Key Account Manager at Colgate-Palmolive

Job description

Scope of Responsibility:

The Key Account Manager is responsible for delivering net sales, volume, NPAT, and market share targets for an account, channel, or geographic area. The Key Account Manager plays an integral role in using a team approach across all functional areas (customer marketing, operations, finance, and logistics) to develop business and profitable growth by:

Essential Job Functions

• Sales Planning
• Implement strategies that are consistent with the broader organizational vision. Ensure that the strategies take into account a broad range of internal factors such as which brands, which categories, and what geographies. Also recognize differing external factors such as suppliers/vendors, distributor capacities, customers, competition, economic environment, etc will impact implementation.
• Translating sales strategies into specific operational sales objectives (e.g. pricing, distribution, and share of shelf, volume, profitability and market share) and other key performance indicators (KPI’s). These include gross to net, margin, forecast accuracy, account inventory levels, days sales outstanding, out of stocks and promotional performance.
• Ensure “winning at the shelf” is a top priority for the team, and that 5P tactics and demand marketing initiatives are executed with excellence at the point of sale
• Ensure that overall strategies are translated into specific short term and long term operational objectives (e.g., targets for distribution, volume, profitability, and market share) and priorities.
• Conducting detailed analyses of trends (brand share, pricing, category sales, competitive products, and promotional activity) and gaining customer and Colgate Palmolive agreement for a business plan that balances the needs and objectives of the account and Colgate.
• Working with customer marketing and the customer to make decisions related to product, pricing, placement, promotion and POP materials based on promotion evaluation and the shopping habits and behavior of the consumer in the assigned account.
• Sales Management
• Building and managing top to top relationships between Colgate and key players in the account(s) and channel.
• Working with customer marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost effectively.
• Monitoring sales performance, gross to net, working capital and other performance indicators and taking action to improve performance.
• Influencing the customer(s) to grow sales, improve service and identify supply chain efficiencies by utilizing new techniques, tools, and information systems (e.g. category management).
• Conducting central and regional negotiations, business reviews and follow-up with regional and/or divisional representatives.
• Use the latest information systems and business analytical tools to support decision-making.

Essential Job Requirements

Education:

A minimum of a Bachelor's degree is required.

Experience:

Required:

• A track record of performance as measured by sales and SOM growth, with at least 4 years of increasing marketing/sales responsibility, preferably with a FMCG
• Fluent English
• A proven demonstration of the skill set as detailed in the below competencies
• Should you not be contacted within 21 working days after your application, please consider your application unsuccessful.