Job purpose
• Key Account Manager (Modern Trade Channel) must ensure the listing in key modern trade channels across Vietnam. This position is responsible for managing a portfolio of Modern Trade and for delivering client-focused solutions based on customer needs. Besides, being in charge of maintaining a strong sales pipeline through effective relationship building, account management by achieving business plan targets and maximizing profits at the desired margins.
• Key success factors for this position:
- Dealing with buyers, store managers and regional managers of retail chains.
- Identifying short- and long-term growth opportunities.
- Forecasting and tracking key account metrics.
- Designing strategies for Modern Trade at national level.
Job descriptions
1.
Business Development & Account Management
• Maintain and develop assigned Modern Trade accounts.
• Identify new business opportunities, distribution expansion and assortment opportunities.
• Build and maintain strong relationships with buyers and key stakeholders.
• Conduct regular business reviews and identify growth opportunities with customers.
• Understand customer strategies and key business drivers.
2. Sales Planning & Business Performance Management
• Develop sales plans and forecasts for assigned accounts.
• Monitor sell-in, sell-out and customer performance.
• Analyze sales data and recommend action plans to achieve sales targets.
• Adjust forecast and YTG plans to achieve business objectives.
• Monitor competitor activities and market trends.
3. Commercial & Trade Investment Management
• Understand Trade Terms Agreement (TTA) and customer commercial conditions.
• Support negotiation of annual contracts and trade agreements.
• Optimize trade investment and promotion spending.
• Monitor customer investment and trade budgets.
• Understand P&L and recommend actions to improve business profitability.
4. Customer Execution & Business Excellence
• Ensure excellent in-store execution, including product availability, pricing, visibility, merchandising and promotion compliance.
• Coordinate with Merchandising and Sales teams to improve execution quality.
• Monitor distribution and product availability across assigned accounts.
5. Team Leadership & Cross-functional Collaboration
• Coach, develop and provide guidance to team members to improve capability and performance.
• Set clear objectives and monitor team performance to ensure business targets are achieved.
• Foster collaboration across Sales, Marketing,
Trade Marketing, Supply Chain and Finance to deliver business objectives.
• Share best practices and drive continuous improvement within the team.
• Good command of English (both verbal and writing) & computer skills.
• Must have good exposure in handling Key Account in MT channel with a FMCG company, specific in laundry, household and personal care products is a plus.
• Should be aware of all the aspects of National Sales, should be good in key account management and listing with retail chains.
• Strong communication and negotiation skills.
• Leadership, being proactive and result-oriented.
• Able to go on business trip.
• BA degree in any disciplines, major in Economics/ Commerce/ Marketing are preferred.
