Key Responsibilities
1. Customer & Commercial Planning
Translate retail-format and customer-group strategies into clear priorities, plans and actions for assigned accounts.
Develop annual and periodic customer plans based on customer, shopper, category, market and business insights.
Prepare customer inputs for Joint Business Planning and recommend growth initiatives, portfolio priorities and investment choices.
Monitor account performance across Net Revenue, Gross Margin, market share and agreed commercial KPIs; identify gaps and recommend corrective actions.
Plan promotional activities and Digital & Omnichannel initiatives that support profitable growth and strengthen brand presence.
2. Key Account Management
Build and maintain effective relationships with assigned customers to strengthen satisfaction, loyalty and long-term partnership.
Lead regular customer engagements and business reviews; prepare for quarterly or annual partnership discussions when applicable.
Negotiate account-level commercial activities and trading arrangements within approved strategy, guardrails and delegated authority.
Recommend portfolio, category and commercial solutions that respond to the customer business model and create mutual value.
Coordinate with KAM Operations and relevant functions to resolve customer issues; escalate material commercial risks or exceptions when required.
3. Cross-functional Planning & Delivery
Coordinate with KAM Operations,
Trade Marketing, Marketing, Revenue Growth Management, Supply Chain and Finance to convert customer plans into executable activities.
Facilitate account-level planning and performance reviews, ensuring clear actions, owners and follow-up.
Maintain effective ways of working between Planning and Operations, with clear handover of priorities, programs and execution requirements.
Track delivery of customer commitments and coordinate timely corrective actions with relevant stakeholders
Share customer insights, lessons learned and good practices across the Planning team to improve commercial effectiveness.
4. Data, Forecast & Investment Management
Build and maintain accurate account-level sales forecasts using historical performance, customer plans and market insights.
Monitor demand, stock availability and fulfilment performance by customer and SKU; coordinate corrective actions with relevant teams.
Manage and track account-level commercial investment within approved budgets; evaluate promotional effectiveness and recommend improvements.
Prepare timely performance reports, analyses and recommendations for KAM Planning, Group KAM Planning and relevant stakeholders.
What We're Looking For
Bachelor's degree in Business Administration, Economics, Marketing or a related discipline; an MBA is an advantage.
5+ years of experience in Modern Trade Sales, Key Account Management, Commercial Planning, Trade Marketing or Category Management, preferably in FMCG.
Demonstrated experience in customer planning, promotional management, commercial analysis and cross-functional coordination.
Professional working proficiency in English.
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