumen.
• Possesses experience in the management of distributor/s.
• Possesses strong knowledge in Microsoft Office (eg. Excel, Powerpoint, Word).
• Possesses good analytical skills and is comfortable in a data-centric environment.
• Possesses a positive attitude with strong resilience and commitment in overcoming challenges so as to achieve required results.
• Exudes self-confidence and possesses strong interpersonal skills in relationship building, presentation and selling skills.
• A dynamic team player who works well with cross-functional stakeholders but is independent and decisive in executing required tasks.
• Possesses a car and valid class 3 driving license.

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