Key Account Manager

The incumbent will be accountable to manage & lead assigned priority key accounts in sales & inventory, budget & Investment, operations, compliance and customer/people management. Champion for assigned priority key accounts where sales performance, short/medium-term business planning & sustainability and drive new business opportunities are top deliverables.
He/She must have strong analytical & critical thinking skills, solid FMCG industry & commercial knowledge, experience in managing modern trade, and have robust involvement in managing high stakeholders to enhance company trade competitiveness. He/She will work closely to engage with various functions to understand, influence and change operational & execution dynamic and add values to execution efficiency together.
JOB DESCRIPTION:
1. Business planning & Sustainability:
Strategic account planning, investment, management and execution to leverage availability and visibility of company's presence in key account including designing strategic/practical business proposals & strategies to boost business expansion/enhancement, actively benchmarking against competitors & FMCG industry to improvise & simplify way of work, translate market insights into business plan to be executed at national or regional level for assigned accounts, plan & advise stakeholders on POSM/program calendar and communicate/facilitate national & localized initiatives by working cross functional to increase share-of-market and sales volume.
2. New business opportunities:
Optimizing Key Account (KA) investment including contract planning, selling & negotiation to maximize return-on-investment (ROI). Develop new business opportunities, integration and system/process enhancement to drive long-term business objectives. Manage and drive stakeholders in translating business goals into tangible actions and initiatives to produce positive and legitimate business results.
3. Trade service level (Efficiency & Audit):
Custodian of business compliance to maintain smooth business transactions based on code of conduct & doing-the-right-thing. Plan & manage resources and stakeholders (internal & external) in delivering impeccable service level to the trade. Ensuring optimal inventory level, planogram compliance, timely payment & collection always. Follow-thru and resolve KA outstanding dispute with KA customers. Address trade issues with actionable solutions with business integrity in mind. Provide periodical update to management/customers with actionable solutions to improve business issues pertaining to KPI/account performance review & stock, planogram & compliance review.
4. Business Efficiency Updates & Review:
Plan, prepare and analyze monthly/quarterly (as required) and/or business performance review to identify gaps & opportunities, evaluate trade service level (via sales performance, market trend & audit findings), KPI achievement (SOM, volume, return-on-objectives) and trade issue escalation & resolution rate. Provide constant updates to superior and company management on abovementioned with proposed action plans.
5. Trade/Distributor Relationship and People Management:
Manage stakeholders' expectations and feedback to improve long-term business relationships. Actively conduct HQ/front-liners/distributors product & Standard Operating Procedure (SOP) briefing/training to improve product knowledge, the right way of doing things and compliance. Lead assigned team by providing ethical leadership, guidance, coaching and mentoring based on guiding principles of company's vision and core values. Manage and develop direct reports performance, positive work attitude and related matters.