National Key Account Manager

To increase sales, margin and frequency of National Key Customers s/he is responsible for throughout the year at the country level.
ROLES
Responsible for large, single unit customers that exceed a given sales volume (to be determined by country), or
For multi-unit customers that have to be developed and serviced across 2 or more MM Mega Market markets.
Responsible to identify potential customers, initiate, develop, and communicate specific offers related to product, price, service. Negotiate on behalf of MMVN all contract terms.
Define requirements for each customer, then negotiate and verify within the company all contract terms that require adjustments in volume, products, product specifications, and services before final commitment is made to customer.
Once contract is in place, responsible for maintenance of global assortment list with current, actual prices, and communication of all agreed terms to the individual stores (MM Mega Market markets).
Partner with TGM and Offer Management to develop customer specific products and service strategies. Define key account sentiments by segment and customer file.
Partner within Sales Force and Store Operations to communicate and service customer needs by store (MM Mega Market market).
Partner within the Customer Management Team and across the organization to initiate and coordinate projects required for Key Account specific promotions and marketing efforts.
Within the framework of the company policy and direction, develop and obtain approval for the Key Account customer strategy on a country level.
Summarize and communicate Customer feedback in regard to products and services. Identify shortcomings, set up listening posts, conduct regular staff forums to gather feedback and information.
In partnership with the CFT, review and assess markets on country level and by store location, evaluate potential, provide feedback on recommended strategy and resource requirements by customer type.
KEY RESULT AREAS
Initiates and develop a customer specific strategy that focuses, national, and regional multi-unit companies:
- Understanding of customers, competitors, solutions
- Prioritization of potential targets by market
- Definition of business propositions: range, price, merchandising, marketing & communication by specific customer
- Decision support for the assignment of staff to key customers at country and store levels
Partners with TGM and the CFT to define and adjust the target positioning process to the unique requirements of the local market, based on available country infrastructure, the defined customer needs and the results of market research.
Recommends a market research strategy in order to establish a rich source of information and knowledge serving as the base upon which further strategies like assortment & product development, pricing policy, customer approach and customer services can be developed.
Responsible for the development of market/customer specific training/sales tools, required assortments and services in the individual markets.
Develops strategies and tools for the Sales Force Department which can approach hotels and large restaurant operations on a professional level. Improve share of wallet and order frequency of key accounts with MMVN
Hires, trains, and directs key account managers assigned to specific customer accounts.