Key Account Manager

Job Description:

The role is responsible for delivering the strategic objectives of Key Accounts, while protecting and growing their contribution to the total customer volume. The position is also responsible for developing and implementing comprehensive customer business plans, annual sales and activation plans, commercial terms, and investment plans to drive sustainable business growth.

KEY RESPONSIBILITIES

• Manage trade promotion budgets for assigned customers in compliance with Mars policies, procedures, and allocated budgets.
• Develop and execute comprehensive customer business plans to drive growth across all business segments.
• Provide timely market intelligence, category expertise, and strategic recommendations to support customer growth.
• Consolidate and report retailer feedback regarding execution issues and business opportunities.
• Deliver category insights and recommendations to customers to support category growth initiatives.

P&L Management

• Own the full Profit & Loss responsibility and budget management for assigned customers.
• Deliver sales targets through the execution of customer sales and marketing plans.

Customer Business Planning

• Develop and implement comprehensive customer business plans within the approved investment framework to achieve annual objectives.
• Lead Joint Business Planning (JBP) processes with assigned customers.

Cross-Functional Project Leadership

• Lead customer-related business development projects in collaboration with internal stakeholders and cross-functional teams.
• Coordinate and manage initiatives that align customer expectations with company objectives.

Strategic Planning

• Define and lead long-term plans and strategies in collaboration with internal stakeholders to support sustainable business growth.

Customer Engagement

• Lead the preparation and organization of Top-to-Top meetings with customers.
• Build strong customer relationships by gathering feedback, responding to business needs in a timely manner, and developing actionable recommendations.

Budget Management

• Ensure effective management of customer-specific trade promotion investments in line with Mars policies and business objectives.

Category Leadership

• Provide category expertise and shopper insights to customers.
• Identify growth opportunities and develop recommendations to drive category performance.
• Support the effective execution of category-wide promotional initiatives.

Education & Professional Qualification

• +8 years of sales experience, especially in key account management

• Advanced level of English

• BA from reputable universities

• Advanced level of MS Office knowledge, especially excel and power point

• Discounter management experience is a must

Key Competencies:

• Action Orientation

• Resilience & Accountability

• Commercial Acumen

• Collaboration & Communication

• Analytical Skills