Key Account Manager

I/ 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 maximising 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.
II/ Job descriptions:
1. Identify & win new business opportunities
• Identify and evaluate new business opportunities (new distribution / new customers) & develop targets to secure and negotiate about the terms and conditions of the contract.
• Manage customer credit and payment by establishing and maintaining the favourable relationship with major customers.
2. Objectives setting and tracking results
• Set clear objectives that are consistent with company goals with each member of the team.
• Ensure all accounts are visited on an appropriate frequency by clearly communication and adherence of pricing and promotions.
• Review progress v.s objectives on a bi-weekly basis.
3. Push up volume, revenue and share of Key Account in modern trade channel
• Establish sales target and make sales plans for every customer in Modern Trade.
• Monitor sell-out by customer/ by brand/ by salesmen as well as market behaviours and competitors' development to have timely and suitable reactions.
• Seek out and explore new sales, products and customer opportunities in key modern trade channel.
• Propose and develop specific standards for planning process and merchandising by brand/ by customer.
• Provide pre & post execution evaluation of marketing programs and communicate to the field
• Monitor and analyse the results of MT budget.
4. Key account management and others
• Leading team to communicate standards and issuance a promotion calendar on a timely basis.
• Monitor performance and compliance, taking corrective action where necessary.
• Conduct Business Reviews with senior managers and the customers.
• Coordinate Modern Trade Supervisors' activities; makes period personnel and target reports; check Modern Trade Supervisors' field visiting plans and monthly expenses claims.