Key Account Manager

Job title: Key Account Manager

Position Overview The Key Account Manager is in charge of negotiation and follow up of commercial strategies with Chedraui, City Fresko y Costco. This role is responsible for providing information and contributes in the development of improvement plans for brand growth with the clients. The Key Account Manager is also responsible for achieving the goals of profitable net sales growth for each client and the efficient use of budget for investment.

Accountabilities

Assigned Client Strategy

• Review generic reports delivered by Business Intelligence
• Review clients and POS information to identify and quantify business opportunities to capitalize in each client
• Provide information to develop the competitors analysis
• Make improvement plans for each client
• Execute and review pricing strategy by brand and client
• Define and execute sales plans by client, considering the contract, follow up and collection
• Maintain strict control over budgets, investments, and client portfolios under your responsibility.

Annual Planning

• Develop and follow up of ABP per client
• Develop and follow up of JBP per key client
• Create and use defined tools for business management

Strategy and Plan Implementation

• Sales Forecast based in Sell-in and Sell-out (when available)
• Negotiate and execute sales plan by client
• Negotiate and execute promotional activities and incorporate lessons learned for the future promotional activities
• Negotiate additional spaces (market guides)

Client Management and Development

• Manage long term commercial strategy and relation with the clients
• Manage negotiations with the client that allow closing commercial deals, maximizing compensations, according to Edgewell policies.
• Identify business opportunities to develop each client’s brand
• Implement pricing changes in time
• Ensure achieving annual plan goals defined by each client, using internal tools
• Implement and/or propose client loyalty programs and assess the feasibility of promotional activities in the channel or client

Support Company’s Strategic Planning Process

• Strategic plan for 3 years
• ABP (annual business plan)
• Participate in the Joint Business Plan: development, negotiation, execution and follow up
• SOP Process: provide visibility and follow up of the client’s plans

Development and support of Selling Story

• Participate in developing Selling Stories to present to the clients, providing Sales scope.

Accomplishment of client’s annual sales plan goals

• Control Investment
• Inventory optimization