Key Account Manager at General Mills

Job description

Main Purpose of the Role:

This role is responsible for developing and managing key customers objectives, strategies, policies and plans for the sales activities of the company in order to achieve agreed business goals, revenue, sales and profit targets. This is in line with GM strategy to grow the retail business in the retail FMCG channels.

Key Responsibilities:

• Develop and oversee the implementation of pricing, credit and terms of business as per the commercial policy:
• Agree & finalize trading terms with all Customers.
• Implement and approve price increases with all customers.
• Insure that all pricing is correct with customers to avoid claims.
• Implement and approve all cycle deals.
• Maintain and develop key customer relations at senior level to achieve sales targets, negotiate and resolve key issues and present opportunities:
• Prepare full key account plan for all customers.
• Prepare the visibility grid split by occasion, by customer and by region.
• Prepare the activity grid by customer and communicate to sales and the merchandising agency on a monthly basis.
• Prepare a KA plan by customer with P/L, swat analysis, key growth levers and timeline on implementation for improvements.
• Implement category management in key customers to increase forward share and visibility on shelf
• Ensure that on a monthly or adhoc basis all promotions are communicated to the sales force and sales agents.
• Ensure that on a monthly or adhoc basis that all promotions are communicated to the sales force and sales agents.
• Manage strike rate of all paid promotion with a P&L and report back to customers for non-compliance.
• Ensure all listings are implemented in agreed timeframe with customers
• Contact reports must be completed and submitted within 48 hours after a meeting.
• Deliver in stores sales fundamentals to win in store:
• Agree planograms with all key customers, signed agreements by the buyers for execution; on Shelf, check outs, off shelf displays.
• Develop budgets and sales forecasts to ensure that monthly targets are achieved through customer allocations:
• Prepare the budget for each customer as per the guidance from the Senior National Sales Manager.
• Ensure full contribution to monthly targets by forecasting on allocations from the customer.
• Prepare and monitor the KA budget spend split by customer.
• Monthly review with manager on budget spends.
• Analyse & monitor sales within each key account
• Review all scan data and develop and direct appropriate sales activities by setting product mix, customer service standards and geographical service areas in order to maximize sales opportunities.
• Prepare an activity grid to increase distribution following the scan data results.
• Prepare an action plan to get the pricing aligned as per recommendation from Marketing.
• Prepare sales action plan to ensure sales are growing vs LY as the report dictates.
• Direct and approve sales promotion activities for allocated customers:
• Approve all promotions within allocated portfolio.
• Ensure that the deals are offered are in line with GM guidance and approval obtained from line manager.
• Suggest and drive ad-hoc promotions when needed

Desired Skills and Experience

Additional Information

• Within General Mills we are expected to role model our values:
• Do the right thing all the time: Ensure all dealings are transparent and conducted with ethics & integrity. All contracts meet audit & risk requirements for life of contract.
• Play to Win: Deliver exceptional value for the customers and delivering on the commitments. Always putting consumer first. Win as a Team Build open & trusting work relationships. Respecting & Embracing differences and working across boundaries to get the best outcome for the company.
• Grow and Inspire: Inspire people to be their best not only at General Mills but also in our community. Building diverse teams and empowering them to make a difference.
• Act Boldly, Move Quickly: Seek improvements in every area of the company. Quickly sense & respond to risks & opportunities. Take decisive actions on critical priorities.