Key Account Manager

The Key Account Manager (KAM) is responsible for managing and developing set of key-account customers on national level. They’re responsible for achieving sales targets in the given customers. The Key Account Manager develops number of key accounts on national level and delivers their sales targets. The role is accountable for account planning, negotiating, in-store execution, pricing and overall P&L of the key accounts.

Responsibilities & Key Activities:

1. Develop sales strategies and annual customer plans, aimed at achievement or surpassing of pre-determined sales objectives, supporting the growth of the company’s business (WD, range, shelf, activation, revenue management).
2. Deal with large national modern distribution accounts and oversee delivering or surpassing pre-determined sales targets.
3. Achieve the annual volume objectives pre-established by the company based on the company’s sales and promotional policy.
4. Negotiate annual customer plan based on pre-determined company and business priorities.
5. Prepare sales forecast for your customers.
6. Implement the Company’s sales policy, adapting it to the client’s situation; defend PVPs + negotiate net invoice amounts + introduction of new products + “close” brochures and publications + develop other projects (e.g. Management by Category); etc.
7. Analyse and follow up customer profitability. Manage assigned trade budget seeking maximum payback for each action.
8. Work with the Shopper Marketing team to ensure regular activities in the stores, in addition to obtaining the best standards of execution at the point of sales.
9. Work with the Field Sales team to ensure best standards of execution at the point of sales
10. Coordinate with the international team, Global Sales for preparing the annual plan, establishing objectives, deciding on actions and present the local view at international meetings.

This role may require you to travel frequently throughout the year.