Key Account Manager
il y a 1 semaine
KEY ACCOUNT MANAGER
FIELD: SALES
Reporting to: Managing Director
Functional reporting to: Managing Director
MAIN PURPOSES OF THE JOB (MISSION):
Deliver growth in profit, volume, sales and distribution. in line with the national targets by implementing the right marketing and sales strategies at the assigned customers
- Meet distributiontargets on the brands portfolio.
- Maintain customer relationships and develop new customer contacts on key account level
- Conduct analysis of the customer (needs), retail and competition to develop future business opportunities to be taken into account in the annual account planning
- Develop an annual account plan for each relevant customer in assigned portfolio to meet the growth of margin, turnover, category, company targets on distribution, fair shares and profitability goals
- Implement account plan to deliver targets through the most efficient use of company resources
- Present current status, future plans like product introductions and national and account specific activities to the assigned accounts in regular meetings
- Monitor account performance vs targets. Recommend corrective actions in case of performance deviations
- Provide timely input for logístical planning and forecasting
- Lead the implementation of account specific activities and promotions
- Participate pro-actively in Task Forces
CONTEXT:
The Key Account Manager should incorporate customer and market requirements with local strategy and in this context try to maximize profitable sales opportunities.
SIGNIFICANT DATA:
- Weighted Distribution
- Net Sales and gross margin
- Bias
- Customer budget
- Assortment mix and Share of voice (brand/category visibility)
- Fair share within customer
MAIN PERMANENT GOALS:
- Conduct an extensive market and competitive analysis, customer performance including a SWOT analysis to identify future joint business opportunities and the assigned accounts
- Monitor, evaluate current overall distribution, propose plan voor matching, changing distribution structure and consumer buying habits in order to grow our sales
- Develop an annual account plan for each relevant customer in assigned portfolio taking into account opportunities and risks to reach the growth and profit targets
- Make a consolidated account expense planning
- Plan the appropriate assortment / listings for all relevant accounts. Set targets for distribution for account group for the core range and new product introductions in particular
- Make and implement activity plan for national promotions, account specific promotions, product introductions, product training, product demonstrations and coop advertising
- Calculate and manage purchase pricing, trade conditions in line with marketing
- and profitability guidelines
- Continuously monitor account performance vs targets. Recommend corrective actions in case of performance deviations
- Present account performance, account’s market position, goals, future plans like product introductions and national and account specific activities to the account in regular meetings
- Report on account performance and plans to management in regular meetings
- Ensure registration of substantial orders into the system (quotes) and give timely input for forecasting
- Lead the implementation of corrective actions and account specific activities. Brief marketing and sales representatives timely and extensively. Follow up on implementation
- Monitor account profitability and account expenses like coop advertising expenses. Report deviations and make recommendations for adjustments if needed. Continuously look for opportunities to optimize cost and performance Administer all issues with accounts. Report if appropriate
MAIN SKILLS REQUIRED:
Experience
- Min 5-10 years experience in account management in branded goods company (FMCG)
Competencies
- Analytical and systematic
- Conceptional thinking
- Communication, negotiation and persuasive skills
- Results oriented
- Team player
- Fluent Dutch, French and English
- MS Office: Word, Excel and PowerPoint
- Knowledge of Power Bi is a plus
WHAT WE OFFER:
- Permanent contract
- A pleasant atmosphere
- Staff discount on all products from the Husqvarna Group.
- Sensibility to environmental issues, following Husqvarna’s Sustainability agenda.
For more information about the organization:
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Last date to apply:
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