Key Account Manager - Planning

Key Account Manager - Planning role supports the Channel Development Lead in driving modern trade business growth in Vietnam.
This role works closely with Commercial Planning, Trade Marketing, Sales, Finance, and Key Account Operations teams to develop key account business plans, design promotional activities aligned with brand objectives, and structure trading terms (including credit and payment terms) to ensure sustainable growth and profitability.
Key responsibilities are: analyze B2B sales and market trend data to identify growth opportunities, develop business plan for 6 big accounts, coordinate with trade marketing for promotional activities, negotiate the business plans & TDT, provide sales & budget forecast for ASP and monthly cycle provide market intelligence & competitor activities, and coordinate with KA Operations in tracking the KPI such as sales growth by SKU, trade execution, and budget spending.
JOB DESCRIPTION
- Data Analysis and Business Plan
• Analyze B2B sales performance, SKU trends, price, and Nielsen market dynamics to identify growth opportunities, risks, and improvement areas in modern trade channels.
• Monitor competitor activities, and promotional effectiveness to generate actionable commercial insights.
• Develop annual business plans for 6 key accounts, including sales targets, growth drivers, and trade investment strategies.
• Align with Commercial Planning, Trade Marketing, and Finance teams to ensure business plans are feasible, executable, and aligned with overall business objectives.
- Collaboration & Negotiation with KA partners
• Have frequent communication with buyers to strengthen relationships, understanding banner and find opportunities.
• Lead negotiation of trading terms, including pricing, margins, promotional investments, credit terms, and annual agreements to achieve win-win outcomes.
• Work with KA Operations to analyze performance by POS (SKUs, SOB, Shipment, Off-take, inventory) and by chains.
• Manage regular business reviews with KA partners to track performance, identify gaps, and adjust plans to meet agreed targets.
- Budget management
• Develop and communicate to Commercial Planning for accurate sales forecasts (ASP, monthly, quarterly) based on historical data, market trends, seasonality, and promotional plans across key accounts.
• Translate commercial plans into budget forecasts, including revenue, volume, and trade investment requirements, ensuring alignment with business objectives.
• Partner with KA Operations and Channel Planning in monitor forecast accuracy versus actual performance, analyze variances, and update forecasts based on market changes and Channel Development Lead's inputs.
- Sales and budget forecast
• Track overdue invoices, identify payment delays or high-risk accounts, and proactively escalate issues to relevant stakeholders for resolution.
• Coordinate closely with Distributor Accounting teams and JTI Finance to reconcile payment discrepancies, resolve billing issues, and validate customer payment status.
• Follow up with distributors and customers on outstanding payments, ensuring corrective actions are implemented to minimize overdue exposure and bad debt risk.
- Business Processes
• Assisting for Channel Development Lead in developing KA business process governances in distributors, including volume forecasting, promotion execution & payment, inventory tracking.
• Design reporting dashboard to support good performance tracking for better decision making
• Partnering with FF Capability Manager in developing capability for the team to ensure consistent execution across distributors