*** Purpose:
This position has full responsibility to lead the team who directory manages our key retail partners in change, by establishing strategic partnership with the key persons senior level in each retailers.
This position required to have enough business and management skills to establish effective customer management strategy, strong follow up of in store execution, and people management of
account executive, in order to achieve customer business plan as well as internal KPIs with satisfied level.
*** Area of Responsibility:
* Customer strategy development & business planning
- Participate in the development of Key Account Strategy, trading contract & conditions, business planning and progress monitoring.
- Involve in the development of KA Customer POP, Business and Contact Planning.
- Responsible in the development of Key Account NPI, Range, Merchandising, Promotion and Pricing Activities Planning.
* Customers' HQ Management
- Coordinate the presenting and selling of annual KA customer business plan and reviews.
- Participate in preparation for the annual trading terms contract with key customers.
- Set up and ensure implementation of KAE in setting call objectives, commercial proposition, selling & negotiation and customer dispute resolution.
- Responsible for the preparation and presentation of weekly contact report,
monthly KA report, NPI and promotion performance report.
- RPDC cycle implementation to monitor KAE activities to ensure Daily/Weekly/Monthly achievement of KPIs.
*Financial KPIs achievement
- Ensure team to achieve yearly net sales budget for customer in charge
- Ensure team to achieve profitable target(SCP) for customer in charge
- Ensure team to achieve CBP target for all customer in charge
- Ensure team to achieve productivity target(AR overdue, mis invoice etc...)
* Sales Monitoring and Evaluation, Financial Management
- Ensure in-store monitoring of activities implementation (POP), range (assortment), merchandising, price & promotion.
- Responsible in the evaluation of promotional activities
- Monitoring and managing KAE activities to manage PGL/PG at store to maximize selling out.
- Manage key customer rebate performance, credit limit and customer deductions.
* Effective Communication
- Ensure clear and timely communication of all business related matter with Management.
- Provide consultant in all trade communication.
- Manage and maintain general communication and relation with key customers.
* Responsible for development of individuals KPIs.
- Conduct recruitment, on-the-job training, coach and motivate subordinates and attend formal training.
- Assess personnel competency, monitor individuals' performance, conduct personnel appraisal.
- Consulted in the development of roles & responsibilities, job description, people profile, succession plan, training & development plan.
* Meeting attendance to involve company decision making
- Conduct Key Account Executive review meeting.
- Participate in, Selling Program, MKT-Sales meeting, PG Key Account briefing, Shijoken and Company strategy meeting.
